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1557974

Markets & Markets - Assistant Vice President/Vice President - Sales

13 - 22 Years.Pune
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3.2

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402+ Reviews

Posted 1 month ago
Posted 1 month ago
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3.2

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402+ Reviews

About Us:

- MarketsandMarkets provides quantified B2B research on 30,000 high growth emerging opportunities / threats which will impact 70% to 80% of worldwide companies' revenues and currently serves 7500 customers worldwide including 80% of global Fortune 1000 companies as clients. Almost 75,000 top officers across eight industries worldwide approach MarketsandMarkets- for their pain points around revenues decisions. The founder led; professionally governed company has grown 90% year-on-year since its inception in 2010.

- MarketsandMarkets is the only Revenue Impact Company in the world that helps companies grow their revenues from these new technologies and use cases across industries. They do this by showing how the shift in the revenue sources of a company's clients and their client's clients is going to impact every revenue decision of their clients across all departments.

- They exclusively research these new sources in terms of market structure, revenue potential that can be expected out of this, markets/technologies/use cases that are growing, and identifying players that are faring well and those that are not. Eventually, the company realized that no market in the world is independent, and no platform in the world is correlating these ecosystems. MarketsandMarkets has built the first man-machine platform to provide a connected view on every market, showcasing the impact of market A on markets B, C, and D.

- The unique engagement model that MarketsandMarkets offers is a combination of research, analyst, and customer success teams that deliver tangible revenue outcomes for clients. Its research platform has evolved to be the "google" of the B2B world, wherein customers can search for any new opportunities impacting clients or how industries or markets are evolving.

- It also provides access to analysts to contextualize and then have a dedicated customer success team who gets married to the clients' goals. Instead of looking at problems in silos, the platform looks at all connected latent problems due to the revenue shifts across interconnected ecosystems and identify the potential decisions impacted by the unknowns created, impacting revenue decisions across Strategy, Marketing, Product, Sales, CXO, BU Heads, M&A, and Innovation.

Position Summary :

- As the company readies for its next phase of growth and revisits its key growth drivers, there is a need to bring on key leaders and team to manage our Sales and operations to lead this business for the next phase of its growth journey. In recent years, the business has pivoted to a platform subscription-based model, which enables the company to build deeper client relationships with Fortune 1,000 companies. The platform has the potential to be the "Google" of the B2B world.


- Given this aspiration, this leader will be accountable for leading a best-in-class global Sales function, partnering collaboratively with, and reporting directly to the CEO and the wider business to ensure the function supports the achievement of business objectives and that the necessary resources, and infrastructure are in place, and targets are achieved.


- Provided this leader will be selling growth programs across the globe, this role would require a hypergrowth mindset, strong pedigree, and high sales rigor to drive customer success (farming), enterprise (new hunting business) and inbound (high-volume transactional business) teams, aggregative 100% of the global business.


- This leaders' people management skills, leadership qualities, and experience driving 100+ member teams will also be crucial to building, driving, and mentoring high-performance sales and enablement teams. This leader would be required to bring forth strong transformation skills to standardize what is working well and fix what is not. There are patches with leakages regarding territory coverage issues, resource productivity issues, account activation issues, and lower win ratios.


- A part of this role will also be to fix these leakages and scale / multiply what is working well. This leader would also be required to have high operational skills to lead volume sales and high-velocity sales (average sales cycle differs from 1 day to 3 months) based on the size of transactions. Apart from this, the role requires a high consultative sales mindset to drive strategic sales and lead multimillion-dollar engagements.


- The existing 10,000+ clients are spread across geographies, revenues (USD 500 Mn to over USD 50 Bn), and verticals, even including startups.

Key Responsibilities:

- As an Associate Vice President/ Vice President Sales, you will primarily be required to sell revenue growth for our enterprise clients. At MarketsandMarkets, we pride ourselves on devising high-growth strategies to manage client expectations and maximize conversion and contract values.

- You will be responsible for running deals from end to end, with a high aspiration to grow alongside clients as they grow.

- You will drive net new revenue growth by hunting new logos and lead a strong sales force that benefits every B2B company - by helping them simply grow.

- You shall lead a "vertical" business for a "geography" (North America /Europe & RoW). You shall have a team of 15-20 sellers which you need to build ground up and scale.

- Your annual quota will be US$ 2.5 mn. Midmarket and SMB are global companies with below US$500m of annual revenues. You shall be required to build an entire business from India however you can leverage teams based in market from time to time for high-value deals including your personal travel for large clients/large deals (across verticals Healthcare, Chemicals, Automotive, Aerospace & Defence, Hi-tech, Semi-conductor, Consulting)

- First three months immerse yourself in every transaction and run them toward end-to-end closure and thereby build repeatable playbook. Thereby build and scale teams by leveraging the playbook. The average ticket size is US$30k however we are seeing an increasing trend towards $100k contract size.

- Hire and mentor teams and drive productivity by strong cadence. We strongly support hiring At least 50% of your team from your own network/ people who you can trust for their performances.

- Plan your territory, work with the demand team to drive consistent demand; have a mix of both inbound and outbound motion (targeted outreach) to maximize midmarket business across your geography and vertical.

- Passion to map client's growth aspirations with MnM offering/hypothesis. If you are trained in "consultative selling" using standard sales methodologies to drive consistent conversion is an advantage.

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