What are the responsibilities and job description for the Vice President of Global Sales position at Quanergy?
1. Global Sales Strategy & Execution
- Develop and Own the Global Sales Strategy: Architect and implement a comprehensive, data-driven global sales strategy that aligns with the company’s overall business objectives, focusing on market penetration, new logo acquisition, and expansion into key international territories.
- Go-to-Market (GTM) Leadership: Partner closely with Marketing and Product leadership to define segmentation, ideal customer profiles (ICPs), pricing, packaging, and the overall GTM execution across all global regions.
- Revenue Accountability: Own the global revenue number, pipeline generation targets, win rates, sales cycle velocity, and all associated key performance indicators (KPIs).
- Channel Enablement: Recruit, train and empower global, national and regional systems integrators and value-added distributors to sell, distribute, design, configure, and support Quanergy products.
- Solution Design: Design functional and cost-effective solutions to meet end-customers’ requirements, in close collaboration with partnering systems integrators and value-added distributors.
2. Team Leadership & Scale
- Build & Mentor a World-Class Team: Recruit, hire, onboard, coach, and retain top-tier global sales talent, including regional Sales Directors, Account Executives (AEs), and Sales Managers.
- Foster a High-Performance Culture: Instill a customer-centric, winning, and high-accountability sales culture characterized by continuous improvement, strong ethics, and proactive selling.
- Sales Enablement & Process: Define, document, and scale repeatable, efficient sales processes, methodologies (e.g., MEDDIC, Challenger), compensation plans, and territory alignment suitable for rapid high-tech growth.
3. Sales Operations & Forecasting
- Data-Driven Management: Establish rigorous sales forecasting, reporting, and performance management practices. Own the Salesforce CRM system as the single source of truth for the sales pipeline.
- Financial Planning: Collaborate with the Director of Finance on annual/quarterly sales planning, budget management, resource allocation, and commission structures.
- Deal Oversight: Remain deeply involved in strategic, complex, or large enterprise deals, stepping in to guide negotiations and close critical business when necessary.
4. Cross-Functional Collaboration
- Product Alignment: Serve as the voice of the customer to the Product team, providing critical market feedback to influence the roadmap and ensure product-market fit is maintained as we scale globally.
- Marketing Synergy: Ensure tight alignment between Sales and Marketing on lead qualification (MQL/SQL definitions), lead flow, and marketing campaign effectiveness.
- Customer Success Partnership: Work with Customer Success to ensure smooth customer handoffs, drive high customer satisfaction, and identify upsell/cross-sell opportunities.
Qualifications
Required Experience & Skills
- Proven Scaling Experience: Minimum of 10 years of progressive sales leadership experience, with at least 4 years in a VP or SVP role leading Sales for a high-growth, technology/SaaS company.
- Track Record: Demonstrable, quantifiable history of building and scaling global sales from $10M to $50M ARR and meeting/exceeding aggressive revenue targets.
- Hands-On Builder: Must have experience creating sales infrastructure (processes, playbooks, tech stack) from the ground up, not just managing established systems.
- Global Acumen: Deep understanding of international sales dynamics, including experience managing teams across North America, EMEA, and APAC.
- Technical Fluency: Strong technical aptitude with the ability to quickly master and articulate complex technical products and value propositions.
- Education: Bachelor’s degree in Business, Marketing, or a related field; MBA is a strong plus.
- Market Knowledge: Ideally, the candidate should have 5 years of experience in one or more of the following markets: physical security, smart spaces (such as analytics for airports), industrial automation.
- Channel Experience: The candidate will have strong understanding and mastery of selling through indirect sales channels such as systems integrators, value added distributors, as well as partnering with peer technology vendors.
Essential Attributes for a Startup Leader
- Entrepreneurial Mindset: High energy, extreme ownership, and a "get-it-done" attitude. Comfortable navigating ambiguity and rapid change.
- Coach & Mentor: A recognized talent magnet known for developing and elevating sales professionals into future leaders.
- Strategic & Analytical: Ability to blend long-term strategic vision with a data-driven approach to daily pipeline management.
- Executive Presence: Exceptional communication, negotiation, and relationship-building skills, comfortable presenting to the Board of Directors and C-suite clients.