VP – Growth & Solutioning

Aokah Inc; United States; Remote; USD 180,000 - 240,000; Full time

Job summary

Aokah is seeking a senior sales/solutions executive to work with C-level buyers across Global Business Services and GCCs. This role is remote-based in the United States with a Northeast corridor focus and strong ties to London, reporting to the Chief Customer Officer.

You will own the economic value case, drive end-to-end deals, and expand relationships to scale multi-year Run subscriptions. You will sit with executives such as CFOs, COOs, and CTOs to articulate jobs-to-be-done, pains, and

Qualifications

• Build the client’s value proposition canvas and the economic model under it.
• Source every figure. Never invent one.
• Use MEDDPICC as the shared language for deals.

Responsibilities

• Run deals end to end: qualification, buying group coverage, proposal, commercial shaping, and close.
• Open every account with a Run thesis; convert Explore and Build engagements into Run subscriptions.
• Carry Run design partner relationships into commercial scale.
• Grow accounts through land, prove, and expand within client ecosystems.
• Feed Product with market requests and evidence.

Skills

Value case first

Evidence based selling

Consultative discipline

Executive presence

Ownership

Geo knowledge

Tools

Zoho CRM

Job description

Northeast US, remote, with a strong preference for the Boston, New York and Philadelphia corridor or London

Function

Reports to

Chief Customer Officer

Role Type

Full-time. Senior individual contributor with potential to build and lead a team as the business scales.

Works with

CEO, Product, Growth, Sales Enablement, Customer Success, Finance, and our strategic partner Mphasis

About Aokah®

Aokah® helps enterprises Globalize Work with Confidence. Our AI native execution intelligence and orchestration platform, supported by Forward Deployed Experts, helps enterprises explore, build, run, and optimize Global Operations, including Global Capability Centers (GCCs) and Global Business Services (GBS).

We are accountable for the outcome, and we govern the partner ecosystem that delivers it. That is the promise you sell and the promise you keep.

The Role

We are hiring someone who makes the client’s value case real, then earns the revenue that follows. This is not a quota seat with a territory and a script. Aokah® sells into decisions that carry hundreds of millions in cost, risk, and talent exposure: where to build a GCC, how to stand it up, and how to run it so it keeps paying off.

Buyers do not want a product pitch. They want someone who can sit with a GBS Head, a CFO, a COO, and a CTO and build the value proposition canvas with them: the jobs they are trying to get done, the pains that keep slipping the program, and the gains that justify the board paper.

Aokah® Run is the anchor. Explore and Build open the relationship; Run is where it compounds into multi year revenue and where our category position is being decided. You will carry Run into every conversation from the first meeting, not raise it after go live. You own a number and the solution behind it.

Success in this role means creating lasting value for clients while driving Aokah®’s growth

What You Will Own

1. The value case

• Build the client’s value proposition canvas and the economic model under it: fully loaded cost baselines, time to value, risk avoided, and capability gained.
• Source every figure. Never invent one.

2. The pursuit

• Run deals end to end: qualification, buying group coverage, proposal, commercial shaping, and close.
• Use MEDDPICC as the shared language for your deals, and name the gaps rather than filling them with optimism.
• Open every account with a Run thesis, and convert Explore and Build engagements into Run subscriptions.
• Carry the Run design partner relationships the CEO recruits into commercial scale.

4. Expansion

• Grow the accounts you win: land, prove, and widen the footprint across functions, geographies, and the client’s own partner ecosystem.

5. What we learn

• Feed Product team what the market actually asks for, with evidence, not anecdotes.

You do not own marketing, demand generation, or the partner contract. You do use all three.

How You Will Sell

Solution first, sell second, and the lifecycle does the compounding. Aokah® serves four stages: Explore, Build, Run, Optimize. Most competitors sell one of them. You sell the arc.

• Explore: the client decides whether to globalize, and where. You bring Geo Wisdom, comparing cities on 90+ parameters in minutes. Your move: a low friction entry that creates a dated decision.
• Build: the client decides how to stand it up without slipping. You bring Builder playbooks, Talent and Ecosystem Wisdom. Your move: the anchor engagement, with Run scoped in the same paper.
• Run: the client decides how to operate with confidence at scale. You bring execution intelligence, program orchestration, and Delivery Wisdom. Your move: a multi year subscription, the revenue that repeats.
• Optimize: the client decides how to keep value from decaying. You bring performance, cost, retention, and scope growth. Your move: expansion inside an account you already hold.

