Director of Sales

Director of Sales

Duration:            Direct Hire

Location:             Florida (Remote)

Position Description :

Summary

This career opportunity is with a national technology systems integrator whose annual revenue is over a billion dollars and located in Austin, TX. For more than 30 years, our client has helped over 5,000 CIOs deliver technology modernization programs with its Intelligent Workplace, Customer Experience (CX), Managed Devices, Cybersecurity and Public Safety, Connectivity, and Intelligent Cloud solutions. The company's proprietary Experience Management Platform ensures seamless service delivery, real-time observability and improved efficiency for its clients' most demanding technology needs. They are a high-performance, high-integrity team of 1,200+ experts committed to a customer-obsessed culture, earning a 75 Customer Net Promoter Score. The company has been recognized with hundreds of industry awards and is proud to be a 'Best Place to Work' with an 86 Employee Net Promoter Score. 

Responsibilities

The Director of Sales prioritizes and drives execution of opportunities for growth and plays a key leadership role within their assigned region to achieve maximum profitability that supports the company's goals, vision, and values, within government agencies, educational institutions, and other public sector organizations. This role requires a strong understanding of public sector procurement processes, excellent relationship-building skills, and the ability to navigate complex sales cycles.

Scope of Role Responsibilities

- Oversees the daily operations of the sales team to ensure goals and objectives are being met.
- Generally, with some exceptions, is responsible for assigned sales quota of up to approximately $50M.
- Establish account lists and align sales territories.
- Ensures strategic account plans are developed and completed for top accounts in region targeting public sector organizations to achieve revenue targets.
- Routinely engages key internal selling and service support partners, works closely with Systems Architects and Engineering leaders and their teams to drive a complete set of solutions and services in each sale.
- Monitors all sales activities within the team to ensure satisfactory account management performance is being consistently maintained and goals and objectives are being met.
- Reviews all current projects to include; invoicing, project milestones, and performance to ensure we are maximizing our sales efforts and meeting quarterly performance objectives.
- Achieves sales and marketing goals by working effectively with internal and external partners.
- Creates and maintains client relationships within the customer base to include; meetings with manufacturers, customers, and vendors to continue and enhance the business and make us the partner of choice.
- Assist with navigation of complex public sector procurement and compliance requirements, ensuring adherence to regulations and guidelines.
- Provides RFP assistance and direction to sales and engineering team.
- Approve expense reports for direct reports in accordance with specified budgets and company policies and procedures.
- Interacts with vendors on a strategic level to plan, manage, and evaluate annual growth objectives for both sides.
- Routinely communicates to vendor partners to ensure plan objectives are being met and create go to market strategies.
- Fosters effective relationships with multiple vendors to increase effectiveness in business growth.
- Stay informed on public sector trends, technology advancements, and policy changes affecting the market.
- Ensures sales team is trained on key partner solutions and maintains relevant certifications.
- Executes sales strategy by identifying customer needs and selling the appropriate services.
- Maintains a targeted understanding of customers' business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.
- Meets or exceeds annual sales top line revenue and margin goals as defined by management.
- Manages individual sales objectives to include sales orders and billing activities to support quarterly goals.
- Manages on-going customer account maintenance to include, updating account information in internal systems and resolving customer satisfaction issues.
- Ensure each staff member completes Career Development Plan and reviews quarterly at a minimum.
- Educates team on sales, technical, and business acumen to better support customer needs.
- Provides training to sales resources on core selling tools and processes.
- Mentors and motivates sales team members to ensure satisfactory performance.
- Ensures training and development on reporting and metrics management, internal systems and processes to enhance the accuracy of sales forecasts and processes.
- Continuously drives recruiting efforts and leads interviewing efforts to ensure a continuous pool of candidates and to find and select the most qualified sales candidates.
- Manages and educates team on account mapping, marketing, planning, and execution to further enhance go to market strategies.
- Reviews and completes annual performance appraisals for direct reports in accordance to policy and procedures.
- Monitors staff development objectives to include, sales training and certifications.
- Strategic planning and presentation.
- Provides accurate weekly, monthly and quarterly sales forecasts and manages individual and team pipelines at all stages to ensure we are meeting goals and objectives.
- Understands market trends and trains internal and external partners on business opportunities.
- Conducts weekly sales commitment calls on both regional and corporate levels to ensure effective strategies are being deployed.
- Reviews company, territory, regional and individual progress updates with team members.

Qualified candidates would have the following:

- Bachelor's degree or equivalent work experience/military experience.

- Working knowledge and/or the ability to quickly assimilate and reliably use client's core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology and fundamental skills learned in our Force

- Management sales process training.

- 10 years of experience in areas of technology solution sales and consulting within the public sector.

- Excellent oral and written communication skills.

- 5+ years of management experience.

- Strong knowledge of public sector procurement processes and regulations.

- Experience responding to RFPs and managing public sector contracts.

- Experience selling complex solutions and services.

- Self-motivated and competitive with strong organizational and interpersonal skills.

- Presentation and public speaking skills.

- Mentoring/coaching skills.

- Customer focused.

- Knowledge of basic economic and accounting principles and practices.

- Knowledge of administration and management principles, specifically in; strategic planning, resource allocation, leadership technique, and coordination of people and resources.

- Knowledge of human resource principles and procedures to include; personnel recruitment, selection, training, and development.

- Ability to work closely and effectively with members across departments and at all levels of the organization.

- Must possess a clean driving record and have access to a personal vehicle or reliable transportation.