Job Description:
Veracio, a pioneering multinational mining technology company, stands at the forefront of the next generation of mining. Our mission? Bigger vision. Smarter data. Smaller footprint. Our passion for blending science and technology ignites our drive to unlock the value and utility of scarce resources, from hard-to-find minerals to human capital. Serving five continents with an array of hardware, software, and services, we are dedicated to empowering mining companies to leverage their orebody knowledge for sustainable success.
The Vice President Commercial (Global Channel) is a pivotal role that is responsible for developing and executing a comprehensive sales strategy and go-to-market plan to establish and grow Veracio’s global market presence focused on channel partnerships.
Leveraging prior expertise in the proactive development and ongoing management of global distribution channel partners; as well as the investigation and establishment of suitable joint venture commercial partners; this critical role will shape the future growth trajectory for Veracio. Notwithstanding the demonstrable global channel management experience, this role also requires a strong knowledge of enterprise and strategic sales management, combined with a deep understanding of technology that supports and improves the mining, resources and related drilling industries. This role has ultimate responsibility and accountability for achieving Veracio’s global channel revenue obligations inclusive of designated regional growth targets.
Key focus areas include: revenue attainment aligned with aggressive growth targets; developing and maintaining a sustainable pipeline; fostering key partnerships and relationships; mentoring and coaching commercial team personnel; instilling a customer first, success based culture; and helping to ensure Veracio’s brand and positioning is that of a best in class, leading technology partner that is trusted and well regarded across our global target markets throughout APAC; NAM; EMEA and LATAM.
Responsibilities:
- Sales Strategy and Execution:
Develop and implement a strategic sales plan to penetrate and dominate our global target markets with an emphasis or revenue target attainment.
Identify key market segments, distribution and/or JV partner profiles, aligned with industry trends to tailor partnership approaches to effectively position Veracio as a partner of choice.
Aligned with broader global growth ambition, this role will continue to evolve to include responsibility for leading and motivating a high-performing channel sales team to drive results, inclusive of coaching and guidance, executive support and sponsorship and performance evaluations.
Establish channel sales objectives, metrics, and KPIs to monitor performance and ensure alignment with business goals.
Provide accurate and timely revenue forecasts aligned with probability weighted pipeline consideration.
- Business Development and Relationship Management:
Cultivate strong relationships with key stakeholders, including C-level executives and decision-makers within targeted partner organizations with a mutually aligned customer/prospect base in mining and resources companies and the related drilling services industry.
Identify and pursue new business opportunities by leveraging industry contacts, attending conferences, and participating in relevant industry events.
Collaborate with cross-functional internal teams, such as marketing, operations and product management, to align channel partner sales strategies with market needs ensuring a consistent and strategically aligned approach.
Align closely with the supporting global and regional commercial teams focused on our Direct GTM, ensuring collaboration and coordination based on mutually aligned KPI’s.
Leverage and drive uptake of Veracio offers via the related Boart Longyear Drilling Services and Products divisions / channel, leveraging existing and valued relationships to maximize cross sell/upsell opportunities.
- Market Expansion and Revenue Growth:
Drive market expansion efforts by identifying and prioritizing target countries, regions and channel partner accounts on a global and regionalized basis.
Develop and execute go-to-market strategies for new product launches and geographic expansions aligned with an evolving channel partner network.
Monitor market trends, competitive landscape, and customer feedback to identify opportunities for product enhancements or new offerings.
- Contract Negotiation and Deal Management:
Lead contract negotiations and manage the full partner acquisition process, and where necessary, alignment with the Veracio Way of Selling methodology, from initial engagement to deal closure.
Collaborate with legal and finance teams to ensure compliance with internal policies and legal requirements.
Drive ongoing channel partner satisfaction by maintaining a deep understanding of partner needs and ensuring successful global support and service (including sales enablement; training; and routine alignment on KPI’s and objectives.)
Qualifications:
Proven track record of success in a global channel commercial leadership role.
Experienced in enterprise and strategic sales, preferably with exposure to software or technology solutions for mining and resources industries or related sectors. Prior exposure and expertise with core scanning technologies a plus.
Preference for a background, understanding and exposure to the Orebody Knowledge subsector, or related geological modelling solutions and related mining value chain management solutions, whereby orebody knowledge plays a pivotal role in value creation.
Further, an associated understanding of the drilling services space within a mining context, including exploration drilling, orebody definition drilling and related assaying activities, with associated understanding of the instrumentation that it utilized to deliver value in this area.
Preference for a Bachelor's degree in business administration, economics, engineering/geology/geosciences or a related field (MBA preferred).
Extensive experience in leading and managing strategic sales /partner acquisition processes focused on developing global commercial distribution partners and/or commercial Joint Venture partners to enable overachievement of revenue targets.
Prior experience leading and managing high-performing sales teams is favorable.
Strong business acumen and strategic thinking ability, with a focus on revenue growth and market expansion.
In-depth knowledge of the global mining and resources and drilling markets, including key industry technology players, customer dynamics, and cultural nuances.
Excellent negotiation and contract management skills, with a demonstrated ability to close large and complex global and/or regional channel partnership and JV transactions.
Ability to work independently with minimal oversight. High personal drive for success and achievement.
Exceptional communication and interpersonal skills, with the ability to effectively engage with senior executives and build lasting relationships.
Noting that whilst a lot of the day-to-day work can be managed remotely and via web meetings, a general willingness and acceptance to travel frequently, as necessary.
Auto req ID:
14730BR
Job Code:
110006 Manager Sales 4.06.Manager
Function:
GDS
Region (Business Group):
APAC
Country:
Australia
State/Province:
Western Australia
