Send resume to:  rickbernier@crd.com

Charles River Development provides software, hosting and data services to automate front and middle office investment operations for buy-side firms. On-premise software and SaaS solutions support portfolio management, compliance and risk monitoring, access to global liquidity, and trade processing. The company has more than 300 clients in 41 countries in the institutional asset and fund management, alternative investments, wealth management, insurance, banking and pension markets.

Charles River Development is looking for a Vice President Sales and Strategic Account Management for our Burlington, MA office.   The rigth candidate will have the following:

Minimum 10 years in enterprise software sales management preferably with managed services sales experience.  A least several years of individual “bag carrying” sales experience and strategic account management experience. 

Manage worldwide senior sales team consisting of 5-6 senior regional sales managers/quota carrying reps focused on existing customers of CRD’s front and middle office investment management solution.  Achieve quota goals through new sales and retention of existing customer recurring revenue.  Involves monitoring, mentoring and ensuring strategic relationship management and solution selling of CRD’s software, application management, hosting, FIX network and data services as well as implementation and consulting services. Buy-side product suite includes portfolio management, performance measurement and attribution, risk, compliance, order and execution management and trade processing for institutional, wealth management, hedge fund/alternative investment, insurance, banking, pension and custody industries.  Responsible for hands-on day to day management, hiring, mentoring, driving of sales process and deal closure of new sales as well as strategic account management to ensure retention of existing recurring revenue.

40% - Hands-on strategic account and sales management – Work closely with the sales team to ensure consistent and methodical strategic account management and sales process.  Ensure prospecting, requirements gathering, product demonstration, meetings, mapping out prospect organizations, senior level contact and relationship building, pricing and deal negotiation and closure.  Help fine tune account management and sales methodology and work with sales staff to understand and apply day to day.  In this highly competitive industry, ensure that CRD messages are clearly being developed, delivered and understood by clients.

35% - Hands-on selling and negotiation – Build personal relationships with C-level client management.  Actively participate in deal pricing, negotiation/renegotiation and contract closure. Actively participate in major client meetings as needed. 

20% - Sales forecasting, hiring and other general sales/account management administration

5% - Develop relationships with industry consultants and complementary software vendors to help leverage sales opportunities through references and referrals.  Position reports to Managing Director, Global (worldwide head of sales, marketing and international operations)

• Must have proven sales management experience in enterprise software / systems
• Must have proven strategic account management experience
• Must have thorough understanding and ability to apply solution selling and strategic selling methodology
• Must have leadership skills to grow and motivate sales team
• Must have excellent written, oral communication and presentation skills
• Must be comfortable and able to engage and build relationships with C-level management
• Must have strong individual selling skills and sales track record
• Must have strong negotiation skills
• Experience in the investment industry highly desirable (sales experience with trading, portfolio management, analytic, risk management or other investment software products to mutual funds, institutional investment managers, wealth management industry, banks, brokerages, insurance companies, pensions, and/or hedge funds is preferred)
• Experience with sales of managed services, hosting and SaaS highly desirable
• Experience with large strategic sales of enterprise-wide products such as SAP, PeopleSoft, Oracle Financials is highly desirable.
• Consulting sales and/or sales management experience desirable, but not as a replacement for big-ticket software sales experience.
• Must have technical acumen to understand requirements and objections, articulate CRD advantages and mentor sales staff. 
• A college degree is required - a finance or technical degree is desirable.
• Position is based at CRD’s Burlington, MA office and requires full time presence in Burlington when not traveling.  Relocation is required for candidates outside the Boston area.