Job Description

The Adopt Solution Sales Specialist will generate new Adopt Solution sales revenue. This will be achieved through working with existing Nexthink Customers, leveraging Nexthink partners, business development techniques, and field-based sales activities. As an Adopt Solution Sales Specialist at Nexthink, you will report to the Vice President of Adopt Solution Sales and be responsible for driving new business and leading a consultative sales cycle with a focus on Value-Selling, engaging multiple stakeholders and departments within each client.

Responsibilities:

• Achieve sales goals and targets for assigned territory on a quarterly and annual basis.
• Proactively prospect, identify, qualify, and develop a sales pipeline
• Develop and execute a strategy to leverage existing Nexthink customers
• Taking a consultative approach with customers by understanding their challenges and future strategies to drive the Nexthink solution within the marketplace.
• Prospect qualification and the development of new sales opportunities and ongoing revenue growth
• Sales process management and opportunity closure
• Build well-developed and effective relationships, resulting in growth opportunities
• Sell a complete solution of software, services, and support to ensure customer success
• Work with Marketing to conduct seminars, trade shows, and other marketing-related events
• Focus on C Level and other Senior level Executive buyers
• Navigate the organizational structures to develop strategic relationships.
• Understand the business, solutions, and technical needs of the Consulting Firm customers.
• Work with key internal stakeholders (account teams, marketing teams, and channel teams)
• Create & articulate compelling value propositions around the Nexthink Adopt solution
• Leverage technical resources to assist your customer engagements.

Qualifications

• 5+ years of experience selling enterprise technology in a fast-paced and competitive market
• Knowledge of Digital Adoption Platforms
• Goal-oriented, with a track record of quota overachievement
• Curiosity for uncovering and addressing customer needs.
• Affinity for solving customer challenges with innovative technology.
• Ability to develop relationships and sell to C-level executives
• Background in consultative selling into HR, Applications or BI.
• Experience working in or with large organization with IT Digitization needs
• Proven track record of developing and executing on a sales strategy
• Well-developed communication skills with the ability to lead executive-level meetings
• Collaborative approach to working, leveraging cross-functional teams to support
• Comfortable carrying a performance target.

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Job Description

We seek a senior executive to join our team as the Business Unit Leader for our Adopt offering at Nexthink. This role calls for a passionate and results-driven individual with a proven track record in leading a cross-functional team selling enterprise software solutions to large organizations. As a key member of our executive team, you will leverage your expertise in leading digital adoption platform sales growth to lead the teams to success. Your history of consistently exceeding team quotas will be instrumental in helping us expand our reach and impact in this rapidly evolving market. If you thrive in a dynamic environment and are enthusiastic to shape the future of digital adoption, we want to hear from you!

What You'll Own:

• Achieve sales goals and targets for our Adopt solution Globally on a quarterly basis
• Lead a team to prospect, identify, qualify, and develop sales pipeline
• Develop a global strategy and plan to grow the Adopt ARR
• Leverage the wider Nexthink organization and customer base in support of growth
• Take a consultative approach with customers by understanding their challenges and future strategies to drive the Nexthink Adopt solution within the marketplace.
• Lead the team to develop new sales opportunities in greenfield territories
• Sales process management and opportunity closure
• Build well-developed and effective Executive level relationships, resulting in growth opportunities
• Work closely with the Professional Services team to achieve customer satisfaction
• Sell a complete solution of software, services, and support to ensure customer success
• Work with Marketing to conduct seminars, trade shows, and other marketing-related events
• Provide input and guidance on the continued evolution of the Adopt solution and strategy

Responsibilities:

• Recruit, hire, onboard, and retain an all-star team
• Consistently deliver revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
• Accurately forecast quarterly and annual revenue numbers for the Adopt Business Unit.
• Direct sales activities globally, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
• Train the team to follow a clear sales process. This will help us better understand our customers' needs, turn them into cooperative advocates, highlight the unique features of Nexthink Adopt solutions, and negotiate favorable prices and terms by emphasizing their value.
• Use CRM systems (Salesforce) extensively.
• Develop and execute plans to embed the Nexthink Adopt solution as a key enabler for Digital Transformation.
• Develop and execute plans to grow Nexthink Adopt revenue, targeting key areas for collaboration and mutual growth with the wider business.
• Navigate the customer organizational structures to develop strategic C-level relationships.
• Execute growth plans while working with key internal stakeholders (e.g., account teams, product teams, engineering, marketing teams and corporate resources)
• Create & articulate compelling value propositions around the Nexthink Adopt solution.
• Drive business development inside our MSP partnerships.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks in business unit development.
• Represent Nexthink at relevant events, conferences, QBRs and more, enhancing the Nexthink brand presence and visibility.
• Monitor market trends and competitor activities within the Adopt landscape to guide strategic decision-making.
• Facilitate enablement sessions for the broader teams.
• Develop and disseminate appropriate materials to enable and facilitate teams.

