Job description
Vice President — Sales
Location: Phoenix (preferred) or US remote with strong US–India overlap
Reports to: CEO
Travel: ~30–40% (customers, field & partner events)
About NucleusTeq
NucleusTeq is a software services, solutions, and products company enabling Fortune 1000 customers across the USA, Canada, UK, and India to modernize with Data, Cloud, AI/ML, Enterprise Automation, and Digital Engineering. We partner closely with hyperscalers and leading platforms to deliver measurable business outcomes.
Role Summary
You will lead new-logo acquisition and expansion for NucleusTeq’s Data & AI services globally, building and leading a high-performance sales organization. You’ll own end-to-end GTM execution—territory design, pipeline creation, partner co-sell, deal strategy, and forecasting—while partnering with the NuoData product team to augment services value where it strengthens client outcomes.
Charter & Responsibilities
A) Growth & Executive Selling
• Own bookings/ARR targets for Data & AI services across enterprise and upper mid-market.
• Drive rigorous GTM planning: ICP/vertical focus (energy/utilities priority), coverage models, quotas, and capacity plans.
• Partner with NuoData product leadership to craft combined services + platform value propositions (when advantageous).
• Build executive relationships with strategic accounts; orchestrate complex pursuits, RFPs, and multi-tower deals.
B) New-Logo Acquisition Engine
• Create a predictable new-logo engine: ABM, outbound, events, and partner-led motions with clear weekly activity standards.
• Stand up repeatable POV/POC plays with Solution Architects; define exit criteria tied to commercial next steps.
• Own executive storytelling, value cases (ROI/TCO), and board-ready business justifications for target accounts.
C) Partnerships & Co-Sell
• Activate hyperscaler co-sell (AWS, Azure, GCP, OCI) and marketplace routes; secure PDM/CSM sponsorships and lighthouse references.
• Onboard and enable SI/consulting partners; build joint solution plays and co-branded field campaigns; track sourced/influenced pipeline.
• Align with Collibra, Microsoft Power BI, and Oracle/OCI ecosystems where relevant to client use cases.
D) Forecasting, Operations & Commercials
• Institutionalize MEDDICC (or similar) and deal reviews; achieve ≥90% within-quarter forecast accuracy.
• Own pipeline hygiene (3–4× coverage), stage progression, and win/loss insights with RevOps; drive pricing/margin guardrails with Finance.
• Ensure SOW hygiene and smooth handoffs with Delivery/Account Management for rapid time-to-value and reference creation.
E) Team Leadership
• Recruit, coach, and scale an elite team (Regional Directors, AEs, SDRs, Solution Consultants, Partner Managers).
• Set a high-performance culture: transparent scorecards, weekly operating rhythm, and continuous skill development.
• Model disciplined territory planning and executive engagement; personally lead top strategic pursuits.
Success Metrics
• New bookings/ARR and services revenue to plan; YoY growth in target verticals.
• Pipeline coverage (3–4×), stage conversion rates, average deal size, win rate, and sales cycle time.
• Partner-sourced/influenced pipeline and co-sell accepted opportunities; # of marketplace/partner wins.
• Forecast accuracy ≥90% in-quarter; gross margin adherence; referenceable customer wins (case studies/PR).
Qualifications
• 12+ years in enterprise services sales with a focus on Data, Analytics, Cloud, or AI/ML; 5+ years leading regional or global teams.
• Consistent success exceeding new-logo and expansion targets in complex, multi-stakeholder enterprise sales.
• Hands-on experience with hyperscaler co-sell and marketplaces (AWS ACE, Microsoft Partner Center co-sell, Google Partner Advantage, OCI).
• Ability to orchestrate POV/POC programs with Solution Architects and quantify value (ROI/TCO).
• Strong executive presence and negotiation skills; mastery of MEDDICC (or similar) and enterprise deal mechanics.
• Familiarity with the data/AI stack used by our customers (e.g., OCI/ADW/ODI, Power BI, Collibra) is a plus.
• Bachelor’s degree required; MBA or technical degree is a plus.
How We Work
• US–India collaboration with daily overlap to noon Arizona time; documentation-first and fast decisions.
• Ethical, customer-first selling; security-by-design and transparent delivery handoffs with Account Management & Delivery.
Compensation & Benefits
• Competitive base + commission with meaningful accelerators for overachievement; equity eligible.
• Health, dental, vision; 401(k) match; generous PTO; profit-sharing; learning/certification support.
Equal Opportunity
NucleusTeq is an equal opportunity employer. We celebrate diversity and are committed to an inclusive environment for all employees.
