Nexthink is the leader in digital employee experience (DEX) management, helping the world’s largest organizations transform how employees interact with technology at work.
Taylor Bellefeuille, VP of Sales, shares everything you need to know about their Sales team!
In this Video
Taylor discusses:
- Who is Nexthink?
- Details on the Nexthink Sales team
- The Sales Process
- A typical day
- The interview process
- Why someone should be excited to join the Nexthink Sales team
Video Transcript
My name is Taylor Bellefeuille and I am the VP of sales for North America Commercial at Nexthink.
Who is Nexthink?
We’re a digital employee experience platform and in its simplest terms, that means that we help IT teams make technology work better for their employees, right? So, we focus on giving IT teams real-time visibility into what their employees are experiencing on their devices. So, we make sure that those issues don’t turn into frustration or worse, lack of productivity. Like I said, we have over 1,300 customers and we really cover multiple industries from manufacturing to finance, healthcare, etc. brands like Toyota, Johnson & Johnson, Unilever and we support over 25 million employees worldwide. So I would say the entire sales org at Nexthink is around 200 people when you look at leadership, account executives, client directors, BDRs, etc. So we operate at a global level. So we have team members everywhere from Boston to the Middle East to Japan. Our sellers are really split into account executives who are responsible for net new and then we have client directors who are focused on customer growth and retention. So the team is organized really by region and segment. So we have a clear ownership of everything from prospecting through expansion and we also have a dedicated partner team that works with everyone from your large global GSIs and MSPs to your local partners. So our partners are integral to our success, play a large role in our sales cycles. And then I do actually want to call out too we have an amazing cross functional team, right? We have our SEs, our event leads, our marketing team, product, customer success and professional services. So they’re all extremely important to our sales motion. So while they’re not true sales roles, they are absolutely part of our sales success.
The Sales Process
I’ll say that our process is structured, but it’s not too rigid, right? So, it’s extremely consultative. It’s driven by customer value. It really starts with us trying to get an understanding of the customer’s digital workplace challenges, right? So, things like employee productivity, IT visibility, proactive resolution, and from there we move into deeper discovery. We typically do a high-level demo followed by a more tailored more custom demo and many times our customers want to get their hands on Nexthink. So they really want to see what it looks like in their environment. So we’ll work with them on a proof of value that’s really grounded in customer data. And that means really taking our agent our software and installing it on their devices. So we’ll work with them on the use cases and drive towards the value that they care about. And then coming out of that POV, we’ll work with them on the business case creation. And this is where we can pull in another outstanding counterpart to our teams, which is the value lens team that really can pull the data from the POV, but then also pull all the data and insights from our over 1,300 customers to build a business case that then our champion can present to a leadership team. You know, the goal throughout all of this, right, is to develop trust with our customer, create clarity, and really make sure that the customers see the real impact to their business that they’ll get from Nexthink. And then from there, it’s contract negotiations and the real fun begins.
A Typical Day
No two days are the same. Which I think is one of the exciting parts about being in sales, right? It could be a typical day could have customer discovery calls. It could have internal strategy sessions between us, sales engineering, customer success. We do deal reviews, right, where we actually try to uncover you know risks within our opportunities and of course we set aside time for pipeline generation. We’re not a culture of micromanagement and that’s certainly not a role that I want to play as a sales leader. We but we expect results, right? and we have a team of sellers that want to win. So, we trust them to do what it takes to get the job done.
The Interview Process
Of course, we want the best of the best here at Nexthink and we have a great TA team that’s helping find outstanding candidates. That said, we really want the candidates to understand Nexthink and the role and what they’re getting into. So, it’s just about us learning about them as it is about them learning about us throughout the process. So typical process will be the candidate will meet with someone from our talent team to do a screening call. From there they’ll meet with myself or someone else from sales leadership. We’ll typically loop in a peer. So maybe another account executive or client director to have a conversation with them. And then we also have our sales candidates do a mock presentation where they are given a scenario and they have to present back to us. And that usually includes myself again an SE leader and maybe a peer. And really the focus of that is to more understand like how they think right how they can conduct a presentation, how they approach complex deals and how they collaborate. So it’s not just about their resume and the deals they’ve done in the past, but it’s really about how they handle sales scenarios. And that’s usually the final step in our process before we move forward into reference calls and an offer.
Why Someone Should Be Excited to Join the Nexthink Sales Team
Nexthink is a really exciting place to be. I’ve been here just about a year and a half and it’s been an awesome ride so far. I think from a technology perspective, we’re solving real meaningful problems for our customers and we’re doing that as a category leader. As a seller, especially in technology, at least I do. I want to work for a company that is constantly pushing the envelope, right? Growing, innovating, adding more products, more sellable SKUs for sales, right? And I truly believe that our product engineering teams are second to none. They’re some of the brightest people I’ve worked with. and having a story to tell about kind of the future of the industry in addition to what products we’re building and how we’re evolving with it is so so exciting. There’s also some really awesome people here, right? They’re smart, hardworking, collaborative. So, I feel very lucky to be part of the organization. And I have to plug this we are hiring for a lot of positions right now. So, definitely reach out if you’re interested.
