Responsibilities

Octave’s Physical Security team is seeking a dynamic, growth-oriented Vice President of Sales for the Americas to lead our sales strategy and drive revenue growth in collaboration with marketing, product, and professional services teams. As a global technology leader specializing in Physical Security and Enterprise Incident Management solutions, Octave partners with hundreds of customers worldwide to deliver video management, data analytics, and incident management solutions across critical sectors such as financial institutions, transportation, utilities, and smart cities.

Reporting to the VP of Global Sales, you will develop and execute strategies to expand revenue and deepen relationships with various partners, enterprise-level clients in key verticals, including government, transportation, retail, and campus environments. Leading a team of 20 sales employees (5 direct reports), including vertical sales managers, inside sales representatives, and pre-sales engineers, you will provide hands-on leadership, coaching, enabling you to achieve ambitious goals. Success in this role requires strong strategic leadership, effective team management, and the ability to navigate complex customer and partner relationships. You must bring business acumen, data-driven decision-making skills, and a collaborative mindset to align with cross-functional stakeholders.

Responsibilities continued.

• Develop and execute a strategic sales plan focused on growing revenue within the company’s most critical and high-value accounts.
• Identify potential strategic partners, alliances, and relationships to expand core products lines or by introducing new product lines to the organization.
• Lead the region in strategic planning and sales execution of accounts.
• Identify and implement market-driven strategies to achieve revenue goals.
• Identify and prioritize high-impact opportunities across existing accounts.
• Contribute to the strategic planning and execution of all sales and marketing activities.

• Build and maintain senior-level relationships with key partners and clients, acting as a trusted advisor and executive sponsor.
• Anticipate client needs and proactively address concerns or opportunities.
• Working with the Director of Partner programs, build on the relationship of partners, alliances and key clients.

• Lead a sales team of 20 including 6 direct reports, providing coaching, mentorship, and performance management.
• Set performance expectations, coach for growth, and create accountability.
• Ensure proper training and resources are available for the sales team.   (added this one)
• Recruit and develop top sales talent.
• Foster a culture of collaboration, ambition, and customer excellence.

• Oversee pricing strategy, contract negotiations, and revenue forecasting.
• Ensure profitability and long-term value through rigorous financial analysis.
• Align sales efforts with corporate financial goals and budgeting.
• Meet or exceed financial targets and sales pipeline generation targets, with a bias towards enterprise software opportunities.
• Identify growth opportunities within accounts, including upsell, cross-sell, and partnership expansion.

• Collaborate cross-functionally with Product, Services, PreSales, Marketing, Finance, to align account strategy with broader business objectives and deliver integrated solutions.
• Influence internal stakeholders to prioritize strategic account needs.
• Navigate matrixed environments to align resources around shared goals.

• Use of market data to drive prioritization of sales effort.
• Use CRM and reporting tools to monitor performance and pipeline health.
• Leverage data to adjust strategy and improve sales effectiveness.
• Establish and track OKRs, for example new logo growth, deal velocity, and margin.
• Track, analyze, and report on key account metrics, pipeline health, and forecast accuracy.

#LI-REMOTE #LI-RM

Education / Qualifications

• Minimum 15 years of software sales experience, including a minimum of 10 years of Sales Leadership experience working with partner programs to develop accounts.
• Strong preference for candidates with extensive Physical Security experience.
• Bachelor's degree in technical or business field preferrable 
• Proven ability to build, inspire and grow high performing teams.
• Proven success managing multi-million-dollar accounts  and delivering consistent revenue growth through partnership and channel programs.
• Demonstrated experience with managing large, strategic accounts and midsize accounts.
• Ability to demonstrate fundamental measure of success by exceeding past sales metrics
• Proven track record of building new logo business via partner programs.
• Proven ability to manage through influence.
• Strong organizational navigation skills balanced with a “get it done” attitude in global and multi-disciplinary environment.
• Highly proficient in leveraging CRM (preferable Salesforce) and other relevant business systems
• Demonstrated ability to build and maintain relationships with team participants, business stakeholders and Senior Management across organizational boundaries, and lead cross-functional teams.
• Demonstrated strong business acumen, commercial acumen and executive presence.
• Excellent negotiation, communication, presentation and interpersonal skills.
• Experience leading and mentoring sales teams.

About Octave

Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle - Design, Build, Operate and Protect - where performance, safety, and reliability are non-negotiable and failure is not an option.

Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most.

Octave has more than 7,000 employees in 45 countries. Learn more at octave.com and follow us on LinkedIn.

Why work for Octave?

All in. Always forward. That's the way we do things around here. We put trust in our people because we believe it's the best way to unleash potential, bring ideas to life, and keep moving ahead. And it's why we're committed to creating an environment that's truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world.

Everyone is welcome

At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don't discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all. 

Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.