Qualifications

• 10+ years of experience selling enterprise SAAS solution in a fast-paced and competitive market.
• Background in consultative selling into HR, Applications or BI.
• Goal oriented, with a track record of overachievement.
• Driven – possesses a strong desire to be successful.
• Disciplined – skilled in managing time and resources.
• Intelligent – possesses the aptitude to learn quickly and establish credibility.
• Proven experience in selling within a broader Partner Ecosystem, including Direct and Indirect Engagement.
• Ability to thrive in a growing and evolving culture.
• Curiosity for uncovering and addressing customer needs.
• Affinity for solving customer challenges with innovative technology.
• Knowledge of Digital Adoption Platforms
• Experience selling a disruptive technology.
• Experience building out enterprise sales teams.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside and within the organization.
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
• Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPICC is a plus.
• Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive-level presentations. 
• Bachelor's degree; MBA a plus.
• Experience working with product teams and influencing product strategy.

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Job Description

Nexthink is looking for a Director of Cloud / SRE Operations who is passionate about building and running a high-performance cloud platform and SRE and operations. This role will support US-based operations generally but will, in addition, focus on enabling Nexthink to deliver to the US Public Sector market, in particular a FedRAMP moderate offering. The candidate will drive the development of modern, cloud-native SRE processes and the management and operations for Nexthink’s multi-tenant, microservices-based cloud platform. The platform has multiple instances deployed across the globe.

You will also work closely with engineering to mature our CI/CD pipeline and ensure high-quality product releases. You should have demonstrated robust technical and organizational skills in managing large cloud platform engineering and operations for a SaaS product company.

This role reports to the Senior Vice President (SVP) of Cloud and Architecture. The person will collaborate with teams in Engineering, Security, Support, Product Management, and Sales. The main task is to lead the development and launch of our new digital platform for employees.
 

Key Responsibilities

You will bring a solid SRE mindset to your role and drive the adoption of SRE industry best practices. You will also bring a background in operations in a Security and compliance-centric delivery model, particularly for the US Public Sector market.

The Director of Operations responsibilities include but are not limited to:

• In charge of all operations and SRE functions within the US organization, including incident response and forward-thinking monitoring.
• Own and drive compliance and evidence-gathering activities for regulated deployments such as FedRAMP Moderate and equivalent environments.
• Drive capacity forecasting and change management processes.
• Automation for delivery and operations of platform services using infrastructure-as-code and monitoring-as-code.
• Tasked with building and managing service availability, performance, and scalability in production environments to enable business-defined SLAs.
• Collaborate with the development organization to manage micro-services at scale on the platform.
• Set clear SLOs to meet or exceed our SLAs. Ensure our systems are always operational. Create alert systems to foresee potential issues. Monitor our dashboards. Prepare playbooks to address any anticipated problems.
• Collaborate with application and business stakeholders to ensure a high-quality product is developed and deployed in production.
• Work closely with the architecture and security teams to define and implement enterprise-grade practices.
• Recruit, manage, and inspire a proficient cloud engineering and SRE team.

Qualifications

• Degree in Computer Science or Engineering or equivalent professional experience
• 10+ years’ in cloud operations engineering leadership roles in SaaS companies
• 5+ years in a senior management/leadership role, leading large SRE and Cloud Operations teams
• Experience operating workloads in a secured, highly regulated environment such as FedRAMP
• Deep understanding and experience working with one of the three major Cloud Service Providers running native cloud technologies based on Docker, Kubernetes, Istio, Kafka at scale
• Experience working with modern CI/CD and automation tools such as Jenkins, Ansible, Terraform, etc.
• Experience building, scaling & monitoring infrastructure needed for SaaS-based application and services. Experience with APM and Infrastructure monitoring tools such as Datadog, NewRelic, SumoLogic, Splunk, Dynatrace, etc.
• Managed on-call 24x7 rotation teams, to serve global customers
• Experience creating a strong and passionate customer-focused SRE-driven operations culture
• Excellent interpersonal and communication skills
• Knowledge of lean and agile software engineering best practices
• Excellent communication skills in English

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Job Description

This is not an easy role and requires intelligence, creativity, clear communication and great attention to detail. As a BDR you are responsible for outbound prospecting, inbound qualification, and account research to help our sales organization engage with ideal prospect organizations who are struggling to provide a great digital experience to their employees or are striving to provide the BEST digital experience in the world!

