Area Vice President, Sales Americas

Department Description

IPC is a global provider of mission-critical network services and trading communication technology to the financial markets community. With complete focus on this sector and over 40 years of expertise, IPC provides customers with integrated solutions that support traders and participants across the entire trade lifecycle, including sell-side and buy-side financial institutions, inter-dealer brokers, liquidity venues, clearing and settlement firms, independent software vendors, corporate finance departments, financial information exchange providers and market data providers.

IPC's offerings include a unified communications/application platform, award-winning trading positions, managed voice and data connectivity solutions, compliance technologies, infrastructure management and a suite of enhanced service offerings.

IPC's global reach extends to more than 60 countries - including a network of 5,000 customer sites over 700 cities and an installed base of approximately 120,000 trading positions deployed worldwide. Headquartered in Jersey City, New Jersey, IPC has over 900 employees located throughout the Americas and the EMEA and Asia-Pacific regions. IPC's mission is to continually innovate to support collaboration across the global financial community and address our clients' needs in an ever-changing landscape.

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Increase IPC market share within assigned territories by:

• Exceeding projected sales and revenue goals
• Expanding the sales of new product solutions to new and existing customers

• Candidates must have appropriate industry knowledge & experience in Financial Markets sales.
• Achieve / exceed annual sales targets within assigned territory and accounts as part of the overall IPC global sales plan
• Ensure customer objectives, issues and needs are understood and strategically approached
• Manage and mentor a team of direct reports
• Develop and implement account strategies with team members to sell and promote the IPC portfolio of products
• Acquire, retain and recruit talent as needed
• Act as point of escalation for both external and internal matters
• Provide accurate weekly reporting to VP Sales via internal systems
• Ensure client legal / internal contractual processes are followed

• Provide direct reports the platform for success, helping them achieve individual quotas and assigned MBO's
• Help the team develop new accounts/markets
• Understand the competitive landscape and help team position IPC and its product and services against competitors
• Establish new business contacts through a variety of networking activities as a point of lead generation for team.
• Optimize margin where possible on deals and ensure deal guidelines and approval processes are adhered to
• Domestic and international travel as necessary to build and enhance long-term customer relationships and expand customer base
• Cross functional peers -
• Support marketing efforts which promote new and existing products to maximize sales
• Take leadership role in major customer agreements and sales opportunities
• Co-ordinate account activity with colleague teams such as pre-sales engineering
• Direct reports -
• Establish high quality forecasting, planning and sales processes
• Analyze and manage pipeline activity
• Coach deal strategy
• Provide guidance on finding creative, business-oriented solutions
• Provide input to training requirements and development
• Act as escalation point for commercial related disputes
• Mentor professional growth setting team member objectives.
• Understand and effectively communicate IPC value prop

• Provide reporting as required
• Provide feedback on competitive information, required product(s), features, and new market opportunities
• Provide accurate, quarterly forecasts in SFDC, including weekly updates
• Create and maintain accurate account plans and reviews

IPC offers Medical, Dental, Vision, Life Insurance and Accidental Death and Dismemberment, Long and Short Term Disability, 401(k), Flexible Spending Accounts, Pre-tax Commuter Program, Employee Assistance Program, Aflac, Tuition Reimbursement, Vacation/Personal/Sick Days.