August 31, 2010 at 5:42 pm #109828
GovDelivery seeks a State & Local Government Sales Director to support our continued growth. This position leads sales efforts to states, counties, cities and transit agencies via a dedicated sales and account management staff. Building on the strong sales momentum of the company (Fast 50 winner, 2006 through 2009), this sales leader will broaden our penetration of a large and strategically important market segment. With reference accounts at the state, county, and city level (see elsewhere on the GovDelivery website) this sales leader can make a difference for the company, for the state/local sales team, and, most importantly, for our customers. This position provides an excellent opportunity for growth, visibility, and performance-based compensation in support of a proven, market-leading, high-growth company.
This position will manage regional external and internal sales staff, manage an account management function, collaborate closely with our marketing department, manage external sales partners with senior management, and provide strategic input to other departments. Proven and consistent sales and account management success is critical, especially with a direct sales force including regional teams of inside and outside sales staff. An ability to adapt to the needs of a diverse and rapidly changing marketplace is also important. Finally, we need a strong developer and trainer of talent due to our ongoing growth in a new market space. This position reports to the company’s Executive Vice President, who manages all sales and marketing.
§ Manage external and internal sales reps in multiple sales territories, with focus on new customer acquisition and expansion of current customer relationships
§ Manage account management function, which supports larger current customers, focusing on value realization, a strong consultative relationship, and the identification of upsell opportunities for those customers
§ Manage sales assistant and interns
§ Coach and develop the entire sales staff, providing effective short-term tactics and growing long-term capabilities
§ Select and implement appropriate sales training programs
§ Simplify, standardize, and cost-effectively target our sales efforts on the most receptive prospects
§ Work with marketing staff to tailor core company resources, including lead generations activities, sales presentations, case studies, demonstration, marketing events, and our SalesForce CRM system, for the special needs of this market
§ Personally handle a few key relationships, including customer, sales partners, and key associations.
§ Articulate our value proposition in a concise and compelling manner
§ Develop compensation plans and incentives that provide appropriate rewards while building a strong base of renewable business
§ Develop appropriate metrics to evaluate effective sales activity and to provide useful management reporting
§ BA/BS degree or equivalent
§ 10+ years sales experience
§ 5+ years sales management experience
§ Deep industry experience in software, services, or subscription businesses
§ Experience working with government customers at multiple levels of government (state, county, city)
§ Strong oral and written communication skills
§ Clear, concise communicator via email, phone, webinar, and live presentation
§ Comfortable in a fast-paced environment, able to manage multiple projects on tight deadlines
§ Ability to develop strong relationships with all members of sales team
§ Demonstrated ability to collaborate with other departments including Marketing, Client Services, Product Management
Additionally, the ideal candidate for this position will likely meet many of the following requirements:
§ Deep experience with a sales methodology that focuses on customer information-gathering and consultative selling.
§ Product experience working with SaaS offerings
§ Enterprise sales with licenses or subscriptions.
§ Familiarity with website interactive capabilities, including multiple digital communication options (e-mail, SMS, RSS, etc)
§ Ability to simplify the sale of a complex, highly technical service
§ Strong analytical skills
This position is critical to the success of our business and the compensation package will be tailored to the candidate commensurate with candidate’s experience and skills. Compensation will include base salary and performance-based incentives. Benefits include paid vacation and holidays, medical and dental plan, and matching 401(k).
To apply for this position, send your resume to:
Location: Saint Paul, MN
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