74647 false true 74647 false Marin Software html_restricted <p>To apply or for further information please contact Matt Tucker on +44 (0) 845 262 0404 / ukjobs@marinsoftware.com </p> <p class="MsoFooter" style="margin: 0cm 0cm 0pt;"><span style="font-family: Calibri; font-size: small;">To apply or for further information please contact Matt Tucker on&nbsp;+44 (0) 845 262 0404 / ukjobs@marinsoftware.com&nbsp;</span></p> 1 231 2009-06-30T10:30:25+01:00 html_restricted <p>Marin Software provides an enterprise-class paid search management application for advertisers and agencies. Marin Search Marketer® addresses the workflow, analysis and optimization needs of professional search marketers, saving time and improving financial performance. Marin is designed for those who are spending at least £50,000 monthly on paid search. Marin is funded by Benchmark Capital and Amicus Capital. Customers include Razorfish, a division of Microsoft (Nasdaq: MSFT), Trouvé and ZipRealty (Nasdaq: ZIPR).</p> <p>Following the recent successful launch of Marin into Europe with the opening of our London office in Q2 2009, the Sales Director (Europe) is looking to hire a Head of Sales who will have complete new-business ownership of the sales of Marin Search Marketer to media agencies and customer-direct verticals in the UK.  </p> <p>A highly professional and customer centric approach, a sharp business and commercial acumen and an ability to develop high level relationships with large domestic and multinational agencies and companies are essential.  </p> <p><strong>Reports</strong></p> <p>The Head of Sales (UK) reports to the Sales Director (Europe).  </p> <p><strong>Key Responsibilities </strong></p> <ul> <li> Execute and deliver the UK sales plan and revenue target. </li> <li> Arrange and attend commercial meetings with prospective customers and undertake demonstrations. </li> <li> Negotiate customer commercials and terms of agreement.  </li> <li> Drive profitable commercials to include additional value such as PR stories. </li> <li> Ensure the sales function is adequately resourced to deliver sales targets; including the hiring and management of sales staff. </li> <li> Lead, manage and motivate personnel within the sales operation. </li> <li> Manage the updating and communication of the sales pipeline with conversion metrics through Marin’s internal sales management system to allow the Sales Director, the Managing Director and other key stakeholders to forecast and resource accurately. </li> <li> Liaise with marketing and product teams to draw on their resources to help with client research and prospecting activities.  </li> <li> Continually find better, faster, smarter cheaper ways of doing things (e.g. capturing and reusing learning’s/materials from earlier pitches). </li> <li> Develop positive relationships with prospective customers.  <strong></strong> </li> </ul> <p> </p> <p><strong>Key Interdependent Relationships</strong></p> <ul> <li> Manage the expectations of key stakeholders with regard to the delivery of the UK sales plan. </li> <li> Work proactively with client services to make sure that the transition from new business into implementation is smooth, acceptance criteria are met and all hand over procedures are followed.  </li> <li> Manage and coordinate prospecting activities with research and lead generation teams. </li> <li> Provide feedback to central product teams regarding local prospect feature requirements. </li> <li> Work with counterparts in other European countries where Marin has sales operations to coordinate sales efforts for multinational prospects with pan European requirements. </li> </ul> <p><strong>Personal Development</strong></p> <ul> <li> Take responsibility for staying informed and up to date with industry knowledge and skills. </li> <li> Undertake regular reviews of own performance and building a self development plan.  </li> </ul> <p><strong>Success Indicators and Measures</strong></p> <ul> <li> Revenue and profit targets delivered or exceeded. </li> <li> High conversion rates confirming targeted and effective sales and marketing efforts. </li> <li> Quality of relationships internally and externally – measured through 360 degree feedback. </li> </ul> <p><strong>Essential Skills, Strengths and Experience</strong></p> <ul> <li> 5-7 years proven technology and/or solution sales experience and experience of managing small sales teams. </li> <li> Specific search (PPC) knowledge and broad digital marketing knowledge. </li> <li> Sound understanding of legalese. </li> <li> True ability to qualify needs and requirements.  </li> <li> To be commercially aware and to understand profitability. </li> <li> To understand opportunity cost and to prioritise accordingly.  </li> <li> To see and identify potential in new customers. </li> <li> Confidence in selling and pitching. </li> <li> To be presentable. </li> <li> To be able to listen. </li> <li> Good presentation and power point skills. </li> <li> Ability to ‘manage upwards’. </li> </ul> <p><strong>Essential Behaviours</strong></p> <ul> <li> Tenacity. </li> <li> Self organisation.  </li> <li> Deliver and execute promises. </li> <li> To be positive, self driven and motivated. </li> <li> To be attentive to detail. </li> <li> Shares knowledge. </li> </ul> <p> </p> <p> </p> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Marin Software provides an enterprise-class paid search management application for advertisers and agencies. Marin Search Marketer&reg; addresses the workflow, analysis and optimization needs of professional search marketers, saving time and improving financial performance. Marin is designed for those who are spending at least &pound;50,000 monthly on paid search. Marin is funded by Benchmark Capital and Amicus Capital. Customers include Razorfish, a division of Microsoft (Nasdaq: MSFT), Trouv&eacute; and ZipRealty (Nasdaq: ZIPR).</span></p> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">Following the recent successful launch of Marin into Europe with the opening of our London office in Q2 2009, the Sales Director (Europe) is looking to hire a Head of Sales who will have complete new-business ownership of the sales of Marin Search Marketer to media agencies and customer-direct verticals in the UK.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></p> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">A highly professional and customer centric approach, a sharp business and commercial acumen and an ability to develop high level relationships with large domestic and multinational agencies and companies are essential.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></p> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><strong style="mso-bidi-font-weight: normal;"><span style="font-size: small;"><span style="font-family: Calibri;">Reports</span></span></strong></p> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">The Head of Sales (UK) reports to the Sales Director (Europe).