Vice President, Federal Sales

What your Impact will look like

• Develop and maintain a clear vision for the Federal Sector team while bringing accountability, energy, a results-orientation, and a growth mentality to the organization.
• Serve as primary company spokesperson and advocate internally and externally on all issues relative to the growth and operation of the Federal marketplace.
• Ultimate responsibility for all policies and strategies for direct sales, business development, channel sales to ensure that the Federal team attains its growth and profitability targets.
• Ensure that the Federal sales organization adopts a proactive and solution-sales mentality to engage with customers at the highest level to develop, shape, and influence sales opportunities in advance of the competition.
• Continued development of a world class sales organization. Specifically, this executive will build a team that will support the company’s short- and long-term growth initiatives in the Federal space.
• Ensure open and effective communication on mission and strategy as well as defining the sales pipeline goals and forecasting sales projections to the senior executive team.
• Forecast annual, quarterly, and monthly sales revenue streams accurately. Ensure the sales team is successful in all facets of their job responsibilities: software revenue, relationship building, pipeline building, forecast accuracy. Achieve quarterly and annual financial goals.
• Play a hands-on role with the field sales organization, maintain a personal presence and high visibility in the field, and directly participate in customer sales cycles at key accounts. Apply the highest-leverage activities to identify, negotiate contracts and close major deals with support from corporate counsel and other key executive staff.
• Evangelize and embed a rigorous sales qualification and pipeline management process across the Federal organization. Implement repeatable processes, systems and best practices that are required to ensure improved operations and increased customer acquisition

You will love this role if you have

• 10-15 years’ industry experience in software sales focused on the Public Sector, specifically within the Federal Civilian markets.
• The candidate will also have demonstrated consistent growth in prior sales and growth focused roles. Evidence of having attained and exceeded quotas in previous positions required (consistently meeting or exceeding goals and financial performance targets).
• Proven capability in building lasting, consultative relationships with C-level executives in customer accounts. Extensive network of relationships at the highest levels within key target customer accounts across the Federal markets with the decision makers and influencers.
• Demonstrated ability to attract, develop and motivate high-caliber talent, defining optimal team structure and developing compensation plans toward common business goals and strategies. Ability to negotiate complex contracts.
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• Experience building and managing a robust sales pipeline. A track record of building a sufficiently large pipeline to consistently deliver on quarterly and annual bookings and revenue targets. Experience defining and executing sales plays that grow the base and generate new logo opportunities. History of developing a prospecting and hunting culture within prior companies.
• Experience in developing partnerships as part of large-scale programs with the alliance and partner organizations in the Systems Integrator community.
• Demonstrated in-depth knowledge of the Federal marketplace, the competition and customer requirements.
• Personal characteristics will include:
• ▪ A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought.
• ▪ An enthusiastic, high-energy and motivating leader who is visibly passionate and is capable of inspiring and galvanizing an organization.
• ▪ A strong focus on execution. This individual must be strategic and creative, but strong execution capabilities are critical for success. An executive with the appropriate level of drive and “toughness” to effectively manage multiple demanding and critical projects in a fast-paced environment, ensuring that results and deadlines are achieved without damaging morale.
• ▪ A leader who creates loyalty, trust and following. One who can energize people and teams. This individual must be highly respected by subordinates, peers, superiors, and partners.