VP, Sales

The Sales Team drives the expansion and growth of Acxiom market share by establishing and cultivating contacts at the C-Suite level, resulting in a qualified pipeline of prospective new clients. This team is responsible for innovative thought leadership and compelling solutions to prospects, creating demand for Acxiom products and services. Including, educating potential clients on industry trends and best practices. Leads the development and execution of winning sales strategies to close new deals and increase revenues.

JOB ROLE SUMMARY

The Sales Team drives the expansion and growth of Acxiom market share by establishing and cultivating contacts at the C-Suite level, resulting in a qualified pipeline of prospective new clients. This team is responsible for  innovative thought leadership and compelling solutions to prospects, creating demand for Acxiom products and services. Including, educating potential clients on industry trends and best practices.  Leads the development and execution of winning sales strategies to close new deals and increase revenues.

DUTIES AND RESPONSIBILITIES

• Drives sales support activities, including management of the sales pipeline, for a defined territory to ensure resources and staffing requirements for an individual pursuit are fulfilled.
• Leverages external relationships and personal networks to generate sales leads for territory.
• Engaged in all phases of the sales lifecycle including:  identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; contract negotiation and closing.
• Oversees and reviews technical solutions to verify the solutions meet and address the specific needs of the client.
• Ensures all targeted prospect/client contacts and engagement opportunities are recorded in Salesforce.com (SFDC).
• Leads pursuit team in crafting and positioning deals and closing.  Shares industry, deal, and sales “best practice” knowledge with sales community.
• Builds a reputation for success and sets an example that all sales professionals should emulate.
• Proactively collaborates with other members of the team to define and execute sales strategies and tactics to increase new revenue.
• Provides mentoring and overall development of the sales pursuit staff.
• Owns development of an executable strategy for specific pipeline development that supports the assigned sales goals.
• Leads new account pursuit reviews and win/loss reviews.

SUPERVISORY RESPONSIBILITIES

This position does not have direct reports but may mentor less experienced associates in the role. 

METRICS / PERFORMANCE MEASURES

• New qualified pipeline
• New Total Contract Value (TCV)
• Fiscal Year Recognized Revenue (FYRR) – driven from New  TCV

RECRUITING INFORMATION

Specific hiring needs may vary by location, industry, client, internal department and other business related factors. The qualifications section lists examples that may be used as guidance when populating required and preferred skills sections of recruiting requisitions / job postings.

QUALIFICATIONS

Required

• Bachelor’s Degree and/or a minimum of 10 years of solution selling experience.

Preferred

• Expert knowledge of Acxiom’s products, services, and solutions.
• Expert industry knowledge.
• Digital/Media experience.
• Proven track record of meeting/exceeding goals involving large, complex deals with multiple stakeholders, including multiple logos.
• Experience in Marketing and Marketing Technologies, including data insight and analytics experience.
• Ability to establish C-Suite level relationships.
• Proven success in selling across multiple client lines of business.

Travel %

• Ability to travel 25 to 85%

Any reference to years of experience should be disregarded in the UK

Primary Location City/State:

Homebased - Conway, Arkansas

Additional Locations (if applicable):

Acxiom is an equal opportunity employer, including disability and protected veteran status (EOE/Vet/Disabled) and does not discriminate in recruiting, hiring, training, promotion or other employment of associates or the awarding of subcontracts because of a person's race, color, sex, age, religion, national origin, protected veteran, military status, physical or mental disability, sexual orientation, gender identity or expression, genetics or other protected status.

Attention California Applicants:  Please see our CCPA/CPRA Privacy Act notice here.

Attention Colorado, California, Connecticut, Maryland, Nevada, New Jersey, New York City, Ohio, Rhode Island, and Washington Applicants: This position is not located in the aforementioned locations but applications for remote work may be considered. For information about this role under state or local equal pay or pay transparency laws, please contact [email protected].