<span style="mso-spacerun: yes;">&nbsp; </span></span></span></p> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><strong style="mso-bidi-font-weight: normal;"><span style="font-size: small;"><span style="font-family: Calibri;">Key Responsibilities </span></span></strong></p> <ul> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Execute and deliver the UK sales plan and revenue target. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Arrange and attend commercial meetings with prospective customers and undertake demonstrations.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">Negotiate customer commercials and terms of agreement.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Drive profitable commercials to include additional value such as PR stories. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Ensure the sales function is adequately resourced to deliver sales targets; including the hiring and management of sales staff. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Lead, manage and motivate personnel within the sales operation. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Manage the updating and communication of the sales pipeline with conversion metrics through Marin&rsquo;s internal sales management system to allow the Sales Director, the Managing Director and other key stakeholders to forecast and resource accurately.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">Liaise with marketing and product teams to draw on their resources to help with client research and prospecting activities.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Continually find better, faster, smarter cheaper ways of doing things (e.g. capturing and reusing learning&rsquo;s/materials from earlier pitches).</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">Develop positive relationships with prospective customers.</span></span><span style="font-size: small;"><span style="font-family: Calibri;"><span style="mso-spacerun: yes;">&nbsp; </span></span></span><strong style="mso-bidi-font-weight: normal;"></strong></div> </li> </ul> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;">&nbsp;</p> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><strong style="mso-bidi-font-weight: normal;"><span style="font-size: small;"><span style="font-family: Calibri;">Key Interdependent Relationships</span></span></strong></p> <ul> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Manage the expectations of key stakeholders with regard to the delivery of the UK sales plan.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">Work proactively with client services to make sure that the transition from new business into implementation is smooth, acceptance criteria are met and all hand over procedures are followed.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Manage and coordinate prospecting activities with research and lead generation teams. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Provide feedback to central product teams regarding local prospect feature requirements. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Work with counterparts in other European countries where Marin has sales operations to coordinate sales efforts for multinational prospects with pan European requirements. </span></div> </li> </ul> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><strong style="mso-bidi-font-weight: normal;"><span style="font-size: small;"><span style="font-family: Calibri;">Personal Development</span></span></strong></p> <ul> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Take responsibility for staying informed and up to date with industry knowledge and skills.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">Undertake regular reviews of own performance and building a self development plan.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></div> </li> </ul> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><strong style="mso-bidi-font-weight: normal;"><span style="font-size: small;"><span style="font-family: Calibri;">Success Indicators and Measures</span></span></strong></p> <ul> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Revenue and profit targets delivered or exceeded.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">High conversion rates confirming targeted and effective sales and marketing efforts. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Quality of relationships internally and externally &ndash; measured through 360 degree feedback.</span></div> </li> </ul> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><strong style="mso-bidi-font-weight: normal;"><span style="font-size: small;"><span style="font-family: Calibri;">Essential Skills, Strengths and Experience</span></span></strong></p> <ul> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">5-7 years proven technology and/or solution sales experience and experience of managing small sales teams.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Specific search (PPC) knowledge and broad digital marketing knowledge.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Sound understanding of legalese.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">True ability to qualify needs and requirements.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">To be commercially aware and to understand profitability.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">To understand opportunity cost and to prioritise accordingly.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">To see and identify potential in new customers.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Confidence in selling and pitching.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">To be presentable.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">To be able to listen. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Good presentation and power point skills. </span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Ability to &lsquo;manage upwards&rsquo;.</span></div> </li> </ul> <p class="MsoNormal" style="margin: 0cm 0cm 10pt;"><strong style="mso-bidi-font-weight: normal;"><span style="font-size: small;"><span style="font-family: Calibri;">Essential Behaviours</span></span></strong></p> <ul> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Tenacity.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-size: small;"><span style="font-family: Calibri;">Self organisation.<span style="mso-spacerun: yes;">&nbsp; </span></span></span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Deliver and execute promises.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">To be positive, self driven and motivated.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">To be attentive to detail.</span></div> </li> <li> <div class="MsoNormal" style="margin: 0cm 0cm 10pt;"><span style="font-family: Calibri; font-size: small;">Shares knowledge.</span></div> </li> </ul> <p>&nbsp;</p> <p>&nbsp;</p> true 2009-08-29 4321 3446 html_restricted London 73946 Head of Sales (UK) html_restricted head-of-sales-uk 2009-07-02T10:17:45+01:00 www.marinsoftware.co.uk 669