Vice President, US Sales Search & Selection 2015
World Wide Search World Class Leaders
US Partner of IMD International Search
very Angle is a Netherlands-based software company offering a unique SAP ERP add-on solution that allows business users at every level of the organization to not only understand what is going on in their value chain, but also to understand why.
very Angle is designed to empower the business to understand, control and improve their business and financial performance, as well as increasing their return on their investment in SAP. The power of Every Angle comes from its embedded cross-functional intelligence, created to transform the customers’ Supply Chain, Human Resource and Finance data into real business insight; insight that can be used to create market leading levels of performance. very Angle has a substantial and fast-growing customer portfolio of well-known SAP-driven, blue chip organizations across major business segments: Food, Pharma & Chemicals, Wholesale, Retail & Fashion, Utilities & Energy and Discrete Manufacturing.
US Partner of IMD International Search
World Wide Search World Class Leaders
SAP Add-on software for Self-Service Operational Analytics that Delivers Actionable Insight (Read More) Unique Selling Points here are a number of aspects unique to Every Angle that separate it from the competition. Simplified Complexity: Every Angle software is designed specifically to hide the inherent complexity of SAP’s data structures from the end user. Data is presented in business user language and allows them, without the involvement of IT support to discover the answers to the right questions. Built-in Intelligence: While there are a host of other analytical tools that can report on SAP data, Every Angle has embedded decades of supply chain and business knowledge in its software solution, consisting of analytical fields, predefined calculations and unique ‘insight’ fields that highlight current and potential issues and bottlenecks. This level of insight is simply not available elsewhere, creating significant competitive and cost advantages to companies that use Every Angle. Plug and Play: Thanks to the built-in knowledge on SAP, Every Angle software is plug-and-play, works after install immediately on any productive SAP system, and removes the need for time-consuming and expensive BI design and development projects. Actionable Insight: Through search-options, prebuilt-templates with analytics and easy to create personalized dashboard, Every Angle provides insight and foresight for immediate actions. very Angle provides its customers with unparalleled levels of insight into their value chain; insight that can immediately be leveraged to dramatically improve their business performance. Customers frequently report increased supplier reliability (~10%), improved customer service levels, reduction in operational costs and a removal of non-value adding activities and costs such as time spent reporting, money spent on consulting.
Vice President, US Sales
Blue-Chip Clients
very Angle fills a very real gap in the IT-landscape of many SAPenabled organizations. Focus has been on the SAP-transaction layer as well as top-level Business Intelligence solutions. Operational level analytics however are overlooked and are, in practice, quasi-supported by Excel-based homemade analytics. This is undesirable both from business as well as IT-perspective. Every Angle helps companies to close the execution gap between their strategic vision and goals and their day-to-day operation. Its easy-to-use interface and self-service functionality engages and educates the user, providing easy access to new levels of Business Intelligence, empowering them with the ability to become self-sufficient and not dependent on IT for their reporting needs. Finally, its built-in intelligence, insight and end-to-end Value chain analytics significantly enhances the users’ competence and confidence. usiness and Operational Analytics is a hot area. Gartner predicts that BI and analytics platforms will remain one of the fastest-growing software markets over the next 3 years, with a projected compound annual growth rate of 8.7% through to 2018. Gartner has also highlighted a number of key trends which match up with the capabilities of Every Angle, including: Customers’ future investment in BA/BI is focused on (smart) data discovery functionality. Customers are increasingly looking for tools that provide Selfservice data preparation and enrichment. he total size of the SAP market who use the traditional SAP-ERP suite is estimated to be approximately 40k customers, creating an estimated total addressable market of ~10k customers globally.
MISSION STATEMENT
Our mission is to provide insight into SAP data and corporate processes to SAP organizations and SAP users worldwide by implementing an SAP add-on thereby making higher quality control information available and improving the quality of their SAP implementation. As a result, corporate processes and business performance improve and IT and logistical costs are reduced.
US Partner of IMD International Search
World Wide Search World Class Leaders
PPORTUNITY ith approximately 100 employees worldwide, Every Angle has sales subsidiaries in Benelux, Germany, US and UK with 100+ large, well-known, blue-chip customers and users in over 40 countries. potentially career defining role, this is an exciting opportunity to get in at the early stages and drive the exponential growth of a unique software technology that is revolutionizing the Business and Operational Analytics space. very Angle’s addressable market provides ample opportunities for further growth from the acquisition of new customers across different territories and business segments, and a significant amount of organic growth potential of ~50 to 100% from expansion within its current installed base as well, achievable within the next 3 years. he newly hired sales leader will spearhead that growth across the US. We are searching for a creative thinker who can develop and implement a sales strategy that becomes the cornerstone of the company’s ability to meet its aggressive growth plans.
EY RELATIONSHIPS eports to:
Co-Founder & US Territory Director
ey Relationships:
Key Customers & Prospects International Sales Director US Marketing Consulting Services
COPE OF ACCOUNTABILITIES he VP, US Sales will be accountable for effectively driving the daily sales operations as well as the overall execution of the same in support of the company meeting it’s objectives and delivering on its mission. irst and foremost, s/he will take ownership of defining the sales strategy and delivering on the implementation of that strategy in close collaboration with the US Territory Director and the International Sales Director to bring Every Angle’s vision to reality. verall, the VP, US Sales will foster a culture by which Every Angle will flourish as an innovative organization and reinforce its commitment to its customers by providing high-quality, cost-effective, and comprehensive solutions, which meet and exceed customers’ expectations.
