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The AVP, Federal Civilian Sales is responsible for leading the Go-to-Market strategy for a highly skilled team of Client Directors in achieving organizational sales and growth targets.Sales:
- Lead a highly skilled team of Client Directors that own driving YoY sales growth in alignment with the Government Business Unit’s goals and strategies. Integrate the supporting activities of the Solutions Engineers into the sales process. Ensure that resources are optimally allocated across the area to maximize short and long term financial results.?Provide Executive management and professional development for Client Directors to connect at higher levels in customer organizations, to allow a better influence on client decision-making, and approval of spending.
Client Relationships:
- Leverage deep knowledge and experience within?vertical?space to identify areas of future growth and develop plan to execute. Work with team to expand relationships with C-level and senior members of clients to develop more meaningful customer relationships offering greater value. Work collaboratively with internal partners within different functional areas to ensure tight alignment of priorities and resources.
Target setting and tracking:
- Set annual, quarterly, and monthly sales targets for the Client Directors and manage an ongoing process for tracking sales.?Communicate targets and results upwards as part of process for building an accurate representation of business performance to senior leadership. Strong skills in pipeline management and utilizing SFDC to forecast pipeline progression.
Account Planning:
- Lead the Client Directors and sales support team members through quarterly detailed account planning process for each account. Evaluate the aggressiveness of the account plans and pressure-test their feasibility. Account Planning for each account will include:?Accounts’ Damp;B spend forecast, key insights from the clients’ solution reviews, assessment of account’s needs, proposed steps for growing account spend including driving new business and the upsell and introduction of new products/solutions/services.
Performance Measurement:
- Actively measure and evaluate the performance of Client Directors, measuring against clearly identified benchmark guidelines. Assure?that the performance of all key metrics in salesforce.com is properly measured SFDC interaction frequency, opportunity updates with next steps to closure, account plans completed, quantity of customer meetings, sales performance (new and total sales), and close ratio for new business. Verify that necessary steps are taken to improve and manage performance and take the necessary steps to building a high-performing team. Create and drive cultural plans that create a high performing team.
Training and Coaching:
- Provide coaching and leadership to the team.?Ensure that all sales and sales support team members undergo required training as a part of their business requirements and professional development.?Participate in sales calls in varying stages of the sales process with Client Directors to provide coaching and feedback for improving performance with their customers. Develop career plans for each Client Director and identify areas of exposure and growth to help them achieve their career plan aspirations.
Key Requirements:
- 10+ years of successful sales leadership in consultative/solution oriented selling environment with US Federal Government.
- Strong executive presence along with speaking, presenting, and written skills.
- Demonstration of original thought in business plan development and history of successful execution against those plans.
- Proven success with driving new and existing multimillion-dollar engagements in a high complex, changing environment to ensure achievement of objectives and significant customer value.
- Demonstrated ability to manage a team in a manner that instills a strong belief in achieving goals, focuses on preparedness and creates a passion for winning and personal development / growth.
- Strong communication, interpersonal, planning and problem-solving skills.
- Results oriented, self-starter who is able to drive priorities and own outcomes in a matrixed environment.
- Strong experience in sales management/business development with a successful track record in sales.
- Strong