iENSO – Vice President Business Development and Marketing

Established in 2003, the company provides Imaging, Edge AI and Cloud solutions that are helping global brands take their products to the next level in the age of Embedded Vision Data Systems. Working with their clients, the company accelerates the deployment of innovative imaging and cloud solutions in a wide range of verticals such as IoT, home automation, autonomous vehicles, drones, robotics, remote surveillance, and security. With offices in Canada, Ukraine and China, the company has perfected the engineering ecosystems that exist between initial product design, Edge and Cloud architecture and high-volume manufacturing.

Scope of the Position

Reporting to the President you will be responsible for the coordination and overseeing of global sales and marketing operations. Your days will be spent supporting direct sales and global distributors by establishing sales objectives in each territory and seeking opportunities to meet annual targets. The balance of your time will be devoted to executing the corporate marketing plan.

Key Accountabilities

• Create, challenge and nurture a high-performance sales network.
• Create, execute and measure the effectiveness of the corporate marketing plan.
• Achieve the revenue plan.

Responsibilities

The successful candidate will bring a demonstrated ability to:

• Lead sales and marketing while continuing to establish deep relationships with existing customers.
• Position the company for additional opportunities in iENSO’s market space.
• Participate in strategic planning to set revenue, profitability and operational goals.
• Implement new performance and data driven global key accounts strategy, including defining the company value proposition.
• Establish Sales Operations that effectively interact with and integrate all internal stakeholder processes for efficient growth and management.
• Define, maintain & improve sales and marketing processes.
• Establish sales forecasts, manage channel expectations and measure performance.
• Marshal customer prospects through the customer funnel.
• Develop the iENSO “story” aimed at customers, investors, and staff (value proposition, product positioning and branding).
• Deliver sales collateral including product data sheets, application notes, white papers, website material and sales training.
• Create awareness via trade shows, webinars, and public relations.
• Evolve relationships with media and industry analysts.
• Conduct market research.
• Channel customer requirements into the product roadmap.
• Take part in product development and drive product launches.
• Maximize current sales and pipeline, expand the breadth of related markets strategic to the company’s success.
• Develop plans and strategies for evangelizing and developing business to achieve the company’s revenue and profit objectives.
• Define and build the company’s sales infrastructure and selling model to execute the company’s sales plan.
• Develop a close working relationship with the management team to help evolve the sales strategy and customer relationships.
• Prepare timely reports and analytical metrics allowing the monitoring and appraisal of sales programs and efforts.
• Champion digital marketing strategy to ensure corporate brand is leveraged in all aspects of social media.
• Drive the creation of online content to support digital initiatives and ensure customer engagement.
• Travel is required for in-person meetings to develop key relationships with customers and partners.

Preferred Experience and Education

• Bachelor’s Degree in Engineering, Science or Business, or a related discipline.
• Minimum 5 to 10 years of progressive responsibility in sales and/or marketing of embedded systems and AI platforms.
• Persuasive communicator: able to transmit ideas and information that is clearly understood by others in formal and informal settings.
• Comfortable with operating independently without large company infrastructure, building the necessary processes and establishing the correct relationships to the key areas of the company.
• Manage the ongoing business and establish new business to grow the company north of $50M.
• Contributor at the executive level both strategically and in business processes as the company grows and requires change.
• Experience in managing an export sales territory or export distributors.
• Requisite knowledge of applicable international business cultures.
• Track record introducing successful products.
• Able to travel frequently.
• Can be “hands-on” with the products.
• Experience in connected vision systems, companies that need embedded cameras, imaging processing and data connectivity capability in their products will be an advantage.
• Proven sales, sales management and operational management experience contributing to the success of a similar size business.
• Own and maintain the annual marketing plan and budget.
• Develop and execute a strategic marketing plan that results in substantial revenue growth for the organization and continues to build equity in the company’s brand.
• Remain abreast of competitive offerings, best practices, pricing and distribution strategies. Make recommendations to ensure positioning of existing technologies is optimized.
• Perform market analysis – research, market validation and whitespace analysis to identify new opportunities for existing and new products.

Success Indicators

• Increased number of customer prospects and product applications.
• Increased customer conversion rate and sales bookings.
• Increased ROI on selling and marketing initiatives.