Aokah

VP, Growth and Solutioning
Aokah - Globalize Work with Confidence
Location
<ul>
<li>Remote, Northeast US (preference for the Boston, New York, Washington DC and Philadelphia corridor)</li>
</ul>
Full time |
Reports
to the Chief Customer Officer
Function:
Growth, Sales &amp; Customer Experience
Reports to:
Chief Customer Officer
Works with:
CEO, Product, Growth, Sales Enablement, Customer Success, Finance, and our strategic partner Mphasis
THE OPPORTUNITY
Every year, the world’s largest enterprises make decisions worth hundreds of millions of dollars: where to build a Global Capability Center, how to stand it up, and how to run it so it keeps paying off. Aokah exists to help them get those decisions right.
We are looking for a Vice President, Growth and Solutioning who can sit across the table from a GBS Head, CFO, COO and CTO, build the business case with them, and turn that case into lasting revenue. This is not a territory and a script. You will own a number and the solution behind it, and you will help define a category as we build it.
ABOUT AOKAH
Aokah helps enterprises Globalize Work with Confidence. Our AI native execution intelligence and orchestration platform, supported by Forward Deployed Experts, helps clients explore, build, run and optimize their 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 will sell and the promise we keep.
WHAT YOU WILL DO
<ul>
<li>Build the value case
. Partner with executive buyers to build value proposition canvases and economic models from their own data: fully loaded cost baselines, time to value, risk avoided and capability gained. Every figure sourced, never assumed.</li>
<li>Lead complex pursuits end to end
. Own qualification, buying group coverage, proposals, commercial shaping and close, using
MEDDPICC
to run deals with rigor and honesty.</li>
<li>Anchor every account in Aokah Run:
Aokah serves four stages: Explore, Build, Run and Optimize. Most competitors sell one. You will sell the arc, anchoring every relationship in Aokah Run and converting early engagements into multi-year subscriptions.</li>
<li>Scale strategic relationships
. Take Run design partner relationships, sponsored by our CEO, into commercial scale.</li>
<li>Expand
what you win
. Grow accounts across functions, geographies and the client’s partner ecosystem.</li>
<li>Shape what we build
. Bring evidence from the market directly to our Product team.</li>
<li>Co sell with our strategic partner
Mphasis within agreed rules of engagement.</li>
</ul>
WHAT YOUR FIRST YEAR LOOKS LIKE
<ul>
<li>30 days
: Fluent across Explore, Build, Run and Optimize, running value canvas sessions independently, with an agreed target account list.</li>
<li>90 days
: First qualified pursuits with full buying group coverage and at least one live Run conversation with a named economic buyer.</li>
<li>6 months
: First deals closed, with Run scoped in the same engagement, and reference quality value cases in two accounts.</li>
<li>12 months
: A self sustaining pipeline you built, a repeatable value case method the team adopts, and expansion inside at least one account you won.</li>
</ul>
We measure success by decisions created, not meetings held.
WHAT YOU BRING
<ul>
<li>10+ years selling software and services into GBS, GCC or outsourcing organizations</li>
<li>A proven record of closing complex deals of $250K to $1M+ with multi stakeholder buying groups</li>
<li>Deep fluency with the GBS and GCC buyer: GBS Head, Transformation Head, CIO, CFO, CPO, CHRO and COO, and what each is truly measured on</li>
<li>Demonstrated ability to build an economic value case from client data, including fully loaded cost baselines</li>
<li>Experience selling recurring platform or subscription revenue alongside services</li>
<li>Confidence representing an early stage company to Global 2000 executives, often as the only Aokah person in the room</li>
<li>Strong CRM discipline (we run on Zoho)</li>
<li>Authorization to work in the United States</li>
</ul>
Preferred:
<ul>
<li>Operating experience inside a GCC, GBS organization or service provider</li>
<li>Co selling experience with a major systems integrator or BPO</li>
<li>An executive network across the Northeast in manufacturing, industrials, consumer, life sciences, financial services or technology</li>
</ul>
YOU WILL THRIVE HERE IF YOU
<ul>
<li>Build the client’s business case before you build the proposal</li>
<li>Sell with evidence and source every number</li>
<li>Answer “what does the platform do?” with a question about what the client is trying to decide</li>
<li>Can hold a room of eight executives who disagree with each other</li>
<li>See a well qualified “no” as a clean outcome</li>
</ul>
This role is built for someone who wants to create a category, not inherit one.
WHY JOIN AOKAH
<ul>
<li>Category defining work. Help shape how the world’s leading enterprises globalize their operations.</li>
<li>Real ownership. You own the number and the solution, with direct access to our CEO and a small senior leadership team.</li>
<li>A path to leadership. You join as a senior individual contributor, with the mandate and funding to build your own team as the motion scales.</li>
<li>Meaningful rewards. Competitive base, variable pay tied to closed revenue and Run attach, and meaningful equity in an investor backed growth company. We share the equity range early in the process.</li>
<li>Values we live by: People First, Client at the Core, Shared Prosperity, Wisdom in Motion, Resilience by Design, Do the Right Thing.</li>
</ul>
OUR HIRING PROCESS
A transparent, four step process:
<ol>
<li>Conversation with our Chief Customer Officer on fit and approach</li>
<li>Solutioning conversation with our Head of Product</li>
<li>Live working session where you build a value proposition canvas from a brief we provide</li>
<li>Conversation with our Founder and CEO on judgment, ambition and values</li>
</ol>
You will receive a decision within two weeks of the working session.
READY TO SHAPE THE FUTURE OF GLOBAL ENTERPRISE?
Apply here or reach us at <a href="mailto:talent@aokah.com" rel="nofollow noopener" target="_blank">talent@aokah.com</a>.

VP - Growth & Solutioning

VP - Growth & Solutioning

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