Chief Revenue Officer

Requisitos y responsabilidades

Contenido del rol extraído en secciones para revisar más rápido.

Details

Go-to-market strategy - prioritize sectors and markets, identify organisational gaps and lead hiring to close them
Planning - challenge individual teams to develop appropriate, ambitious but sustainable execution plans and metrics with cascading goals and targets
Execution - review relevant data and correct course where needed on a monthly, quarterly, and annual basis
Sponsorship - support leaders to close large ($10M+ ARR) deals with global-10k enterprises and large, complex, global tech sector partners
Insight - capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical
Staffing - supervise the Canonical recruitment, selection and onboarding processes in your organisation
Productivity - design and lead career and skills development together with continuous improvement in your organisation
Culture - select for, and invest in, transparent communications, accountability trust, and the work ethic needed for success
Inspirational leadership - demonstrate and cultivate passion for Canonical’s mission, for customers and the market
Set high expectations of sales ability, readiness, performance and results
Hire sales leaders, and set expectations for hiring effectiveness and results in the org
Work with sales leaders to build annual targets and plans by region, sector and product
Ensure accurate reporting and status on prospects and opportunities
Review progress, metrics and results on a weekly, monthly and quarterly basis
Lead for high quality customer engagement and commitment to customer delight
ISVs who embed Ubuntu and Canonical open source
IHVs (Dell, HP, Lenovo etc) who certify and preinstall Ubuntu and deliver solutions
Silicon providers (Intel, Nvidia, Qualcomm, Mediatek etc) who optimise open source for their new offerings
Cloud partners and customers who build ecosystems, products and communities based on Ubuntu
VAR, GSI and distribution partnerships
Ensure correct reporting of pipeline and progress
Ensure contracting processes and terms meet agreed standards
Agree variances through commercial reviews with company leadership
Recognise and reward salespeople and leaders with MBO goals and compensation plans

Required experience:

University degree, preferably in CS or STEM with additional business disciplines or degrees
Progressive operational and leadership experience in high growth, recurring revenue, and global technology firm
Experience leading a sales, partnership or field engineering organization to maturity and world class performance
Experience and deep insights into the enterprise software and infrastructure markets