GitaCloud - Vice President - Enterprise Sales

Company Description :

- As a fast growing re-seller and system integrator of supply chain planning & optimization software, GitaCloud helps companies of all sizes and industries outperform through orchestrated supply chain transformation - leveraging advanced analytics based best-of-breed Supply Chain software platforms recognized by Gartner as leaders in their respective spaces - network design, demand sensing, inventory optimization, dynamic replenishment, integrated business planning across supply chain optimization and financial forecasting, manufacturing optimization, transportation optimization, etc.

- We serve customers across a wide range of verticals from CPG industry to Distribution to retail/eCommerce, from auto to pharma, from high-tech to A&D, from chemicals to Oil & Gas.

- We offer machine learning based cognitive planning systems that leverage predictive & prescriptive analytics to provide a step change in business performance while reducing planning effort, improving service levels while reducing inventory levels, etc.

- Our software solutions range from on premise to cloud, desktop to mobile device - GitaCloud empowers operations, commercial, and finance teams to work together within their organizations and across the value network more efficiently and use timely insight into demand trends and replenishment recommendations that optimize cost and service level more effectively to stay ahead of the competition.

Purpose And Objectives :

- The VP, Sales for India Market Unit (MU) will be responsible for effectively defining and implementing the appropriate sales strategy across the India MU, with an emphasis on the significantly growing our presence in mid-market and large enterprises with complex supply chains. The successful candidate will effectively grow, mentor and lead a world-class sales organization and contribute to the overall leadership and strategy of GitaCloud.

Expectations And Tasks :

- Lead and manage all sales activities for India MU, defining the appropriate go-to-market strategy and executing against an aggressive plan to increase revenues and grow market share.

- This will include building an effective sales process, execution strategy, sales organization and partner ecosystem around a hybrid model that includes selling standard products, implementation/support, SCM process improvement, and SCM managed services - Supply Chain Business Process Outsourcing: Network Design/Optimization as a Service, Demand Sensing as a Service, Inventory Optimization as a Service, Data/Insights as a Service, etc.

- Provide thought leadership, in terms of revenue-generating ideas and solutions, as well as effective planning and forecasting of sales results with a consistent record of achieving/exceeding plans.

- Manage the appropriate levels of integration with the Delivery organization (Managed Services Center, SCM COE, Industry COEs, Data/Integration COE) as well as our Independent Software Vendor ISV partners to effectively influence the timing and delivery of industry-specific and domain specific use cases as demanded by the marketplace to be delivered as pre-configured applications on our ISV partner platforms.

- Provide strong leadership in the recruitment, training and development of top-quality talent to ensure highest levels of performance and productivity.

- Serve as the key point of contact with customers of GitaCloud India, thereby developing and maintaining strong relationships with strategic partners, key customers, and members of the sales team.

Education And Qualifications / Skills and Competencies :

Within this broad experience framework, the ideal candidate will have demonstrated the following competencies:

Results Orientation :

- The ideal candidate will identify and meet ambitious performance benchmarks, driving for results with a positive impact on GitaCloud's image and position in the SCM software market on a consistent basis and under the full range of market and economic conditions. This person will be able to point to a pattern of continuously introducing substantive improvements that have significant bottom line impact.

Influencing Skills :

- He/she must possess the executive presence, credibility and tenacity to successfully influence the broader GitaCloud organization, including the partner alliance and marketing organizations, so that the right SCM solutions are brought to the India market in a timely manner. Therefore, he/she will be someone who invests in building relationships with others and uses the informal structure and culture of an organization to get things done.

- This individual will bring people together across organizational boundaries to achieve results as a team and share best practices.

- This person will also demonstrate the personal flexibility to adapt and compromise when necessary, while actively contributing new innovative thinking to the broader organization.

Team Leadership :

- The successful candidate will be responsible for building and mentoring a high-caliber team. He/she must be able to identify and fill any talent gaps, and must mentor and develop team members so that there is a robust talent pipeline within the group.

- The individual must have demonstrated the capabilities to inspire and earn the respect of his/her people, and the interpersonal skills required to provide effective feedback, both positive and negative. They should be able to show they have made both good hires and have made the difficult decisions necessary to remove those who do not deliver the necessary performance.

- Additionally, the ideal candidate is a sales leader who involves his team actively in establishing sales benchmarks, brainstorming strategies for success, and holding each other to a consistent standard of excellence.

Customer Impact :

- The ideal candidate will leverage his/her knowledge of the customer's perspective to anticipate requirements and to tailor competitive solutions within the vertical industries built around complex supply chains.

- He/she will have demonstrated the ability to establish strong executive relationships at the senior-most levels in customer organizations leading to a demonstrable track record of increasing sales and partnership value creation. He/she will have the proven ability to influence, build rapport, and gain credibility with both business and technology executives at leading enterprises in India.

- Market Knowledge: The ideal candidate will extend his/her contextual knowledge of the SCM enterprise software market, understand market trends to ensure market share gains for GitaCloud through strategic selling well enough to identify creative business solutions to customer problems, and identify emerging opportunities and maintain effective client relationship management.

- IIM background or MBA from a US university is a big plus.

Work Experience :

- The ideal candidate will have 15 or more years of experience selling complex enterprise software and/or IT solutions to leading enterprises in India.

- He/she will have direct experience building an effective sales process, organization and execution model around a - hybrid model mentioned above in Expectation & Tasks section, as well as experience building and managing a sales strategy inclusive of strategic Partners.

- This role is within one of GitaCloud's highest growth potential segments and offers an expanding product portfolio. Therefore, this individual must have the ability to build deep relationships and creatively identify and drive opportunities to deliver value and business solutions, including the ability to gain credibility and build relationships quickly with key customer and industry contacts.

- This executive will have demonstrated his/her ability to aggressively grow a technology services or enterprise software business, as well as a focus on high-end solutions. This will be evidenced by not merely growing with the market but by leading an organization to profitably gain market share and grow faster than competitors.

- This individual should have a strong sales leadership background and must possess true executive level leadership capabilities with a proven grasp of overall business segment success and ability to work with the appropriate marketing and delivery resources.

- Personally, the successful candidate will exude confidence, inspire teamwork and collaboration, and be seen as a good coach, mentor and advocate.