Vice President, Public Sector Sales

Forrester Research - McLean, VA

Full-time - Senior

McLean, VA

Professional, Scientific, and Technical Services

About the position

Forrester's Vice President of Public Sector Sales leads and drives our government sales strategy and initiatives to achieve revenue targets and expand our market presence in the public sector across the US and Canada. This role is pivotal in shaping the company's growth trajectory and fostering strategic partnerships with government agencies at all levels. The Vice President will collaborate with executive leadership to develop a comprehensive government sales strategy that aligns with company goals and market trends. This includes identifying and prioritizing target government agencies and market segments to maximize revenue opportunities, establishing clear objectives and KPIs to measure the success of government sales initiatives, and developing go-to-market initiatives with key Forrester sales, marketing, consulting, and product leaders. In addition to strategy development, the Vice President will lead and mentor a high-performing government sales team, providing guidance, support, and coaching to drive individual and team success. This role requires fostering a culture of accountability, collaboration, and continuous improvement within the government sales organization. The Vice President will also be responsible for recruiting, onboarding, and retaining top talent to strengthen the government sales team and ensure alignment with company objectives. Strategic relationship building is another critical aspect of this role. The Vice President will cultivate and maintain strategic relationships with key decision-makers and influencers within government agencies, including federal, state, and local entities. This includes driving engagement with government stakeholders through effective communication, presentations, and proposal submissions, as well as identifying and pursuing partnership opportunities with government contractors and channel partners. The Vice President will oversee all aspects of government sales operations, including pipeline management, pricing and contract management, forecasting, and deal execution. This role requires collaboration with cross-functional teams, including marketing, finance, deal desk, product management, and legal, to support government sales activities and address customer needs. The Vice President will analyze sales performance data and market trends to identify opportunities for optimization and growth, ensuring compliance with applicable regulations, policies, and procedures governing government sales.

Responsibilities

• Develop and execute government sales strategy in collaboration with executive leadership.
• Identify and prioritize target government agencies and market segments to maximize revenue opportunities.
• Establish clear objectives and KPIs to measure the success of government sales initiatives.
• Develop go-to-market initiatives with key Forrester sales, marketing, consulting, and product leaders.
• Lead and mentor a high-performing government sales team, providing guidance and support.
• Foster a culture of accountability, collaboration, and continuous improvement within the government sales organization.
• Recruit, onboard, and retain top talent for the government sales team.
• Cultivate and maintain strategic relationships with key decision-makers within government agencies.
• Drive engagement with government stakeholders through effective communication and presentations.
• Oversee all aspects of government sales operations, including pipeline management and deal execution.
• Collaborate with cross-functional teams to support government sales activities and address customer needs.
• Analyze sales performance data and market trends to identify opportunities for optimization and growth.
• Ensure compliance with applicable regulations and policies governing government sales.

Requirements

• A bachelor's degree.
• At least 10-plus years' experience in government sales leadership.
• Solid knowledge of navigating the United States government sales cycles.
• Deep understanding of government procurement processes, regulations, and contracting vehicles.
• Strong leadership and team management skills.
• Excellent communication, negotiation, and presentation skills.
• Strong presentation skills for delivering in-person and virtual presentations.
• Strategic thinker with a results-oriented mindset.
• Demonstrated ability to thrive in a fast-paced, dynamic environment.

Nice-to-haves

• Clearance (not required but preferred); the ability and willingness to get cleared up to TSSCI.

Benefits

• Health insurance coverage.
• Dental insurance coverage.
• 401k retirement savings plan.
• Paid holidays and vacation time.
• Professional development opportunities.
• Flexible scheduling options.