Head of Sales

About us:

Codurance is a leading IT professional services consultancy, helping clients in continuously delivering value through the adoption of quality practices and expertise. We are growing and want to expand our sales team!

To summarise:

• Growing Software Professionals
• Purposeful Software Quality
• A Lasting Positive Impact

We have a culture of continuous learning which means that our people are continually progressing, while our clients are provided with teams that have the complete skill sets required.

We endeavour to provide sustainable software that stands the test of time, but also has a positive impact for both our people and our clients - high-quality software that our teams enjoy working on, and is secure and easy to use for clients.

About the Role

As the Head of Sales for Codurance Spain, your primary role will be to drive the commercial success in the region and shape our sales organisation to scale revenue to the next level.

You will be responsible for setting country-specific OKRs, defining and implementing relevant strategies in collaboration with marketing to further find and develop new accounts as well as developing existing accounts. You will be networking with key decision-makers, driving sales processes, and drawing on the expertise of our business.
Your role will also include professionalising our sales initiatives and processes along with coordinating activities amongst members of the future sales team and collaborating with the regional directors, managing director and other departments (marketing, professional services,...) in Spain.

We are looking for someone who is able to apply the “consultative solution selling” methodology based on delivery and outcomes to achieve revenue goals. A consultative and professional approach to business development; gaining credibility with client partners by holding insight-driven conversations.

Responsibilities:

• Develop and execute a strategic plan to develop new business, hit (or exceed) annual sales targets and continuously expand our client base
• Build and maintain strong, long-lasting customer relationships
• Consult with clients to understand their business needs and objectives
• Effectively communicate the Codurance value proposition through proposals and presentations
• Understand competitive landscape and industry specific trends
• Maintain reporting that provides strategic insight into existing accounts.
• Assist in the development of the sales plan. Preparing forecasts and KPI reporting for the sales leaders, and upper management, for use in organisational planning, financial forecasting, budget setting and strategic planning.
• Land and expand: construct a process and funnel for manual top-down reachout, onboarding, activation, and expansion
• Evangelize the products and services and help close largest deals
• Work collaboratively with cross functional teams

Requirements

We'd love to hear from you if you have:

• At least 10 years of experience selling professional services (technology, consultancy, software delivery) and meeting/exceeding targets
• Excellent level of English and Spanish (spoken and written)
• Proven experience managing the full sales cycle (including crafting proposals)
• Good understanding of the technology industry (particularly modern technology and Agile)
• Ability to communicate, present and influence all levels of the organisation, including executive and C-level
• In-depth understanding of consultative selling, sales principles and practices
• Demonstrable experience developing client-focused, differentiated and achievable solutions
• Excellent listening, negotiation and presentation skills
• Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.
• Proven ability to influence cross-functional teams
• Strong problem solving skills, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask.
• Strong leadership, coaching and team building skills

Benefits

• Transparency - all of our salary bandings and company finances are available to everyone from day one.
• Autonomy - got an idea? Form an Initiative Circle, take ownership, run with it, and see it through to delivery.
• Our People - You’ll be working alongside Craftspeople who share your interest in learning, whether that’s on a client project or contributing to our internal projects.
• Personal Learning Budget - Access to Learnerbly, our online learning & de