Global Vice President, Mid-Market Sales

Responsibilities

• Build the operating model and go-to-market plan, define the activities and cadences that drive results, and own the outcome end to end.
• Lead and develop a global Mid-Market sales organization, managing regional sales leaders and their teams of Account Executives across North America, EMEA, and APAC.
• Own the global Mid-Market ACV and bookings targets on an annual and quarterly basis, and deliver consistent attainment across all regions.
• Run the Velocity Engine globally: drive a consistent, repeatable sales motion that increases pipeline velocity, shortens sales cycles, and improves conversion at every stage.
• Execute a partner-first strategy: ensure Mid-Market business is sourced, influenced, and closed with BlueCat’s channel partners (including the BlueCatalyst
• Partner Program), and work closely with Worldwide Channel and Alliances to build joint business plans, grow partner-sourced pipeline, and register and win deals together.
• Champion an activity-driven model: define, instrument, and inspect the daily and weekly behaviors (prospecting, territory and account planning, high-quality customer engagements) that lead to successful outcomes, and coach leaders to manage to those leading indicators.
• Own global pipeline generation, pipeline management, system hygiene, and accurate forecasting; deliver reliable forecast calls to executive leadership.
• Partner with Marketing, Sales Engineering, Customer Success, Sales Operations, Finance, and Product to align demand generation, enablement, and coverage models and to meet the rapidly expanding needs of the sales organization.
• Design and evolve the global Mid-Market coverage model, territory structure, quota capacity, and compensation alignment to support new-logo acquisition, expansion, and migration plays (for example, competitive DDI migrations).

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