VP - Head of Sales – Global Markets

Job Summary

The VP - Head of Sales – Global Markets, is a strategic and high-impact leadership role responsible for formulating and executing a global sales strategy aimed at delivering aggressive revenue and profitability goals. The ideal candidate will be a proven sales leader with deep experience in cybersecurity (mandatory), a strong experience & knowledge of the enterprise & SME markets, and a passion for building high-performance teams and scalable sales engines. The role will directly report to the Global CEO and will work closely with delivery, marketing, and management teams. This role will craft the Global Sales strategy, cultivate key partnerships, and develop a high-performance team of sales professionals, balancing aggressive growth with disciplined margin management. This role serves as the primary architect of Global Sales expansion and must possess the ability to thrive amidst ambiguity, build structures from the ground up, and integrate with global governance and shared functions. The role will require to work closely with clients, vendors and internal stakeholders and ensure consistent alignment with the overall organizational business objectives.

Key Responsibilities, Deliverables / Outcomes

1. Revenue & Business Development

• Design and execute a go-to-market strategy for UAE, GCC, US, Australia, and Africa, focused on enterprise & SME clients.
• Own and drive end-to-end sales targets – including revenue, gross profit, and client acquisition metrics.
• Build and manage a strong sales pipeline aligned with business goals; ensure consistent monthly/quarterly conversion.
• Leverage existing networks and market intelligence to open doors to large enterprise and SME market accounts.
• Manage sales cycles; collaborate with pre-sales and delivery teams to close complex deals.
• Build an alternate and scalable sales pipeline through channel partnerships.
• Acquire marquee clients.
• Develop and manage budgets for business development, events and client engagement; ensure ROI through performance tracking and real-time adjustments.
• Lead proposal development, pricing, and negotiation efforts to reach the revenue target
• Identify market needs and recommend service offerings to address them.
• Continually assess revenue performance and refine strategies to exceed targets.
• Identifying upselling opportunities in existing clients.

2. Leadership & Stakeholder Engagement

• Build, mentor, and lead a global sales team; set clear KPIs, performance expectations, and accountability mechanisms.
• Identify Learning Gaps among the team and provide necessary inputs
• Drive a culture of ownership, agility, and customer-centricity within the sales function.
• Work closely with the CEO and Executive Leadership Team to align sales with broader business strategy.
• Provide ongoing coaching, feedback, and development to existing team members to strengthen bench strength.
• Collaborate with shared corporate teams (HR, Finance, Marketing) for recruitment, performance management, brand building, and operational support.
• Represent the firm in strategic forums and cultivate relationships with key regulatory and enterprise stakeholders
• Embed trust and credibility into company identity through high-level client relationship management.
• Engage in Client Meetings & Interactions to identity new prospects, relationship building, gathering market intelligence and feedback on services provided.
• Ensure that ValueMentor is suitably present and positioned in Networking Bodies and Public Private Partnership forums

3. Delivery Alignment

• Collaborate with Delivery Heads to ensure that client expectations are met and that sales commitments align with delivery capacity.

Participate in scoping discussions and ensure smooth handoff from sales to delivery.

• Provide insights to drive continuous service improvement and connect performance to strategic outcomes

4. Operations & Management

• Review and ensure adherence to sales processes, tools, and reporting systems to track performance, pipeline health, and forecast accuracy.
• Monitor competitive landscape, pricing trends, and industry developments to adjust strategies accordingly.
• Drive channel partner engagement strategies where relevant.
• Performance tracking using Balanced Scorecard that tracks key metrics like new business wins, client satisfaction (e.g., NPS), delivery timelines, and team learning & growth.
• Timely adherence to PMS initiatives like Timesheet, Bi-Weekly reviews etc.

Key Skills

• Strategic Business Development across multiple geographies and services
• Key Account Management & Channel Management
• Cybersecurity Knowledge
• Pipeline & Forecast Management
• Team Building, Management & Leadership

Key Competencies

• Strategic Skills /Decision Making
• Organization/Planning
• Executive Presence & Communication
• Motivational Ability
• Accountability