May 31, 2022

Regional Vice President - Sales, Canada

  • Dubber
  • Canada
Full time

Job Description

About Dubber

Dubber is the world’s leading Unified call recording and Voice AI platform that enables every conversation to be captured and transformed into voice data to improve business performance. Voice data as a Service is revolutionising how service and solution providers engage customers to improve revenue and retention and how businesses satisfy critical needs ranging from compliance to sales and service performance improvement and documenting crucial conversations. Dubber is listed on the ASX (DUB) with offices in Melbourne, London, Atlanta and Dallas.

Role Snapshot

This role will report into our EVP, Americas and will be primarily responsible for winning new Service Providers (SP’s) relationships in the Canada market as well as executing a ‘land & expand’ strategy involving selling the Dubber solution across all relevant cloud voice platforms within a targeted set of SP’s. It’s predominantly a ‘hunting’ role and is critically important to Dubber’s goal of establishing a market leading position in Canada. 

The Opportunity

The key focus of the role is to cultivate a broad array of relationships in large telecommunication service providers (SP’s) to ensure the Dubber product set continues to be seen as a highly relevant & compelling call recording solution to the SP, their enterprise clients and their channel partners. 

You will establish and cultivate relationships with senior executives within and across the targeted SP’s in the Canada region with the objective of positioning Dubber as the market leading call recording & voice data analytics provider. By winning the hearts and minds of these executives, the RVP will build a substantial pipeline of opportunities to embed the Dubber solution within the core telephony infrastructure of these targeted SP’s. 

At a high level, the objective of the role is to achieve high levels of Dubber ‘Sell-To’, into targeted SP’s, across all of the relevant cloud voice platforms (e.g. Cisco BroadWorks/BroadCloud, Webex Calling, HCS/UCM, Microsoft Teams etc) to drive a Land & Expand account footprint. This will in turn drive substantial levels of ‘Sell-Through’ into end users by leveraging the various routes-to-market of each SP. You will take a very hands-on approach to both relationship management and to consistently driving customer outcomes within the SP.

The Role

Key Responsibilities:

  • Lead the engagement with identified key executives across the targeted Service Providers to create a significant pipeline of ‘Sell To’ and ‘land & expand’ opportunities
  • Cultivate deep relationships with Sales & Marketing leaders to ensure the Dubber product portfolio is embedded in the value proposition of the SP
  • As an extension on the above, leverage the relationship with these leaders to drive the initial activation, enablement and sales ramp up via an extensive Sell-Through model, encompassing the various routes-to-market of the targeted SP’s
  • As an outcome of the above activities, achieve targets for revenue, usage/activations, profitability, and sales growth within your assigned SP’s
  • Work closely with the Dubber marketing team to identify and report on business opportunities within the industry to position Dubber as a thought leader to the SP’s
  • Produce and update strategies for each SP, establish task assignments, milestones and coordinate input from all Dubber internal stakeholders.
  • Be a confident presenter, delivering proposals, training Provider teams, assisting Providers during large end user opportunities and overall evangelising the Dubber service to Provider employees
  • Provide regular sales & revenue forecasts and report on growth and key milestones within SP’s 

Skills and Experience

  • Business, Marketing or related degree qualifications
  • 8+ years relevant experience as senior account director and/or sales VP
  • Deep experience within the Telecommunications Industry and exposure to the large telecommunication carriers in the Americas region, particularly in the Canada market
  • Detailed understanding of solution selling methodologies coupled with hands-on understanding of (or other CRM platforms)
  • Ideally, exposure to a start-up, rapid growth style environment
  • Experience with leading sales engagements within large, complex organizations
  • Proven ability to establish C-level and senior level contacts with key players across functions in the account(s)
  • Experience selling SaaS based services is desired.

About You

  • Excellent communication skills across a broad array of personality types
  • Persistent, resilient, high energy & can-do approach
  • Curious, rapid learner with the ability to consume & contextualise large amounts of new information
  • Highly resourceful combined with an ability to work independently
  • Strong team player
  • A complete belief in the amazing power of the Cloud

Why Dubber?

  • Competitive salary, bonus and share options on offer!
  • 20 days paid vacation leave annually!
  • Growing SaaS company where no two days will be the same with limitless opportunities!
  • Global locations with flexible working options!
  • Collaborative and supportive teammates!

Apply Now

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