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Vice President/Senior Director, Strategic Sourcing

Executive

Cvent | Sales | Tysons Corner, VA

The Vice President/Senior Director, Strategic Sourcing will be responsible for leading the strategy, adoption, and management of site selection and sourcing globally.  This includes managing and coaching a global sales team of highly-motivated individuals including managers, team leads, sales/account executives and sales associates to achieve the division’s aggressive sales and revenue goals. This sales leader will have 3-5 direct reports with oversight into sourcing across all relevant sales teams. 

This individual will be responsible for driving sourcing efforts through all platforms globally. She/he will have experience planning, executing, measuring, and refining programs that support the goals of the sales organization.  This individual will work closely with sales, technology and service teams and leadership to support sourcing adoption, new sourcing leads, and new product initiatives, and will ensure that program goals are effectively translated into sales efforts that achieve those goals.

What You Will Be Doing:

  • Oversee all sourcing and adoption across 3 different product lines
  • Drive a lively and resilient entrepreneurial culture adept at navigating change
  • Rapidly build and manage a metrics-driven, customer-focused, consultative sales organization
  • Assist the organization with moving into new sourcing markets globally – define functionality, customization/localization features, etc. with the product team
  • Conduct and evaluate reporting and analytics of the sourcing volume; share findings with the hospitality teams across all sourcing product lines
  • Educate hotels on our sourcing model and the importance of sourcing
  • Drive adoption of sourcing within the planner and hotel communities
  • Guide, coach and mentor Managers and Team Leads within the sourcing team
  • Facilitate successful implementation of new programs through the sales organization by ensuring sufficient process is in place; foster an organization of continuous improvement
  • Oversee, implement, and manage accurate forecasting, planning, and budgeting processes
  • Monitor data capture and use of reporting tools to track performance, while providing accurate and timely management reports on team metrics
  • Evaluate existing sales compensation structure and define proposed changes to improve company and individual performance; establish a strong performance management culture
  • Provide leadership through innovation, collaborating with sales, marketing, and technology leadership to identify key market opportunities and growth areas within the sector and ensure optimal support of sales activity
  • Acquire and integrate industry knowledge related to general trends, emerging technologies and competitors
  • Meet or exceed assigned sales objectives and quotas, balancing short-term efforts and long-term, maintaining success of core products while developing new revenue streams
  • Represent Cvent at industry events and client meetings, support the sales team in developing executive-level relationships and negotiating large deals

What You Need For This Position:

  • 10-12+ years of sales management experience
  • Experience managing a similar sized team in the past including direct and indirect reports
  • Bachelor’s degree required, MBA or similar degree preferred
  • Events industry and former SaaS experience highly preferred
  • Experience with sales goal targets and delighting clients
  • Ability to operate and make timely decisions in an ambiguous, fast-paced environment where products are often sold before they are fully developed, and features change rapidly
  • Demonstrated experience in effectively developing, managing and motivating members of the millennial generation
  • Proven track record of consistently achieving sales targets on a monthly, quarterly and annual basis
  • Innovative mindset to help analyze and improve work processes and advocate internally as well as externally
  • Expert knowledge of Salesforce.com or similar CRM software
  • Strong analytical skills, experience with data analysis and proficiency in Microsoft excel
  • Must be able to travel up to 20%