At 6sense, we’re laser-focused on revolutionizing how organizations generate revenue in a more predictable and scalable way. It’s an audacious goal that requires exceptional leadership –– the kind embodied by Andy Champion, our Senior Vice President of International.
Andy joined 6sense this spring, and his path to the role was anything but traditional. As he candidly admits, “I never really planned a career in sales or sales leadership…but I am very grateful that I ended up here.”
After getting a degree in human biology and playing sports like rugby and field hockey in college, Andy went on to serve as an officer in the British Army for six years.
The military experience, which included leading up to 100 people on active duty, has served him well.
But transitioning to the corporate world wasn’t easy at first.
“I found it really hard to get a job. Employers had strong preconceptions about military people, and many didn’t understand about the logistics, the operational execution, the communication skills, the ability to craft a plan and then rally people around that plan,” Andy says. “Nobody quite understood what pigeonhole to put me in.”
A Humble Start
An entry-level position at a recruiting and employment firm gave Andy the foothold that set him on his career path.
This was over 25 years ago, before companies were using the internet for much beyond email. Andy was given a book of business phone numbers and told to try to reach sales directors looking for new hires.
“My first KPI was to make 100 dials a day,” he says.
While unglamorous, that role rewarded hard work, preparation, discipline, and creative problem-solving.
For example: Andy realized that newspapers at the time printed job listing ads on Thursdays, so he would get up and head into the office an hour early on Thursday mornings.
That meant he was almost always the first to call the companies that placed ads.
“And it’s funny, here we are 27 years later, and we’ve just released research as a company that shows the first seller to talk to the buying committee wins deals 84% of the time.”
Succeeding Together
Andy was quickly promoted, found his first true field sales job, and, for the past two decades, he has led wildly successful go-to-market strategies for companies seeking international growth, in Europe and Asia.
He’s done it by focusing on people first.
When he joined 6sense, he shared a wonderful “getting to know Andy” document that laid out his management philosophy, preferences, routines –– and weaknesses –– “with the express purpose of building a foundation of trust and understanding from which we will accelerate our work.”
“It is a guide, and like me, it isn’t perfect. However, the themes are consistent with my beliefs, values, and how I seek to lead,” he wrote.
He believes that leaders should be good listeners.
“If you report to me, we will meet weekly on a one-to-one basis. This is your time with me, and the discussions will be focused on you, your work and your team. … You own the agenda, and I may add important items to it.”
He says that the key to exceeding goals is to help each team member reach and exceed their personal goals.
Character Trumps Initial Skillsets
So, what does a former military officer who struggled to get his first job look for in his new hires? He looks for curiosity, coachability and conviction.
“One of the first things I look for is a high level of curiosity –– that innate desire to understand, without any other agenda,” Andy explains. “Curious people tend to have this cycle of continuous learning… they’re always reading, always looking to figure stuff out whether for work or not.”
Being coachable is also critical: “No one of us is as smart as all of us… You can’t grow if your ego is holding the door shut.”
As for conviction, “I want to see people who will lean into it when it gets tough, not opt out of it. I look for that fire in the belly. The commitment to go the extra step.”
With those traits as his core hiring criteria, Andy eschews fixating on skills or experience.
One of his most successful hires was a former mechanic at a Porsche dealership. That ex-mechanic now leads global sales for a major sports technology company.
“Hire the person,” Andy sums up. “You can always give them skills. You can’t give them attitudes.”
The Importance of Diversity and Inclusion
When you have the right people on your team, the next challenge is to unlock their potential. And that means listening and empowering.
Andy believes it’s critically important to have diversity in a team, because it expands the collective life experience and can lead to more innovation and smarter decisions.
Diversity has numerous dimensions that influence a person’s strengths and capabilities.
“Where did they grow up? What country? What culture? Have they traveled and experienced multiple cultures?” he asks to illustrate his point. “What level of education do they have?”
“One of the biggest mistakes I made early in my career as a manager was requiring a degree in every job description. Why? I don’t use my human biology degree in any aspect of my work,” he says. “You can be smart without being a book learner. Some people learn by doing, and by watching.”
As a book learner, Andy concedes that no matter how much he reads, he can’t replicate the life experiences that you or any other person might bring to the job.
So, a key for success is creating an open environment where people aren’t embarrassed to share their ideas and perspectives, or scared to share feedback when he might be leading the team down the wrong path.
“For me, as a leader, my job is fundamentally to create a culture where those voices can contribute and be heard,” he says.
Why Andy Chose 6sense
After leadership roles at innovative companies across a range of industries, Andy says he was drawn to 6sense by our revolutionary solution and amazing culture.
He had worked with several members of the 6sense executive team at other career stops and knew what to expect. “I’m blessed to work with brilliant people who challenge, inspire and support me unconditionally,” he said.
“For me, it’s the opportunity to revolutionize how organizations generate revenue predictably and at scale. But just as importantly, doing it with great people in a culture where success is celebrated, and where we all have big, audacious goals that we’re leaning in together to achieve.”
Part of that inclusive culture involves what Andy calls “catching people doing great work” through recognition and celebration. “Watching people grow, stretch themselves, and putting in that discretionary effort when nobody else is watching… that’s one of the greatest privileges I have and a big reason I come to work motivated every day.”
Join Us
With passionate, seasoned leaders like Andy Champion driving our international expansion, 6sense is poised to empower more customers than ever before. If you share our values and are ready to lean in, check out our job openings to explore opportunities to join the team!