The method is the same at every stage. Start with the client’s jobs, pains, and gains in their own words. Build the canvas with them, not for them. Attach Aokah® capability only where it relieves a named pain or creates a named gain. Put a sourced number on it. Then ask for the smallest next commitment that moves the decision forward. We are accountable for the outcome and we govern the partner ecosystem that delivers it. That is the promise you sell and the promise you keep.

Who You Will Work With

• Chief Customer Officer: Your manager; deal strategy; validation of data and statistics before external use.
• Founder, Chairman and CEO: Category narrative, top tier client sponsorship, Run design partners, and the Mphasis relationship.
• Product: Product claims, roadmap, and what we can credibly commit.
• Growth: UK and EU pipeline and shared pursuit practice.
• Sales Enablement: Playbooks, stage checklists, and proposal assets.
• Customer Success: Expansion signals inside live accounts.
• Finance: Pricing, commercial structures, and value case assumptions.

You will co sell with Mphasis, our strategic investor and build, operate and transfer delivery partner, within agreed rules of engagement. You sit inside a small senior team where access is not a problem and excuses are. Tools in use: Zoho CRM.

Skills This Role Demands

• Value case first: you build the client’s business case before you build the proposal.
• Evidence based selling: you sell with evidence and source every number.
• Consultative discipline: when asked what the platform does, you answer with a question about what the client is trying to decide.
• Executive presence: you can hold a room of eight executives who disagree with each other.
• Honest qualification: you treat a decision not to proceed as a clean outcome.
• Ownership: you think like an owner of the client’s outcome and of our growth at the same time.

What You Bring

• 10+ years selling software and services into GBS, GCCs, or the outsourcing sector. That experience is the entry ticket, not the qualification.
• A track record of closing complex software and services deals in the $250K to $1M+ range with multi stakeholder buying groups.
• Fluency with the GBS and GCC buyer: GBS Head, Transformation Head, CIO, CFO, CPO, CHRO, and COO. You know what each is actually measured on.
• Proven ability to build an economic value case from the client’s own data, including fully loaded cost baselines. You will be asked to walk us through one.
• Experience selling a recurring platform or subscription alongside services, not services alone.
• Comfort as the first and often only Aokah® person in the room, representing an early stage company to a Global 2000 buyer.
• Discipline in CRM. We run on Zoho, and a deal that is not in Zoho does not exist.
• Right to work in the US.

Strongly preferred

• Operating experience inside a GCC, GBS organization, or service provider, so you have lived the problems you sell into.
• Partner and co selling experience with a large systems integrator or BPO.
• A Northeast corridor network among manufacturing, industrials, consumer, life sciences, financial services, or technology buyers.

This role may not suit the volume seller who needs a mature demand engine, a full marketing funnel, and a solution consultant on every call; the relationship seller with contacts but no method; or anyone who needs the category explained to the market before they can sell into it. We are building this category while we sell it.

Our values are not wall decoration: People First, Client at the Core, Shared Prosperity, Wisdom in Motion, Resilience by Design, Do the Right Thing. We will test for them.

Your First Year

• 30 days: Fluent in Explore, Build, Run, and Optimize. Running a value proposition canvas session unaided. Named target list agreed with the Chief Customer Officer.
• 90 days: First qualified pursuits in Zoho with full buying group coverage and dated next steps. At least one Run conversation live with a named economic buyer. Supporting other leaders with your network and helping pitch.
• 6 months: First closes signed, with Run attach scoped in the same engagement. A reference quality value case in two accounts.
• 12 months: A self sustaining pipeline you built, a repeatable value case method the team uses, and expansion inside at least one account you won.

We will judge you on decisions created, not meetings held. Quota, pipeline coverage, and Run attach targets are set with Finance and the Chief Customer Officer at offer stage. They are honest numbers for a company at our stage; we will not quote a number we have not modeled.

How We Hire

• Conversation one: Chief Customer Officer on fit and method.
• Conversation two: Head of Product on how you solution.
• Working session: Build a value proposition canvas live from a brief we give you.
• Conversation four: CEO on judgment, ambition, and values.

We give a decision within two weeks of the working session.

What You Will Get

• Competitive base salary, with variable pay tied to closed revenue and Run attach
• Meaningful equity in an investor backed growth company, with the range shared early in the process
• Benefits in line with local market practice
• An individual contributor role at hire, with the expectation and funding to build the team around this motion once it is proven