СШАHead of Sales Americas
2 дн. назад
СШАHeadRemote
salesforcegoogle cloud
Lead and develop a sales team to drive large enterprise Data and AI transformations in North America, build pipeline, and deepen Google Cloud partnerships.
Требования
- Proven sales leadership: You've led a sales team at a technology consultancy or professional services firm in the Data, AI or Cloud space.
- North American market expertise: You've sold into enterprise accounts across the US and Canada (Fortune 500 / large Canadian enterprises), ideally in one or more of Gaming, Media, Telco or Insurance.
- Google Cloud ecosystem: You have a strong network across Google Cloud's North America sales organisation and a track record of co-selling with them.
- Big-deal experience: You've closed and coached others to close $1M+ multi-year transformation deals.
- The "mentor" mindset: You get more satisfaction from helping a seller close their first $1M deal than from closing it yourself.
- Commercial acumen: You speak the language of the C-suite (ROI, EBITDA, Capex vs. Opex) and turn technical GCP capabilities into financial outcomes.
- Operational discipline: You lead by example on forecasting, Salesforce hygiene and account planning.
- Resilience: You thrive in the fluidity of a scale-up, where you build the process rather than follow it.
Условия
- We aren't just another GCP partner. We are leaders in Agentic AI and MLOps. In North America you'll inherit a 45-person regional team with delivery, presales and account management already in place. You'll have the room to build the sales function the way you think it should run.
Другое
- As Head of Sales, North America, you will turn our AMER business into a repeatable engine for large enterprise Data and AI transformations. Reporting to the Managing Director, you will lead and develop a team of vertical-aligned sellers, deepen our Google Cloud partnership across the region, and build the pipeline that takes us to our 2027 bookings ambition.
- You are not a "manager from a distance." You will join a seller on a complex stakeholder map at a Fortune 500 account, sharpen the business case for an AI platform, and sit with Google's sales leaders to shape joint bets. Success is measured by bookings and sold gross margin for North America, sales ROI, and the growth of your team.
- Build a repeatable growth engine: Move North America from opportunistic, Google-led wins to a planned pipeline of large, multi-year enterprise transformations. Own and exceed the regional bookings and sold gross margin targets.
- Land and expand: Grow our existing accounts with real account plans, while opening new logos in our priority verticals.
- Become Google's go-to partner: Build co-selling relationships with Google Cloud's North America sales leaders so we are their first call for complex Data and AI bets.
- Mentor and multiply: Raise the bar across a team with mixed performance, helping sellers move from "vendor" to "trusted advisor" and step up to $1M+ deals.
- Vertical and account strategy: Set the go-to-market playbook for our core verticals: Gaming, Media, Entertainment & Agency, Telco and Insurance. Decide which accounts to prioritise and why, balancing expansion with new logos.
- Pipeline creation: Drive direct market activity alongside Google-sourced leads, working with marketing on events, campaigns and executive outreach.
- Deal mix: Shape a healthy blend of land-and-expand work and $1M+ multi-year transformations, with enough pipeline cover to hit target.
- Hands-on deal shaping: Join discovery calls, qualify, review proposals and run "pre-flight" checks on all major bids ($750k+).
- The Challenger coach: Train sellers in consultative selling, so they challenge client assumptions and unlock bigger transformation opportunities.
- Account ownership: Embed account planning so every seller truly owns their book, not just their next deal.
- Pipeline rigour: Run a weekly and monthly forecasting cadence with clean Salesforce data, and give leadership accurate forecasts.
- Google Cloud co-sell: Build trusted relationships with Google's regional and vertical sales leaders, and plan joint account strategies with them.
- Margin protection: Sell on enterprise ROI rather than discounting, balancing competitive pricing with the premium value of our expertise.
- Sold = delivered: Work in lockstep with presales, delivery and account management in Toronto and Montreal so what we sell can be delivered to our standards.
- Use our tech squads: Get the most out of our vertical and offering-aligned tech squads in presales and deal shaping.
- Alliances and marketing: Partner with alliances and marketing to turn our Google relationship and our case studies into pipeline.
- Scale-up DNA: Assess, structure and develop the current team, and recruit, onboard and retain top sellers as we grow in North America.
- Culture: Foster resilience, healthy competition and continuous learning.
- Leading from the front: As part of the regional leadership team, work with delivery and technical leaders to run the region and hit its goals.
- You've assessed the team and set a clear vertical and account plan for each seller.
- You've built named relationships with Google Cloud's North America sales leaders and agreed joint priority accounts.
- A weekly forecasting and pipeline cadence is running, with clean data leadership trusts.
- North America has a repeatable pipeline of $1M+ transformation deals, not just one-off wins.
- Quota attainment is more consistent across the team, and sellers own their accounts.
- Regional bookings and sold gross margin targets are met or exceeded.