Director of Regional Sales

Company Overview

NWN is the leading AI-powered technology solutions provider for North America's most innovative public and private organizations. For more than 30 years, NWN 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. NWN is a high-performance, high-integrity team of 1,000+ 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. For more information, visit: NWN.ai.

Responsibilities

The Director of Regional 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

Essential, key job responsibilities for this role include, but are not limited to:

• 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.
• Vendor management.
• 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 trainin