Vice President, Executive Business Development & Sales

About the role

Reporting to the Global Head of Sales, the Vice President, Executive Business Development & Sales plays a critical role in Manhattan’s growth strategy. This role focuses on identifying and generating new business opportunities, building relationships with potential Tier-1 customers, and driving revenue growth. The VP leads customer acquisition, lead generation, and prospect management efforts while providing strategic and operational direction for the sales function.

This leadership role will focus on customer acquisition, lead generation, and prospect management to garner relationships with potential Tier 1 customers. The Executive Business Development & Sales role will be responsible for hunting new growth opportunities and forming strategic partnerships, address customer needs and consult throughout the sales process. Must be energetic, highly driven, dynamic, and have a passion to close large sales.

This sales leadership role analyzes market data to identify trends / opportunities, develops strategic direction from market information, and creates compelling market analysis and sales messaging. They will provide strategic and operational direction for the sales function to maximize sales revenue and meet organizational objectives.

Responsibilities

• Identify, qualify, and secure Tier-1 business opportunities, developing customized, targeted sales strategies in collaboration with executives, Sales, and Marketing.
• Build C-level relationships with current and potential clients, understanding their needs, offering solutions, and developing long-term relationships.
• Focus on target accounts with major strategic impact on long-term organizational success.
• Maintain high-level executive contact within accounts, focusing on the strategic nature of relationships.
• Represent Manhattan as sales leader on specific pursuits, partnering with Account Executives.
• Provide leadership to sales teams focused on long-cycle accounts.
• Lead on-site and remote customer meetings, delivering compelling presentations that communicate Manhattan’s value proposition.
• Secure sales and collaborate with clients throughout the sales and closing process.
• Collaborate with leadership on sales goals, planning, and forecasting, maintaining short- and long-term business development plans.

Job requirements

• 15+ years of experience in a fast-paced, competitive market with a focus on closing net new logos in enterprise and upper-mid-market segments.
• Bachelor’s degree in business, Marketing, Supply Chain/Logistics, Engineering, or related field.
• Demonstrated success building go-to-market strategies and sales plans for enterprise applications/technology.
• Proven track record hunting new business with enterprise-level organizations, ideally in the supply chain technology space.
• Demonstrated ability to build long-term relationships and influence decisions at all levels; excellent negotiation skills.
• Experience with lead generation and prospect management.
• Excellent verbal and written communication skills and ability to connect with potential customers.
• Energetic, outgoing, and competitive demeanor; persuasive and goal-oriented.
• Ability to communicate professionally and confidently with C-level executives.
• Strong knowledge of business models, objectives, and financial metrics with ability to build sound business cases.
• Entrepreneurial mindset with internal drive to continuously meet and exceed goals.
• Ability and willingness to travel 50–70% for client engagement and industry events.

Preferred skills and experience

• Strong prior experience with supply chain software technology sales at the enterprise level.

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