Vice President of Sales

Company: ONE STOP SYSTEMS, INC.
Location: Escondido
Posted on: March 7, 2023

Job Description:

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  • Cart Vice President of Sales Prospective Position Specification (Feb 2023)
    • Title: Vice President of Sales
    • Company: One Stop Systems, Inc. (NASDAQ: OSS)
    • Location: Escondido/San Diego, CACompany Overview:One Stop Systems, Inc. (Nasdaq: OSS) is a San Diego-based publicly traded technology company and global leader in AI Transportable solutions for the demanding 'edge.' AI Transportables include anything that moves (land vehicle, aircraft, ship, etc.) and deploys AI and/or Autonomous capabilities. OSS designs and manufactures the highest performance compute and storage products that enable these rugged AI and autonomous mobile capabilities without compromise. These hardware and software platforms bring the latest data center performance and technology to the harsh and challenging applications, whether they are on land, sea or in the air.OSS products include ruggedized servers, compute accelerators, flash storage arrays, and storage acceleration software. These specialized compact products are used across multiple industries and applications, including autonomous trucking and farming, as well as aircraft, drones, ships, and vehicles within the defense industry. The defense industry is the priority, based on the size of the opportunity and our value proposition.The company has annual sales in excess of $70 million, is profitable, cash flow positive, enjoys a solid cash position without domestic debt and has grown about 20% per year with expectations of 30-40% annual growth a few years out with its current pipeline and strategy. The AI Transportable market has significant tail wins being driven by the high priority within the DOD to add AI and/or Autonomous capabilities throughout the military theater as well as strong economic pulls within the commercial segment. The market opportunity for OSS types of products is expected to be over $2 billion in size a number of years out. OSS markets its products directly, through sales reps, resellers, and other distribution channels throughout the world.Reporting Relationships:The VP of Sales reports to the Chief Executive Officer.Position Summary and Key Responsibilities:As a member of the senior management team at OSS, the VP of Sales has the overall responsibility to increase revenue driving shareholder value. The VP of Sales will oversee all worldwide OSS product sales activity and personnel. As such, this individual will perform the following:
      • Lead and execute sales strategy resulting in long-term growth and high return on investment.
      • Develop current and future customer engagements leveraging OSS' strengths and skills.
      • Drive a leadership position in target AI Transportable vertical markets with high visibility program wins.
      • Build upon the sales, FAE and support organization with top talent and capabilities. Hunters.
      • Execute to and maintain a rolling four-quarter judged forecast by customer and program.
      • Maintain program pipeline database with projections out 4 additional years.
      • Key member of Tiger Team for strategic direction.
      • Leads by example, hands on, promoting a healthy, fair, and non-discriminatory corporate culture.Requirements:The -specific areas of expertise and personal characteristics for the VP of Sales candidate include the following:
        • The VP of Sales is to be a technically astute executive with previous successful experience as a VP of Sales or similar, who built businesses in the defense and technology (hardware) space.
        • The VP of Sales will have experience selling to commercial, military, and related government entities.
        • Experience navigating decision makers, bureaucracy and processes, plus solid connections and relationships in Washington, the DOD, and the major primes.
        • The VP will have experience in negotiating multi-year contracts for both commercial and government applications.
        • The successful candidate will likely have a minimum of 10 years' experience with proven hands-on leadership in sales to the Defense market. Must have knowledge of direct and indirect sales channels for Military, Defense Contractors, and DoD procurement.
        • The successful candidate will have a thorough and working knowledge of compute and storage hardware and understanding of the technology.
        • The successful candidate will have a general knowledge of the industry leaders and companies.
        • Experience in a minimum $50M - $300M revenue sales leadership role, leading sales organizations through times of dramatic growth, transformation, acquisitions/divestitures, business model development and Go-to-Market strategies.
        • The successful candidate will have experience in managing department financials, KPIs and personnel metrics.
        • Experience leading customer service, field application engineering and support organization as well as developing and implementing support plans.
        • Experience working with a leadership team to develop and execute strategies and key initiatives.
        • Experience working and communicating daily with a technical product marketing team on product ideas, deal size, pricing, margin, competition, and strategic business development.
        • Ability to collaborate with senior management of the EMEA region to duplicate US sales successes among European sales channels.
        • Knowledge of broad set of applications, suppliers, and key growth trends in the Defense and Transportation markets.
        • Experience developing a leadership position in a target market.
        • Forward-thinking, goal-oriented: the VP of Sales should be proactive rather than reactive, driving sales in support of the company vision and strategy.
        • Ability to build strong working relationships with the senior management team, Board of Directors, customers at the senior level, potential strategic partners, employees, and key players within the industry.
        • Ability to fit within, but also enhance, the OSS culture as we scale and grow while demonstrating proficiency in supervising and motivating subordinates.
        • Strong written and oral communication and presentation skills. Proficient at Salesforce.com, PowerPoint, Word, and Excel.
        • Highly credible, ethical, and hardworking. Team Player. Sets the example for the sales team.Compensation and Benefits:
          • Compensation and benefits aligned with market rates and commensurate with experience and past success including base salary ranging from $225,000 to $250,000, variable pay based on performance as well as a solid equity position.Office/Residence:
            • The VP of Sales is expected to maintain an office in the OSS Escondido, California headquarters, and is expected to live in San Diego County.What Will Put You Ahead:
              • Served our country in the armed forces
              • Technical and MBA degree
              • Public company experience
              • Successful experience as a prime for DOD
              • Successful experience with a multi-national organization and reporting structure
              • Successful transition from a mostly hardware company to more of a system platform provider at higher margins and greater barriers of entryExpected Travel:
                • 40-50% travel to customer visits; subordinate, rep and channel training; and trade showsTo apply, please contact HR - here . Sign up for our NewsletterGet the latest news, product releases, upcoming events, blog posts and more! OSS Policies
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                      Toll Free: +1 (877) 438-2724 Local: +1 (760) 745-9883 Email: sales@onestopsystems.com
                      
                      - 2022 One Stop Systems, Inc. One Stop Systems is an ISO 9001:2015 + AS9100D Certified Company. All specifications are subject to change at any time. Ion Accelerator is a registered trademark used under license by One Stop Systems. EEO is the Law - Pay Transparency Nondiscrimination
                      Accommodation upon request by emailing HR at edanielson@onestopsystems.com
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Keywords: ONE STOP SYSTEMS, INC., Escondido , Vice President of Sales, Executive , Escondido, California