About vCom and QuantumShift:

vCom is the leading IT lifecycle management provider for midsize companies. Leveraging over two decades of expertise, vCom’s comprehensive suite of solutions makes it possible for IT and Finance teams to find, buy and manage IT services in one place so they can lower the cost of doing business and take advantage of new opportunities. vCom’s award-winning software, its portfolio of managed services, and its buyers’ club provide visibility and save teams time, money, and effort so they can achieve more by doing and spending less. vCom has received the prestigious Best Places to Work award in the SF Bay Area for 17 years in a row and was ranked one of Glassdoor's Best Places to Work.

QuantumShift™, vCom’s Buyer’s Club, offers customers Aggregation, Consolidation and Normalization of IT services, and seamless Integration with vManager.

The Role:

As QuantumShift’s VP & GM of RevGen, you will oversee QuantumShift’s technology Sales Support team. You are responsible for ensuring that our people, our platforms, and our processes are positioned to maximize technology sales opportunities by providing exceptional sales support to our advisor community, our franchisees, and importantly, our end-user customers. You will collaborate directly with the QuantumShift Leadership Team and vCom’s Lifecycle Management Team to drive bookings, prioritize and build strategic partnership relationships, and be an advocate for deal success.

You bring demonstrated experience in managing sales, account management and pricing teams, and a track record of cultivating strong partnerships with sellers. You demonstrate the ability to cultivate strong customer partnerships. You exhibit the ability to build key relationships with, and drive pricing and term negotiations, across multiple service providers.

You are curious and display the ability to lead and collaborate cross-functionally to build and deliver best-in-class solutions in an efficient and effective way. You learn quickly, demonstrate a high sense of urgency, and you have excellent communication skills. You have enthusiasm for, and take pride, in your work. You are comfortable being held accountable in a team environment and always seek to improve and grow. You seek opportunities to improve processes, confidently bring ideas to the table, and successfully execute those ideas. You have a high sense of urgency and follow through to reach resolutions. You can handle tasks that require attention-to-detail when needed.

You are a part of a three-person RevGen leadership team, with one GM focused on Network (and associated network hardware & technologies); one GM focused on Mobile & IoT (and associated mobile hardware & technologies); both reporting to vCom’s Chief Operating Officer.

In addition to your responsibilities for Bookings, as General Manager of RevGen, you are responsible for driving Revenue and Margin growth; understanding and limiting churn; and collaborating with other members of vCom’s leadership team to build scalable business practices as well as deep relationships with customers, advisors, and partners.

You will be responsible for the following functional areas:

• Technology Sales – Technology Sales Experts are responsible for new technology sales. They conduct needs assessments and drive strategic engagements with customers, manage their buyer’s journeys, and drive sales of customized IT solutions for Mobile or Network. This team is led by a Director of Technology Sales for Network or Mobile.
• Account Management - Our Account Managers are responsible for upselling, cross-selling, managing reterms, and driving sales through service with our existing and future customers/franchisees/advisors. They work with our Customer Care Center to ensure that customer needs are effectively met.
• Pricing Team - Our dedicated Pricing Analysts work with Technology Sales and Account Management to prepare audits and benchmarks, prepare service orders, drive special pricing with vendors, and support the overall sales activities. They manage both automated and manual pricing, to ensure accuracy and timely completeness of price requests.
• Sales Engineering – Our Sales Engineers engage with customers/advisors/franchisees and providers on complex technology solutions, and own scope of work creation, as well as new product/feature research and documentation, to ensure that we successfully drive complex technical sales. Sales engineering is responsible for upselling enhanced solutions and ensuring that those solutions meet specific customer needs.
• Vendor Management – You own the management of service provider relationships and engagements:
  • Deal management: You and your team work with service providers on attaining special pricing and incentives. You collaborate with our VP of Contract Management on negotiating customer-specific terms for specific opportunities.
  • New vendor/product management – You and your team work to identify and onboard new service providers and/or new technology products from existing service providers in response to customer need and sales opportunities. You collaborate with other members of the QS Leadership Team to ensure a smooth onboarding process.
  • Proactive vendor management – You and your team work to proactively help drive margin negotiations, strategic partnerships, automation, and provider reviews against vCom’s vendor scorecard to improve quality of service.

In your first month, you will:

• Gain an understanding of the QuantumShift value proposition
• Learn about QuantumShift’s list of services and providers we manage on behalf of customers
• Learn about QuantumShift’s sales targets, funnel management tools
• Familiarize yourself with QuantumShift’s key customers
• Establish a regular meeting schedule with members of the vCom leadership team
• Establish a regular meeting with your direct reports
• Establish a regular all-hands meeting with your Sales Support team

In your first 3 months, you will:

• Master the vCom value proposition
• Master the QuantumShift value proposition
• Demonstrate vManager effectively
• Meet with and understand QuantumShift’s top 10 customers
• Meet with and understand QuantumShift’s top 5 vendors
• Assess strengths and weaknesses of your team members
• Participate in solution development efforts for key sales opportunities
• Take ownership of QuantumShift Sales Management for your respective area (Network or Mobile), including Funnel, Forecast, Reporting, Large Deals, etc.
• Understand current pricing processes, and identify opportunities for enhancements in Process/Platform/People
• Understand current deal management process, and identify opportunities for improvement

Between 4-6 months, you will:

• Evangelize the vCom/QuantumShift values with employees, customers, advisors & partners
• Build relationships with QuantumShift’s key customers, key advisors, and key suppliers
• Support efforts for key sales opportunities
• Drive sales funnel and forecast enhancements, to ensure the attainment of sales quota
• Own key performance metrics and provide regular sales funnel and forecast reporting
• Work with team to address technology, provider, pricing, geographic and/or feature gaps
• Work with the channel sales team to develop promotional offerings
• Work with providers to develop incentive programs
• Drive pricing & terms negotiations with service providers to improve margin or ensure competitive market positioning
• Function as an escalation point internal teams, as well as clients and partners
• Drive upsell, cross-sell, resell and renewal opportunities
• Oversee the identification and remediation of process/platform/personnel challenges
• Drive strategic opportunities with key partners
• Work with Software Dev. on automation initiatives to improve productivity and scale

On an ongoing basis, you will:

• Drive new sales opportunities to achieve sales targets
• Ensure sellers are educated and fully knowledgeable of QuantumShift’s value proposition, scope of IT services and providers we manage, and can effectively articulate them to clients
• Ensure sellers are following sales fundamentals, and work with your leadership team to implement/supplement training, assessments, and improvement plans
• Build and maintain relationships with advisors and customers to create more revenue generating opportunities
• Maintain high customer satisfaction rating with sellers and clients
• Proactively seek out new sales and revenue growth opportunities, including uncovering and nurturing partnership opportunities, as well as identifying target prospects from own rolodex and past clients
• Proactively recruit sales and sales support talent from personal network, from networking opportunities, and through interactions with talent in the industry
• Represent vCom and the Buyers’ Club product at industry conferences
• Keep up to date on IT trends and update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations

What you will bring:

• 7-10 years of demonstrated success in the RevGen leadership positions, preferably working for an aggregator, leveraging sales fundamentals
• 7-10 years of demonstrated experience with service provider pricing
• 7-10 years of demonstrated experience with various carriers and IT service providers
• Demonstrated knowledge of networking technologies pertaining to Network or Mobile
• Experience with International service providers
• Ability to be innovative and think outside-the-box
• Strong written and verbal communication skills
• Strong analytical and problem-solving skills
• Very high sense of urgency
• Excellent organizational, prioritization and time management skills
• Ability to manage detail and showcase accuracy when needed
• Ability to work autonomously and in a team environment
• A self-motivated minsdet with high learning aptitude, initiative and proactiveness

It's also helpful if you've got:

• BA/BS degree

Compensation and Benefits

• Our estimated comp range for this role is ~$250-350k all in, but we are open to talking with candidates at ALL pay levels.
  • If you’re convinced that this is the role for you, but you’re wondering if your desired comp is workable – let’s talk!
• Compensation determined based on experience, qualifications, and location.
• Comprehensive benefits package for full-time employees.

Travel

• Approximately 2 trips per month.
• More frequent travel to the San Ramon office in the first 6 months of the role

The Selection Process

• After submitting a resume, qualified candidates will be invited to complete two separate assessments
• Once the assessments are completed, candidates will participate in a pre-screening phone screen with Human Resources
• A select group of candidates will be interviewed (rounds of interviews may include the VP of Operations, The EVP of Sales, members of the QuantumShift leadership team, the COO, and the CEO)
• If you are a finalist, you will meet with members of your prospective team.

Why vCom is a match for you and what you’ll love here:

• Culture matters to you. You belong with us. Practice Transparency, Authenticity, & Vulnerability daily.
• You want a career where you are. Our distributed team is closer than ever. Join a team that has been working from anywhere since 2004, staying connected live and within chat group communities.
• You are driven to be a part of a winning team. Our teams our small, but mighty. Be an integral part of a tight-knit group of valueCreators focused on making a positive impact through teamwork.
• You have a growth mindset. We’ve got opportunities to help you grow. Design your career path to fulfill your interests, while achieving business needs.
• You want to have fun at work. We know how to achieve results and have fun together. Deepen bonds with customers and coworkers beyond the daily work.
• You work hard at all you do. Give and receive recognition here. Celebrate peer, team, and org-wide successes.
• Gratitude and giving back are core to who you are. Help us make a difference in YOUR community. Be the change you wish to see by utilizing 8 hours of FREE paid time off to volunteer for an organization of your choosing.
• You take care of our customers. Our benefits take care of you (and your family). Prioritize your wellness - physically, mentally, and financially – with vCom’s generous benefits and wellness programs.

Eligibility

Only those candidates authorized for work in the United States will be considered for employment as we are not able to sponsor employment visas.

EEO Statement

vCom Solutions provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics.