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VP Sales, Installed Base



Sales & Business Development
Montreal, QC, Canada
Posted on Thursday, September 7, 2023

About Poka

Poka is an innovative app designed for manufacturing companies that empower frontline workers to learn continuously, solve problems and collaborate in support of continuous improvement. Imagine a combination of Facebook and YouTube designed for factory workers. Say goodbye to paper, make way for tablets! 📱

Poka has become a catalyst for digital transformation and manufacturing leaders such as Nestlé, Bosch, Kraft and Danone trust us with their transition to Industry 4.0. 🏭

We are seeking a visionary and strategic Vice President of Installed Base to lead our company's efforts in maximizing the value and growth potential of our existing customer portfolio. The Vice President Sales - Installed Base (VPS IB) will be responsible for developing and executing strategies to drive customer expansion and satisfaction. The ideal candidate will possess a strong track record of developing and implementing successful customer-centric strategies while fostering cross-functional collaboration.

What you’ll be responsible for:

  • Strategy Development: Develop and implement a comprehensive strategy to maximize the value of our installed customer base. Identify opportunities for upselling, cross-selling, and renewals while ensuring customer satisfaction and long-term loyalty.
  • Relationship Building: Foster and deepen relationships with key stakeholders within our client organizations, understanding their unique needs and aligning our offerings to support their business objectives.
  • Account Management: Lead and mentor a team of Strategic Account Managers to drive upsell opportunities within the installed customer base. Set revenue growth targets and develop strategies to achieve and exceed them.
  • Revenue Growth: Achieve and exceed revenue targets by implementing scalable processes and techniques that leverage the existing installed base.
  • Contract Negotiation: Lead contract negotiations with strategic clients, ensuring favorable terms that align with organizational goals.
  • Collaboration: Foster strong cross-functional collaboration with sales, marketing, customer success, product and customer support teams to align efforts towards achieving installed base growth objectives.
  • Metrics and Reporting: Establish key performance indicators (KPIs) to measure the success of customer expansion efforts. Regularly report on performance to executive leadership.
  • Risk Management: Proactively identify and address customer-related risks that could impact growth. Implement strategies to mitigate these risks and ensure customer satisfaction.
  • Market Analysis: Monitor industry trends and competitors to ensure our offerings remain competitive, and make recommendations for product or service enhancements.

What you bring to the table:

  • Bachelor's degree in Business, Marketing, or a related field. MBA or relevant advanced degree is a plus.
  • Minimum of 10 years of experience in strategic account management selling manufacturing software
  • Minimum of 10 years of experience in sales leadership
  • Proven track record of scaling revenue within an existing client base in a complex business environment.
  • Strong leadership skills with a demonstrated ability to build and lead high-performing teams.
  • Excellent strategic thinking and problem-solving abilities, with a customer-centric mindset.
  • Exceptional communication and interpersonal skills, with the ability to influence and build relationships at all levels.
  • Strong analytical skills and the ability to translate data into actionable insights.
  • Experience working cross-functionally to achieve common goals and objectives.
  • In-depth knowledge of industry best practices for customer success, account management, and customer relationship management (CRM).
  • Demonstrated ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
  • Willingness to travel as required to meet with customers, partners and team members.


What we offer:

  • Dynamic and collaborative work environment.
  • Generous vacation policy upon arrival.
  • 100% remote or hybrid mode (access to our offices in Quebec City and Montreal), depending on your preference.
  • Truly flexible schedule and the possibility of taking every Friday afternoon off.
  • Group insurance from day one (dental, medication, invalidity, travel, etc.).*
  • Telemedicine service with Dialogue*
  • Retirement plan with Wealthsimple after a year.*
  • MacBook Pro and $750 allowance for your home office.
  • Tasty snacks (Fresh fruits, snacks, coffees, teas, etc.).
  • Generous referral bonus.
  • Whatever you need to keep learning and evolve professionally.
  • Rapid evolution in your role. Your responsibilities will not be limited!

*For employees based in Canada only.

Want to learn more about our culture? Click HERE.