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VP, Global Sales

Company: Bluebeam
Location: Pasadena
Posted on: May 3, 2021

Job Description:

COMPANY BACKGROUND

Bluebeam, Inc. is a US-based multi-national software company founded in 2002 and headquartered in Pasadena, California, with additional US offices in San Diego, Dallas, Chicago, and Manchester, New Hampshire. Globally, we are rapidly expanding our presence, with international offices in the United Kingdom, Australia, Germany, Sweden, and Denmark to serve our customers in over 130 countries. We specialize in productivity, collaboration & project management solutions for the Architecture, Engineering, & Construction (AEC) industry.

Today, over 1.9 million professionals throughout the world use our award-winning Revu product, which allows multiple people to collaborate in real time on technical documents. In the US, we are a market leader in our space and a go-to partner for the top AEC firms in the nation.

COMPANY CULTURE & HIRING PHILOSOPHY

At Bluebeam, our purpose is clear: Together, we're building a better life for those who build our world.

In order to make the impact on our world that we desire to, we know that our people are what matters most. To fully realize our purpose requires building and developing a diverse & extraordinary global team of people who are committed to the success of Bluebeam, our customers, and their fellow employees.

Required Characteristics:

Because of this we put both competency and character at the center of our hiring process. We are committed to hiring employees with the ability to achieve superior results while maintaining an ethical, team-based approach to their work.

We believe that teamwork is the ultimate long-term competitive advantage, and we hire those who recognize that achieving our companywide results is the result of creating value for our customers - which in turn leads to high levels of personal job satisfaction and creates opportunities for career advancement. This means that every employee should be willing to roll up their sleeves alongside their fellow employees, no matter the task, to ensure the company (not just a department or individual) accomplishes its objectives.

At Bluebeam, we believe leaders inspire those around them, and all employees should act as leaders, whether they lead a team, lead a project, or proactively lead themselves through their day.

We hire people who:

  • Have integrity in all they do
  • Demonstrate and inspire trust and teamwork
  • Are self-engaged, optimistic, and resilient, bouncing back quickly from setbacks
  • Take personal ownership over outcomes, seeing challenges as opportunities and choosing to find a way to "succeed anyway"
  • Express their ideas assertively and engage in positive, productive conflict and unfiltered debate of ideas
  • Fully commit to decisions made, even those in which they may not fully agree, and express their buy-in through positive, productive action
  • Hold themselves and their peers accountable to delivering on companywide results on behalf of our customers

In summary, Bluebeam employees are committed to winning together as we work to create real and enduring value for our customers, our industry, and our world. And we are committed to winning the right way - both ethically and as a team.

OPPORTUNITY

Bluebeam is searching for a highly experienced and dynamic Vice President of Global Sales to help propel the company to its next stage of growth and deliver on Bluebeam's vision of global industry impact. As this is a global sales leadership role, it is critical that he/she thinks globally first and understands the importance of developing a globally consistent approach with local relevancy in order to fuel our growth internationally.

The primary functions of this position are to develop and execute both short and long-term strategic growth plans focused on high-value customer relationships that result in Bluebeam achieving its aggressive customer acquisition and sales targets. This global sales leader will have responsibility for winning large strategic opportunities through development of strong direct customer relationships at all levels of the target customer organizations. In addition, he/she will also work with marketing and other key functions to build strategies that continue to expand the high-volume, low-touch business coming from our SMB customer segment. This role requires a someone with a strong value-based, consultative selling methodology, team coaching and mentoring approach, and vast experience with direct and indirect sales models.

Additionally, the Vice President of Global Sales will exhibit a strong executive presence and sound business judgment with the ability to use data informed analysis to drive initiatives forward internally with stakeholders from other functional areas of the company like Products and Marketing. This executive must be team-oriented and willing to collaborate extensively with the company's leadership and management teams to formulate and execute strategies driving growth consistent with the Bluebeam mission, vision, and values.

This role will report directly to the President and Chief Customer Officer.

