Sales VP

About CXponent

CXponent is a technology advisory firm with advanced brokerage and consulting capabilities. Our clients hire us to navigate the complex technology vendor marketplace, identify and negotiate optimal solutions, and manage successful implementations. Our Client Directors lead these engagements, and we are seeking a versatile Analyst to provide crucial support across the entire client lifecycle.

As Sales Director, you are leading a team of mid market and enterprise brokers. Your charge is to build a highly consultative sales team that drives predictable revenue and hunts large deals. Our brokers need to own and manage complex sales cycles, build high trust client relationships, and ensure we pursue deals and accounts that are qualified and aligned with our ability to deliver client value.

Sales Organization Key Outcomes & Deliverables (What You'll Be Accountable For):

• Seamless Deal Focus, Execution & Internal Resource Optimization: Orchestrate internal resources (e.g., Solutions Engineering, Services, Analysts) effectively, ensuring their seamless involvement and efficient utilization, all driven by clear MEDPICCR insights to accelerate deal closure.
• Insightful Needs Analysis & Solution Alignment: Consistently produce documented, deep insights into client challenges, strategic objectives, and desired outcomes (Metrics & Identified Pain), ensuring our solutions are precisely tailored and positioned to deliver measurable impact.
• Strong Client Relationships & Internal Champions: Cultivate robust, cross functional and trust-based relationships with key decision-makers and influencers, consistently identifying and empowering internal client champions (Economic Buyer & Champion) to drive our initiatives forward.
• Strong Vendor Relationships and Enablement: Client First, Vendor Second, CXP 3rd is a core value of ours; putting vendors in a position to succeed while also holding them accountable is a foundational part of our business. Key vendors should also drive bi-directional leads and intel to support our organic growth efforst 
• Accurate Sales Forecasts and CRM Hygiene: Through the systematic and timely completion of MEDPICCR elements for our pipelines, deliver accurate sales forecasts and drive efficient deal progression, contributing to predictable revenue.
• Compelling Value Propositions & Business Cases: Craft and present powerful value propositions and business cases that explicitly link our solutions to the client's critical metrics and pain points, demonstrating clear ROI.
• Comprehensive Strategic Account Plans: Create and execute robust, long-term strategic account plans that identify and capitalize on opportunities for deeper partnership and expansion within key enterprise accounts, leveraging a holistic view of client insights derived from MEDPICCR.
• Consistently Qualified Pipeline Growth: Work with Partners, Marketing, and Seller/Founders for the generation, nurturing, and expansion of a high-quality pipeline of enterprise opportunities, proactively leveraging MEDPICCR criteria to ensure every lead aligns with our strategic objectives and delivery capabilities.
• Achieved Revenue Targets: Directly responsible for consistently meeting or exceeding assigned quarterly and annual enterprise revenue quotas by navigating decision criteria, processes, and contractual paths (Decision Criteria, Decision Process, Paper Process).

Required Qualifications:

• 7+ years of verifiable success in a direct enterprise sales role, with a consistent track record of exceeding revenue targets.
• Demonstrable expertise in managing complex, large-scale deals with protracted sales cycles from inception to close.
• Proven ability to act as a trusted advisor and consultant to C-suite and senior executive stakeholders.
• Deep practical experience of structured sales methodologies, with a particular emphasis on rigorous qualification frameworks; direct, hands-on experience with the MEDPICCR framework or similar 
• Solid understanding of Brokerage and TA ecosystem spanning relevant industry or technology domains of CX SaaS, IT Infrastructure and Cloud Solutions, Cybersecurity, with cursory knowledge of Financial Services, Healthcare and/or Retail businesses
• Exceptional communication, presentation, negotiation, and interpersonal skills, with the ability to articulate complex solutions clearly and concisely.
• Bachelor's degree in Business, a related technical field, or equivalent practical experience.

Desired Skills and Attributes:

• Executive Presence: Ability to command respect and build rapport with senior leadership internally and externally.
• Strategic Acumen: Capacity to quickly grasp complex business models, identify key value drivers, and understand where our solutions fit within a client's broader ecosystem.
• Disciplined in Managing Process & Data: A disciplined approach to sales activities, CRM hygiene, and leveraging data for informed decision-making and prioritization
• Highly Collaborative: A team player who actively seeks to involve and support colleagues across departments to ensure client success.
• Resilient & Resourceful: Thrives in challenging sales cycles, maintains momentum, and proactively seeks solutions.
• Growth Mindset: Committed to continuous learning and adapting to evolving market conditions and our expanding service offerings.
• Proactive & Self-Directed: Identifies and pursues new opportunities independently, taking ownership of the sales process.

Why Join CXponent?

• Be part of a Shore Capital backed platform building an elite and sophisticated technology brokerage firm 
• Gain invaluable experience working closely with executives within CXP, at our clients and at our vendors 
• The ability to add value to customers through brokerage, advisory consulting, and targeted product resale
• Be a key stakeholder in setting requirements and priorities as we invest in our Marketplace and Brokerage Automation platform
• Opportunity to be a recognized Sales leader in the Technology Advisory industry
• Benefit from a clear career path with opportunities for specialization and advancement.
• Work in a collaborative and supportive environment.