‘The speed at which data can be translated into concrete usable and actionable information is really powerful’
Vice President, US Sales
Specific Accountabilities Include: Develop and implement best practice sales processes including predictable sales modeling, accurate forecasting, etc., to ensure targeted revenue and profitability goals are met and exceeded while instilling a winning “business capture” mindset; Develop a thorough grasp of the value proposition and USPs of Every Angle, coupled with the issues that companies face with their SAP-ECC implementation; Develop opportunity funnel in close collaboration with Territory Marketing:
‘The KPI Dashboard helps the management of the breweries to get a better grip on the overall performance of the supply chain’
Work with Corporate and Territory Marketing to explore the Every Angle Target Group, set the (industry) focus and identify Prospects in this Target Group; Establish contacts with the Target Group and create awareness of Every Angle’s capabilities, thereby creating an opportunity funnel of Prospects; Use all communications means to do so, including social media such as LinkedIn and Twitter, etc; Proactively work trade shows, seminars, SAP-user groups, and industry conferences to build awareness of Every Angle Software; Sell and convert Opportunities into New Customers: Lead outside sales calls to meet key customers in the field, making presentations to potential and existing clients and cultivating long-term strategic relationships within target companies; Develop the ‘Customer Need’, effectively positioning within the context of competition who claim that they can do the same; Establish the possibility for a First demo, either on-site or through the Web and convert the prospect, with or without a presales consultant as necessary, to the opportunity to substantiate the use case and value through a short Proof-ofConcept (POC) project; Convert the POC customer into a full subscription customer or arrange for an evaluation/pilot project; US Partner of IMD International Search
World Wide Search World Class Leaders
Close the Software agreement (subscription OR License/Maintenance) as well the initial implementation service contract , i.e., startup agreement; Smoothly transition New Customer to Account Management to drive User-base expansion and further embedding into the customer organization; Be an outward champion of the organization and its mission, expanding Every Angle’s influence throughout the industry, strengthening its reputation for excellence in innovative solutions and flawless execution.
ESIRED QUALIFICATIONS his position requires someone who can be the lead revenue and commercial executive of the US organization, bringing a deep understanding of the Business Intelligence and Business Analytics technology industry, including the continued and dynamic shifts impacting the industry, specifically within the SAP Ecosystem, as well as the corresponding SAP User-base relationships at the most Senior Executive levels. e are searching for an entrepreneurial pioneer and creative thinker who can develop and execute n efficient, streamlined, and bottom-line effective sales strategy that will be the cornerstone of the company’s ability to meet its growing customer opportunities.
Experience & Skills Required Industry Deep familiarity with the SAP Ecosystem, with particular preference given to those with a strong conceptual understanding of the SAP product portfolio, including Business Suite – the transaction system, as well as BI/data warehousing -the reporting systems; Sales Minimum of 10+ years business experience, including at least 7+ in senior-level Sales & Account Management, served primarily in the SAP Software and/or SAP add-on solutions sector selling to major corporates; Developing and implementing sales strategies, synthesized to a functional tactical plan; Proven success in consultative selling complex software-solutions to corporate customers with a multi-touchpoint decision making process, involving both IT and business (supply chain, finance, HR); Prolific in communicating the brand message and value proposition effectively to achieve or exceed aggressive near and long-term revenue goals;
Vice President, US Sales
Entrepreneurial Growth Experience in pioneering an industry-leading product/service in a fast-growth entrepreneurial environment; ability to deliver results with minimal resources; Customer Orientation Highly customer-focused, with track record of partnering effectively across the organization, both internally and externally, exhibiting influence/organizational savvy, execution skills (strategy through implementation) as well as executive presence/impact; Business Acumen Commercial awareness, financial acumen, as well as demonstrated success in highlevel negotiations; superior conceptual and critical thinking skills, a quick learner, high intellectual curiosity, naturally innovative; Education Bachelor’s degree in business, technology or related field; Advanced degree (s) a plus.
Behavioral Competencies Required Outcome Orientation An outcome-focused individual who sets VERY ambitious, challenging goals, and drives a HIGHLY results-oriented organization; Passion and Drive High energy, hard-driving and extremely competitive, operating with a sense of urgency; Communications/Executive Presence A strong and persuasive communicator, both oral and written, who is most comfortable delivering fact-based arguments, and displays a natural confidence, polish and Board-level presence; Strong Interpersonal Skills A team-player with ability to influence, motivate, and drive consensus; the gravitas, self-awareness and sensitivity to operate across the organization; Shaping Change A risk taker who believes s/he can make things happen and embraces opportunities to shape change, using an innate sense of urgency to keep the momentum going forward quickly; Decisive Focused on the big picture and searching out inventive solutions, this individual will be completely self-assured and decisive, seeing her/himself as a resourceful problem solver. US Partner of IMD International Search
World Wide Search World Class Leaders
OCATION
The position is currently based in the Northeast United States and will include domestic travel.
OMPENSATION
The successful candidate will receive a compelling compensation package.
PPLICATION PROCESS
Candidates who represent the opportunities and attributes presented in this profile are encouraged to contact Epsen Fuller Group. All inquires are kept strictly confidential and may be made to:
Equal Employment Opportunity
Thomas Fuller CEO & Managing Partner tfuller@EpsenFuller.com +1 212-392-4842
Epsen Fuller Group shall provide equal employment opportunity to all qualified candidates, and will refer candidates without regard to race, color, religion, national origin, sex, age, disability, veteran status or any other legally protected basis. Epsen Fuller Group shall comply with all applicable laws, rules and regulations in the performance of duties pursuant to this project, including but not limited to, Title VII of the Civil Rights Act, the Age Discrimination in Employment Act, the Americans with Disabilities Act, and state and local anti-discrimination laws to the extent applicable.
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