What are the responsibilities and job description for the Area Vice President, Sales Americas position at IPC Systems, Inc.?
Department Description
IPC is a global provider of mission-critical network services and trading communication technology to the financial markets community. With complete focus on this sector and over 40 years of expertise, IPC provides customers with integrated solutions that support traders and participants across the entire trade lifecycle, including sell-side and buy-side financial institutions, inter-dealer brokers, liquidity venues, clearing and settlement firms, independent software vendors, corporate finance departments, financial information exchange providers and market data providers. IPC’s offerings include a unified communications/application platform, award-winning trading positions, managed voice and data connectivity solutions, compliance technologies, infrastructure management and a suite of enhanced service offerings.
IPC’s global reach extends to more than 60 countries – including a network of 5,000 customer sites over 700 cities and an installed base of approximately 120,000 trading positions deployed worldwide. Headquartered in Jersey City, New Jersey, IPC has over 900 employees located throughout the Americas and the EMEA and Asia-Pacific regions. IPC’s mission is to continually innovate to support collaboration across the global financial community and address our clients’ needs in an ever-changing landscape. For more information, visit www.ipc.com.
Brief Description
Increase IPC market share within assigned territories by:
Exceeding projected sales and revenue goals
Expanding the sales of new product solutions to new and existing customers
Detailed Description
Candidates must have appropriate industry knowledge & experience in Financial Markets sales.
Achieve / exceed annual sales targets within assigned territory and accounts as part of the overall IPC global sales plan
Ensure customer objectives, issues and needs are understood and strategically approached
Manage and mentor a team of direct reports
Develop and implement account strategies with team members to sell and promote the IPC portfolio of products
Acquire, retain and recruit talent as needed
Act as point of escalation for both external and internal matters
Provide accurate weekly reporting to VP Sales via internal systems
Ensure client legal / internal contractual processes are followed
Job Requirements
Provide direct reports the platform for success, helping them achieve individual quotas and assigned MBO’s
Help the team develop new accounts/markets
Understand the competitive landscape and help team position IPC and its product and services against competitors
Establish new business contacts through a variety of networking activities as a point of lead generation for team.
Optimize margin where possible on deals and ensure deal guidelines and approval processes are adhered to
Domestic and international travel as necessary to build and enhance long-term customer relationships and expand customer base
Cross functional peers -
Support marketing efforts which promote new and existing products to maximize sales
Take leadership role in major customer agreements and sales opportunities
Co-ordinate account activity with colleague teams such as pre-sales engineering
Direct reports -
Establish high quality forecasting, planning and sales processes
Analyze and manage pipeline activity
Coach deal strategy
Provide guidance on finding creative, business-oriented solutions
Provide input to training requirements and development
Act as escalation point for commercial related disputes
Mentor professional growth setting team member objectives.
Understand and effectively communicate IPC value prop
IPC management and/or VP Sales –
Provide reporting as required
Provide feedback on competitive information, required product(s), features, and new market opportunities
Provide accurate, quarterly forecasts in SFDC, including weekly updates
Create and maintain accurate account plans and reviews
Additional Details
IPC offers Medical, Dental, Vision, Life Insurance and Accidental Death and Dismemberment, Long and Short Term Disability, 401(k), Flexible Spending Accounts, Pre-tax Commuter Program, Employee Assistance Program, Aflac, Tuition Reimbursement, Vacation/Personal/Sick Days.
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