Sales Director, Public Sector - California
Location: , CA
Function:
Visionary Integration Professionals (VIP) is an industry-leading provider of tech-enabled services, IT managed services, and management consulting services. VIP helps its clients strengthen mission outcomes by combining deep industry specialization, agility to adapt as needed, and an unwavering commitment to client satisfaction. VIP brings expertise in how to deploy systems that align people, processes, and technology to accelerate strategic change and to deliver business results in partnership with its clients. Since 1996, VIP has worked with over 1,200 state and local, federal, and commercial clients. To learn more about VIP, please visit: www.trustvip.com
The Public Sector Business Unit for VIP is growing exponentially. In response, VIP is looking forward to hiring a Sales Director to further expand across the U.S. The Sales Director is responsible for creating and executing a strategy to sell tech-enabled services, IT-managed services, and management consulting services to the public sector. VIP has had great success working with a diverse group of industry-leading software providers including Salesforce, Accela, Infor, Mark43, Tyler, OpenText, Okta, Socrata and EUNA. This Public Sector Sales Director will lead or be involved with the full sales cycle including sales strategy, lead generation, high-level solution assessment, partnering/teaming, proposal leadership, account plan management, and deal closure.
This is a remote position based in California, preferably the Sacramento Area.
Responsibilities include:
Develop and execute a strategic sales plan for assigned target market to achieve quarterly and annual sales quota set forth by the company
Constantly cultivate relationships with prospective and existing customers, supplement demand generation activities with personal rolodex and prospect contacts
Secure and attend meetings with prospective customers to gain information pertaining to their business needs and current environment, develop sales messaging and conduct client presentations to C-level executives, qualify opportunities
Shape the future project scope for prospective clients, establish optimal company solutions and corresponding cost estimates
Select the best of breed partners with the best-fit solutions to tailor how VIP responds to RFPs, secure new business, and most effectively deliver to clients' business needs
Lead the proposal process in conjunction with the proposal team to ensure compelling and compliant bids are submitted
Represent VIP at trade shows and events
Work to achieve and exceed annual quota goals
Actively manage prospects, opportunities, and territory pipeline leveraging SFDC CRM
Stay current with new product knowledge, technology, services, and industry developments
Maintain and communicate plans and reports regarding sales activities on a regular basis
Requirements:
Minimum 5 - 8 years of industry experience or technology sales to government entities (i.e., federal, state and local)
Experience with complex BPO/ITO/System Integration solution sales cycles with diverse product offerings required
Proven and verifiable success managing, meeting and surpassing an $5 to $10 million annual quota
Proven remote sales and demand creation capability, proven ability to conduct discovery/needs analysis with prospective customers and to develop a successful action plan
Excellent interpersonal and customer service skills in both written and verbal communications, poised in communicating with customers, partners, consultants, and internal team members
Proven formal presentation skills before large and small groups
Proven negotiating and influencing skills
Demonstrated ability to "set the right expectations" for prospective customers
Excellent analytical and problem-solving skills
Proven self-starter in addition to a team player
Demonstrated proficiency in Outlook, Word, Excel, PowerPoint, and Salesforce
Proven track record of exceeding quarterly and yearly sales goals
Ability to travel to customer sites, company meetings and out-of-town events as required
Bachelor's degree or equivalent experience required
The compensation for this position includes a base salary of $130,000 to $140,000 per year and OTE of $270,000 plus, depending on experience and qualifications. This position is eligible for a benefits package including Medical, Dental, Vision, a 401(k) Plan and Company Match, Short-Term and Long-Term Disability coverage, Basic Life Insurance, 7 Paid Holidays and Flexible Paid Time Off.
We are an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, gender identity, sexual orientation or protected veteran status and will not be discriminated against on the basis of disability.
We participate in the federal E-Verify program to verify a new employee's eligibility to work in the United States.