Job Purpose: Orion is enjoying an extremely successful 2022 as the organization performs well ahead of plan for the year and leadership is assessing the future growth engines, especially form its largest vertical; Hi-Tech. The possibility of adding ISVs etc to our already existing NESP / Automotive & Transportation / Industrial Products and Consumer Electronics clients in our Hi-Tech vertical. As these discussions continue, the firm is looking to round out its Hi-Tech vertical leadership team, to include the addition of a Growth Leader, who will focus primarily on bolstering the new client acquisition capabilities in the Hi-Tech Vertical. Overseeing Hi-Tech's global sales team, the role will bring greater focus, rigor, and predictability to new logo acquisition. The Growth Leader will be expected to maximize top line performance by optimizing new logo expansion, leading, and hiring the vertical new sales teams, setting up the infrastructure that's necessary for future success, and creating a well-oiled sales operation overall. This role will have a clear path to leading the entire vertical in future as the P&L leader for both existing and new accounts.

Key focus areas of the role will include:

• Meet Hi-Tech vertical sales / new client acquisition targets
• Collaborate with peers and management around ways to continually improve hunting processes & approaches
• Connect client business objectives with Orion's digital & product development services offerings and solutions
• Apply both tactical and strategic go-to-market models aimed at growing the customer base
• Work with executive team to assess and adapt the organizational model to optimize sales team performance
• Assist in creating an environment of teamwork and continuous improvement
• Recruit, manage, motivate, and retain an experienced, world-class Sales team
• Master knowledge of industry trends, metrics, challenges, and other business-related information
• Monitor and report key information and metrics to leadership while meeting team sales quotas
• Play a role in the broader leadership of the firm as one of the businesses senior most executive

The Person

The ideal candidate will be a well-known and proven executive level Sales Leader within product engineering or product development services space, who possesses a consistent and demonstrable track record of driving aggressive top line growth into the business units, regions, or companies that he / she has led. This person will likely have a background of growing sales at a 30%+ rate within a several hundred-million-dollar businesses and he/she will bring experience closing 8 figure technology / business transformation programs to C-suite buyers and working with sales teams to coach them on how to do the same. Recognized as a best-in-class sales leader with the ability to galvanize a team, this individual has implemented innovative and effective sales processes that led to significant growth in the business. Possessing a hands-on, lead-from-the-front style as well as passion for success, the ideal candidate can quickly assimilate into their new surroundings, assess the team, capabilities, and overall strategy, and immediately drive positive change.

The Growth Leader for Hi-Tech will possess the following experiences & attributes:

• 20+ years of overall experience, including 10 years of managing significant sales organizations in an IT services environment, with a track record of significant growth
• Has played similar roles in Tier 1 settings, while also possessing entrepreneurial or entrapreneurial experience, and consistently achieved assigned targets
• Experienced operating at the C-suite level and accustomed to playing the role of trusted advisor to the most strategic clients
• Accustomed to managing a sales team that has sold high value, long lead time, enterprise level solutions in the digital and product development spaces
• Proven ability to manage sales quota and high performing attainment across a large and distributed organization
• Team player who works collaboratively with colleagues, management, and all points of the organization
• Knowledge and understanding of the Hi-Tech industry pain points and related cost drivers
• Proactively seeks out best practices from outside the industry to push the pace at which the organization progresses
• Driven to invest time in self-education and acquire new skills and capabilities that can be deployed across the sale force
• Demonstrated ability to link corporate strategic goals to customer facing solutions
• Strong collaboration skills and ability to work alongside multiple executive team members
• The ability to travel significantly

Capabilities Required

Talent Management – Maintains a virtual bench; attracts top talent within the organization; assesses talent at all stages in a candidate lifecycle; onboarding oversight

Drive for Results – Relentless in the pursuit of a few key goals; does not lose focus and is not easily distracted from core mission; seeks out quantitative comparison, both of past performance and against peer groups (internal and external benchmarks); shows a consistent pattern of results delivery in good and negative selling environments

Business Acumen – Trained on business case fundamentals including balance sheets and ROI scenarios; provides direction on business case presentation; can help staff build a complete and accurate business case with fundamental understanding of key gains and advantages

Domain Expertise – Distributes and tests on market and industry knowledge; ensures that team becomes students of the industry; helps team understand changing marketplace conditions and new product; ensures leading edge terminology is learned; provides messaging to all audience types

Resourcefulness – Goes the extra 'mile' to solve a problem; finds / co-opts resources to address a challenge that others do not even consider; not stymied by the lack of formal resources in conducting a sales campaign against competitor with more corporate support

Opportunity Management – Manages pipeline; inspects opportunities; accelerates campaigns; demonstrates deal ingenuity; provides deal-based ideas

Strategic Skills – Uses methodologies to spot and exploit opportunities in account positioning; manages individual goals that correspond to a territory view; understands and adopts corporate strategic goals; conducts executive-level discussions with senior staff at assigned accounts; produces a strategic territory plan; articulates customer value proposition and links solutions to the customer strategy

Managerial Courage – Thrives in a management environment where autonomy is valued; able to make decisions and set priorities without intense oversight; can work alone without any loss in productivity; understands and agrees to need for accountability; is willing to take bold stands on occasion and can defend them with facts / empirical data

EDUCATION

Bachelor's Degree in a technical or business-related field required