VP, Global Business Development Inside Sales
Blue Prism, United Kingdom

Main Purpose of the role:

• The VP, Global Business Development and Inside Sales is a leadership role responsible for the strategic direction of the business development function (BDRs, SDRs, ADRs) as well as creating and managing a global inside sales team.
• The Inside Sales team will focus on managing amp; upselling to our longtail of customers (3 digital workers or less) as well as being the sole team responsible for acquiring new logos with under $X in revenue (dependent on region).
• The VP, Global Business Development and Inside Sales will be responsible for managing the regional Directors of business development amp; Inside Sales as well as the regional Head of Business Development (indirect management if there’s a director of inside sales amp; business development in the region).
• Further to this, the VP, Global Business Development and Inside Sales will oversee the Global Business Development organization 40+ BDRs, SDRs and ADRs (including 6 x manager / team leads) responsible for the global marketing/business pipeline target. Key objectives are to assist the SVP, Global Demand generation, Chief Revenue Officer amp; Regional GMs with executing on the company’s strategy.

Key Accountabilities:

• Align BD and IS functions (org design, coverage, targets, compensation plans) to business strategy and objectives within respective regions.
• Deliver on the global pipeline target
• Own capacity planning and productivity goals against demand funnel (inbound and outbound)
• Set up the new ISR team across the globe
• Own and deliver on the ISR revenue target must be adept in sales planning, forecasting, and reporting
• Understand the strategy that the Regional GMs amp; SVPs have and ensure the BD amp; ISR functions are producing the required pipeline amp; revenue.
• Work closely and build great relationships with executive stakeholders (Chief Revenue Officer, Regional GMs, Regional SVP Sales, SVP Sales Operations, SVP of Demand Generation) to propose and devise plans to execute on said strategy.

Job Overview:

• Align BD and IS functions (org design, coverage, targets, compensation plans) to business strategy and objectives within respective regions.
• Deliver on the global pipeline target
• Own capacity planning and productivity goals against demand funnel (inbound and outbound)
• Set up the new ISR team across the globe
• Own and deliver on the ISR revenue target must be adept in sales planning, forecasting, and reporting
• Understand the strategy that the Regional GMs amp; SVPs have and ensure the BD amp; ISR functions are producing the required pipeline amp; revenue.
• Work closely and build great relationships with executive stakeholders (Chief Revenue Officer, Regional GMs, Regional SVP Sales, SVP Sales Operations, SVP of Demand Generation) to propose and devise plans to execute on said strategy.
• Maintain a regular cadence of discussion with executive stakeholders for transparency and updates. Communicate clearly what is needed for the function to be successful in executing the strategy to help the organisation drive pipeline amp; revenue.
• Participate and present BD/ISR results/updates in all regional QBRs and executive QBRs
• Ensure that the regional ISR/BD teams are hitting targets and executing on the above strategy.
• Develop and define centre of excellence for processes, cadences, metrics, communications for broader BDs and IS teams to ensure consistency, best practice, and measurable/demonstrable impact
• Evaluate/define/select processes, technology platforms/tools, data sources that will serve to increase efficiency, productivity and effectiveness of BD/IS teams
• Work closely with marketing ops, sales ops and IT ops to ensure lead-to-revenue engine is fully optimized, implemented and instrumented in systems
• Motivate, coach, mentor and develop teams.
• Set up learning plans/modules for BDs/ISRs for skill development.
• Weekly management meetings to catch-up as a group to share highlights and achievements, plan activities for the week, share target commitment and forecast for the week.
• Regular 1:1s with your management team to ensure they are executive against said strategy.
• Provide monthly reports to the Chief Revenue Officer, GMs, CEO, CFO amp; SVP of Demand generation
• Evangelize team’s success within Blue Prism and cultivate champions within sales to create a path for BD/IS progression

Key Interactions and Working Relationships:

• Organisational interlocks: Sales Leadership, Marketing Leadership, Field Sales, Customer Success, Partner Sales, Pre-Sales, Field Marketing, Marketing Operations, Sales Operations, Product Marketing, Product Market

Job Rewards and Benefits