On a daily basis you will attempt to create a connection with enterprise IT professionals via the phone, email, LinkedIn, and a variety of other creative ways with the goal of starting a conversation around their struggles & goals as well as how we help our customers.

This role is fully remote so no commute required! We are looking for the best and folks eager to develop their knowledge and hone their skills when it comes to working with a complex sale within enterprise IT.

Responsibilities

• A strong pipeline is the key to successful sales and the BDR is a critical contributor to the pipeline growth. Your efforts will fuel our long term success!
• Outbound Prospect via various channels including phone, email, social, and video.
• Profile and penetrate Key Accounts
• Prospect for the right prospects within your territory
• Qualify and convert inbound leads
• Create qualified opportunities alongside our sales team
• Campaign and event follow-up
• Prospect at C-level, VP and Director levels
• Effectively articulate the value of our solution to both technical and non-technical buyers

Qualifications

• A strong desire to hunt for new business
• Previous BDR experience gained within software organization
• Experience with Enterprise Information Technology strongly preferred
• Demonstrable track record of achieving targets
• Bachelor's Degree or equivalent
• Fluent in English & Native German speaking
• Open to occasional trave

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Job Description

Our Senior Revenue Operations will be an integral member of our Sales Operations team, partnering with North America Sales, Marketing teams and other teams as needed to support Field Sales and Sales Leadership through Go-To-Market Planning, Sales Process Optimization, CRM System updates, and driving operational initiatives to increase sales productivity and efficiency. This role will support in improving sales effectiveness by implementing measurable processes to improve sales & marketing efficiency and supporting sales leadership by producing actionable reporting and analysis to drive day-to-day strategy and tactics.

On a Daily Basis, You Will

• Serve as a trusted advisor and sales operations lead to field sales and sales leadership
• Develop, track and manage the forecast process, performance analysis, metrics/KPIs to drive forecast accuracy.
• Partner with Sales and critical cross-functional teams to execute on annual planning (e.g. sales capacity planning, territory planning and management, comp plan design, quota setting, etc.) and revised forecast.
• Lead pipeline performance analysis to ensure quality and to identify areas of concern and best practices. Use this analysis to provide actionable feedback and areas of focus.
• Drive sales analytics data gathering, reporting, and improvements.
• Implement best-practices and standardization of sales processes, keeping repeatability and scalability top of mind.
• Ensure alignment of Sales team with overall company objectives and priorities.
• Use data and qualitative information to drive and optimize our business.
• Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics.
• Define programs and processes that promote landing new business, up-sell and cross-sell opportunities in partnership with Sales, Marketing and other functions.
• Help drive the preparation of QBRs and sales leadership presentations.
• Align and drive strategic initiatives from Sales leadership across internal resources and groups to further improve sales performance.
• Partner to prepare business analysis for QBRs, Summits, All Hands and lead staff calls for Sales lead as needed.
• Perform checks to ensure data accuracy across all key elements. 
• Maintain effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjust effectively to change by exploring the benefits, trying new approaches, and collaborating with others to make the change successful.

#LI-Hybrid

Qualifications

• 5+ years of experience in Sales Operations or Business Operations
• Proven success in driving operational excellence
• High motivation for continuous improvement and ability to drive impact
• Experience working with a SaaS company; high growth startup experience a plus
• Experience building dashboards and queries in a BI tool (Tableau CRM is a plus), highly proficient in Excel. 
• Understanding of and ability to articulate trends in churn, expansion, ARR, etc.
• Superior organizational and analytical skills with great attention to details. 
• Ability to independently identify problems, propose solutions and execute on those solutions.
• Experience working in multinational organizations a plus
• Bachelor's degree in Business Management or Finance concentration a plus

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