Vice President, Revenue Operations at Kastle Systems – Falls Church, Virginia

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The property technology space is growing rapidly, and Kastle Systems is leading the way. Kastle Systems is the leader in managed security, with a track record of introducing innovative technologies to serve over 460M square feet of real estate globally. Clients span the commercial and multifamily real estate, education, and construction industries and the customers they serve.

The Vice President, Revenue Operations is responsible for increasing the productivity per head of each member of the sales team through comprehensive analysis of the entire sales organization - defining areas for improvement and implementing these new insights. In addition, the role oversees sales resource development, optimization, CRM administration, sales governance, sales budgeting, sales strategic planning, sales reporting, and sales data management -- all across the various sales channels

This is a key forward-thinking role that requires a highly analytical and organized individual motivated to optimize operational performance.

Manage sales-specific automation technologies (e.g. each of the tasks in this section need to be performed for all sales tools such as CRM, Knowledge Management, Incentive Compensation Management, prospecting management, and marketing automation)

• Lead steering team to prioritize and align resources with needs
• Lead and gate keep all enhancement and project requests
• Identify and work with power users across business channels
• Manage license community
• Maintain the accuracy and efficiency of the system
• Ensure integrity and smooth functioning of all integration routines
• Oversee all sales data management

Execute a continuous improvement program

• Provide skill competency assessments and guidance on training and development opportunities
• Responsible for the implementation and identifying sales process improvements
• Develop continuous improvement program
• Evaluate and implement internal and external best practices
• Manage improvement efforts across all sales-related processes (e.g. lead management, account management, opportunity management)
• Focus on proactively identifying areas for improvement through the identification of process, operations, and customer failure points and develop remediation approaches as needed.

Support and improve Sales Strategy

• Apply knowledge of business strategies to proactively anticipate business needs based on industry trends
• Translate those needs into operational objectives to ensure alignment with the sales strategy
• Import Sales-related Best Practices from inside and outside the industry
• Assist in deal negotiation/strategy/pricing
• Identify ways to remove cost from sales organization.
• Develop the sales framework and align the sales strategy to corporate goals

Oversee ongoing sales operations tasking

• Provide strategic leadership on sales operational issues.
• Initiate and lead sales process discussions and generate plans for implementation in accordance with business objectives.
• Motivate work through the development of key sales metrics and corresponding compliance requirements
• Oversee compensation plan definition, its enforcement and administration.
• Coordinate sales conferences.
• Acts as liaison with IT, Finance, and Marketing and coordinate across multiple divisions

Manage and improve sales performance management system

• Develop and maintain audit procedures
• Collect input data from the sales team to create/streamline sales process and methodologies utilized by the sales team.
• Orchestrate and manage sales process infrastructure and keep processes up to date.
• Serve as the main contact for all executive sales reporting.
• Perform regular and ad hoc analysis of renewal base, sales pipeline, forecasted opportunities, close rates, etc.
• Install leading indicator metrics tied to sales-specific decision-making
• Oversee internal and external benchmarking

Establish and manage the sales Intelligence desk

• Facilitate sharing of best practices across the sales organization.
• Handle controversial situations, customer/client negotiations/influences.
• Serve as Competitive Intelligence point of contact for sales
• Conduct Win-Loss Analysis quarterly and use results to drive change in sales campaign behavior

• BA/BS degree or equivalent practical experience
• 10+ years of sales experience with at least 3 years of direct sales and 5 years of management experience in sales operations within the property technology industry
• At least 5 years of experience influencing others, including conflict resolution and the ability to lead both internal and external resources to achieve goals.
• Advanced level of communication skills, both verbally and in writing to ensure common understanding
• Proficient with Microsoft suite of products
• Confident communicator who is effective at very senior levels of engagement and skilled in translating ideas into clear, high impact communication.
• Effective communication skills with good customer service orientation in supporting sales and business development staff.
• In depth experience demonstrating ability to analyze sales data and generate insight from large volume of heterogeneous data
• Defines measures and interprets and prepares written analysis of trends, competition, potential business, products and services
• Monitors marketing performance metrics and incentive plan calculations
• Analyzes results of trend patterns, predictive algorithms, and other analytical techniques
• Coordinates consistent development of market analysis and compliance with utilization of quarterly sales plans
• Comfortable calculating coefficients of determination, ranges of confidence, variation, and other statistical indices relevant to sales metrics
• Ability to gather data from multiple sources (proprietary, free, and internal), integrate that data, and analyze it to address sales problem areas
• Comfortable with simulation techniques, what-if analysis, modeling and game to evaluate the impact of possible changes to the sales organization
• Demonstrated success developing execution plans for sales program and monitors effectiveness and compliance of new programs and initiatives
• Facilitates the coordination of sales processes with documentation and metrics reporting to and from sales-related systems
• Develops compelling, comprehensive, and effective pre-sales content
• A passion for property technology – access control, video/CCTV, fire, and front office management systems as well as future potential solutions to service the industry