Job Description
ROLE TITLE: Vertical Business Lead
PURPOSE: This role is responsible for the strategy creation, messaging, and execution for driving demand for SALTO in his/her assigned vertical market. He/She will need to work closely with marketing to help create demand generation campaigns and monitor/manage their effectiveness. This role will also need to identify and build partnerships with key constituents in the vertical segment. This is a USA and Canada facing role and is responsible for driving increased revenue in both the US and Canada.
LEVEL OF WORK: Level III
MANAGER – North America Vertical Business Director, with strong dotted line to HQ Vertical Lead
KRAS
KRA#1 – BUSINESS DEVELOPMENT – GENERATE NET NEW BUSINESS BY SELLING THE SALTO VALUE AND COMMUNICATING THE WHY, BOTH INTERNALLY AND EXTERNALLY.
Responsibilities –
Identify and actively pursue new top 10 key accounts annually.
Build pipeline to ensure achievement of yearly objectives and maintain a two-year running forecast in SFDC that ensures we will achieve our 5-year goals.
Work closely with key accounts team to ensure we are maximizing “wallet share” with our existing key accounts.
Create appropriate demand generation campaigns/tactics exist to make your annual revenue target.
Ensure RSMs can clearly articulate the value Salto offers in this vertical.
Leverage SFDC to ensure your effectiveness and visibility into your accounts.
Accountability (Output)
Build, manage, and actively pursue top 10 new key accounts.
Identify, create, and manage programs, campaigns, and tactics that generate new customers.
Help key account team grow wallet share with existing key accounts.
Work closely with marketing to ensure appropriate demand generation campaigns/tactics exist to make your annual revenue target. Monitor, manage, and adjust to ensure their effectiveness.
Attend tradeshows and learning events that impact the vertical.
Communicate with, and train, the RSMs to ensure they understand the competitive advantages Salto offers their partners in this vertical.
Build and manage, in SFDC, a network of contacts to influence and provide insights into the vertical.
KRA#2 – GROW PARTNERSHIPS AND INTEGRATIONS TO DRIVE DEMAND
Responsibilities –
Leverage our technology partners to identify opportunities in their channels.
Identify and acquire high-growth complimentary products/organizations that align with Salto’s growth strategy.
Create and communicate mutually beneficial business cases for integration.
Ensure RSMs and support teams understand the value of the partnership/integrations and are supporting it. Train all as needed.
Work with Product Management to ensure result reflects desired outcome.
Accountability (Output)
Engage with Commercial Sales Professional and our technology partners to identify and create new opportunities through their channels.
Specialist End – User webinars as needed (minimum one per month)
KRA#3 – DRIVE AWARENESS AND POSITION SALTO AS THOUGHT LEADER, BOTH INTERNALLY AND EXTERNALLY, IN THIS VERTICAL.
Responsibilities –
Work closely, and train as needed, with all parties (RSMs, key account team, technology partners, rep firms, etc) to ensure all can articulate Salto’s value in this vertical.
Build and maintain LinkedIn profile and update regularly and consistently (own the space, be the expert)
Present quarterly updates ensuring the NA employees are aware of our presence in this market.
Work with product management to ensure product roadmap aligns with market needs
Accountability (Output)
Develop and execute ongoing awareness/training for internal and external audiences.
Frequent LinkedIn activity, ensuring Salto’s presence in this vertical with clear and consistent messages
Quarterly updates for all NA employees with additional sessions to ensure the channel is keyed in to the vertical.
Ensure the product/solutions roadmap addresses the needs in this vertical.
THIS JOB DESCRIPTION AND THE KRAS ASSOCIATED WITH IT WILL BE REVIEWED EVERY SIX MONTHS AND IS SUBJECT TO CHANGE.
Company Description
SALTO was created with one objective: to devise a world-class access control system that was simple to use and extremely efficient. Inspiration, dedication and passion have helped the team at SALTO to become one of the world's top five manufacturers of electronic access control systems in little more than 10 + years. We enjoy double-digit growth as we are solely focused in RFID electronic access control - because it is all we do, our solutions are unrivaled. We are always looking for talented, interesting and diverse team members to help us continue to grow our North American operations. Perhaps you too can join our team and help us achieve our lofty expectations. Company website: www.salto.us