Chief Sales Officer (CSO)

The organisation

Founded in 2001, Annata is a global organisation headquartered in Iceland with a close engagement and co-operation with Microsoft, bringing premium industry specific solutions to the automotive and equipment business sectors. Microsoft has recognised Annata as an “Inner Circle” member, a status extended to only the top 1% of Microsoft Dynamics partners worldwide.

As one of a handful of top strategic global Microsoft partners and also Microsoft’s preferred Global ISV in Automotive & Equipment, Annata delivers solutions that are deeply embedded in the Microsoft ecosystem, providing functionality that helps manufacturers, distributors, dealers, rental companies and fleet operators to deal with industry challenges, and to transform their existing operations and processes to adapt to and embrace new opportunities through technologies like IoT, machine learning, and cloud-based services.

Their commitment to providing business solutions to the industry on Microsoft platforms is supported by their investment in R&D and close relationship with Microsoft to make sure their customers get the best possible technical solutions fitting their industry needs, but with continuous innovation, development and support.

Annata promotes a flat management structure and typical Nordic teamwork culture, and actively encourages a positive working environment by providing employees with quality training and space for individual growth while advocating good health and wellbeing for the wider Annata community. They strive to comply to the United Nations Sustainable Goals of Gender Equality to cultivate equal rights and opportunities to anyone regardless of age, race, gender, religion and nationality.

The position

Reporting to the Chief Executive Officer, Magnus Norddahl, the Chief Sales Officer (CSO) will be a pivotal member of the leadership team and contribute significantly to the company’s growth.

The CSO will lead the company to the next stage of scaling and revenue, by providing more market focus, creating robust structures and processes, and creating, maintaining and managing large contracts to ensure a healthy project pipeline. The growth strategy is based on strong expansion of the CRM portfolio, both in breadth of offering and geographies served, while continuing to maximise product sales.

Key interfaces will include both the Board and Leadership teams, key clients, and the wider sales/commercial teams including presales, Account Managers, and some marketing crossover. The CSO will lead a team of around 20-30 FTEs based in multiple global locations. The Annata Sales Pods will be distributed across the globe in Chicago (North America), Munich (Europe) and Kuala Lumpur (APAC). The incumbent CSO will be expected to play a pivotal role in the recruitment strategy and activities of growing these Sales Pods.

The role may be based anywhere in Europe, but preferably in Northern Europe, and will require frequent travel.

Tasks & responsibilities

The CSO will focus and implement a globally integrated, locally customised Sales Strategy, with the objectives to:

• Be responsible for the development of the commercial and sales strategy as well as its execution, and be capable of translating the company’s strategy into sales activities, budget, and planning. Tracking the progress of the execution, and intervene if significant gaps between forecast and actuals do occur.
• Lead and be responsible for the organisational growth and maturity of the sales team, and maintain the informal and open culture combined with personal growth and personal development of the team is a priority. Personal effectiveness and team collaboration are important drivers.
• Be accountable for the financial and KPI reporting to the CEO and Shareholders. Know the value drivers of the business, monitors and have an overview of the quality of the main processes. Have a strong focus on liquidity, profitability, and value creation.
• Maintain strategic relationships with software partners, sales partners, and others within the ecosystem.

Candidate profile

Skills & Competencies

• Self-starter, highly motivated, and entrepreneurial
• Proven international commercial management track record in CRM and ERP businesses
• Strong knowledge of SaaS industry and products
• Has successful experience in leading a scale-up software company/companies to the next level
• Pragmatic and hands-on
• Experience in acquisitions and sales
• Fluent in English, both verbal and written

Customer Centric

• Researches the customers’ needs and requirements and acts accordingly to realise competitive advantage
• Has strong influencing skills and is able to create commercial results of his/her/their customer focus Execution Power – Performance Management
• Demonstrates high demands and standards of own and employees’ work and performance
• Defines and realises commitment for visible key performance indicators
• Inspires and supports the execution
• Shows a dissatisfaction with an average performance
• Provides direct feedback and acts in case of non-performance

People Management

• Builds great sales-teams by active recruitment
• Ensures preconditions are met to achieve the strategic goals
• Stimulates internal and external collaboration
• Personal development and engagement of employees is a key priority

Entrepreneurship

• Signals opportunities in the market, for both existing and new products/services
• Acts accordingly and dares to take calculated risks

The offer

• Senior leadership role with significant opportunity to influence the direction, growth and success of the business
• Opportunity to work within the “Inner Circle” of Microsoft Dynamics partners
• Interesting and innovative industry
• Open, non-corporate culture
• Lead a diverse, knowledgeable and dedicated international team
• An attractive remuneration package is part of the position
• Interesting career development opportunities

Interested?

You can apply to this position by using the form below.

Interview procedure

• Interview with Boyden
• With mutual agreement, presentation to Annata
• Interviews with Annata
• Reference check