Primary Responsibilities

  • Lead and continue to build / evolve our global sales organization and our approach to enable the attainment of our customer acquisition and invoiced sales goals with both existing and new customers
  • A hands-on approach with the sales team to help define, drive, and deliver results and empower the team to take full ownership of the entire sales cycle from initial customer engagement to enterprise-level buy-in and adoption
  • Use data to develop go-to-market strategies, optimize resource allocation, and build business plans can translate to growth
  • Help the team and our customers transition from our current single-product, perpetual business model to a multi-product, subscription / SaaS business model
  • Collaborate with Marketing to implement strategic initiatives, establish lead flow expectations, uncover prospecting opportunities, and develop campaigns to hit revenue targets
  • Provide your team with mentorship and learning and development opportunities including training, coaching, and hands-on engagement with customers to support professional growth
  • Assist in developing an annual budget as well as manage and monitor the company growth plan for global sales with regular reporting and forecasting to the executive team and other key stakeholders.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

  • A minimum of 10 years of senior sales leadership experience developing and managing high-performance international sales teams in a global software or IT company in a publicly traded environment.
  • Demonstrated track record of achieving / exceeding targets in a high-growth software sales environment that deploys both direct and indirect route-to-market strategies
  • Experience leading teams that utilize value-based sales methodologies and structured sales processes in enterprise selling situations but also knows how to drive business at scale in a volume selling SMB environment
  • Must have extensive experience with helping sales teams structure and successfully negotiate complex long-term enterprise agreements
  • Proven team leadership abilities including creative and proactive approach to conflict resolution and problem solving, mentoring, coaching, recognition and performance management
  • Demonstrated experience designing and evolving sales team structures / processes in companies going through complex and challenging business model transformations - specifically from a perpetual licensing to subscription / SaaS licensing.
  • Proven ability to adapt his/her business approach to be culturally relevant to our international customers without losing consistency to the overarching go-to-market strategy
  • Experience working closely and productively with key cross-functional leaders in order to create highly visible business plans and strategies that have buy in and full alignment across the organization
  • Strong pipeline development, opportunity inspection, and forecasting skills to create predictability and confidence in our business results
  • Experience managing globally distributed teams in multiple time zones

Core Competencies

  • Emotional Intelligence: Authentic, open, direct, and empathetic approach, able to gain trust while handling interpersonal relationships judiciously and with the appropriate level of professional discretion and confidentiality, maintaining full integrity at all times.
  • Leadership: Possesses deep business acumen and ability to demonstrate their understanding of business operations and the systems, processes, departments, and functions that drive profitable growth while exhibiting the decorum that reassures others and builds unity and alignment to our mutual and shared success.
  • Strategic Vision: Adept at establishing and communicating a compelling strategic vision of the future based on a robust analysis of the market opportunity, customer trends, competitive strengths / weakness, and Bluebeam resources and capabilities and articulates clear business objectives for their team and their role in implementing and executing them.
  • Data-driven: The VP of Global Sales must be able to seek out and use data that informs sales strategies, go-to-market initiatives, and required changes to our investment levels to achieve our objectives.
  • Change Management: As Bluebeam will be evolving its business model, it is imperative that the VP of Global Sales be a positive and optimistic change management expert who is able to drive the organizational and cultural transformation that helps the ever-evolving market demand.
  • Generational and Cultural Savvy: Our future success depends upon a diverse, multi-generational & multi-cultural global team of employees serving an equally-diverse customer base. This VP will have the ability to leverage the collective ideas and approaches of a diverse workforce and connect it to opportunities to improve both internally and externally.

EDUCATION

  • Bachelor's Degree or greater in business administration or international management

If you think you are a good match for the Bluebeam team, please send us the following:

  • Your Resume
  • Some sort of personalized introduction for us. This could be a cover letter, a few bullet points about yourself, etc.

About Bluebeam

The construction industry is adopting new technology at a feverish pace. Tablets and cell phones are replacing paper blueprints, drones are surveying jobsites in 3D, and cloud collaboration is changing the way teams work together. Bluebeam plays a crucial role in this transformation. The key to our success is a customer-focused approach to product development: we work with the industry to create solutions for the industry. Today, over 1.6 million people throughout the world use Bluebeam. In the US, we're a critical partner for the majority of top AEC firms, and rapidly expanding our presence globally, with offices in Sweden, Germany and the UK.

Come design and build your future with us.

Bluebeam is proud to be an equal opportunity workplace. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

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Keywords: Bluebeam, Pasadena , VP, Global Sales, Other , Pasadena, Texas

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