Director, SLED Strategy & Development, Strategic Sales

Say hello to opportunities.

It’s not everyday that you consider starting a new career. We’re RingCentral, and we’re happy that someone as talented as you is considering this role. First, a little about us, we’re a $2 Billion annual revenue company with double digit Annual Recurring Revenue (ARR) and a $93 Billion market opportunity in UCaaS, Contact Center and AI-powered adjacencies. We invest more than $250 million annually to ensure our AI-enabled technology and platforms meet or exceed the needs of our customers. 

RingSense AI is our proprietary AI solution. It’s designed to fit the business needs of our customers, orchestrated to be accurate and precise, and built on the same open platform principles we apply to our core software solutions.

Job Duties:

• Develop & track performance metrics for SLED Development Team’s targeted activities, including funnel growth, customer & prospecting activities, & health of sales motion

• Partner with Sales and Support leaders to develop comprehensive Go-To-Market strategy for SLED sales within strategic markets to meet and/or exceed pipeline growth & sales targets

• Partner with Marketing to develop SLED-focused prospecting & targeted marketing campaigns that align with current strategic focus

• Manage team that creates, organizes & implements standard procedures for RFP quoting, tracking, reporting & responses to track metrics for success & failure on government RFP submissions

• Coach & train SLED Development team on the Sales Transition stages, providing templates for documentation of solutioning, packaging, financial analysis & additional items required to position opportunities for higher probability of close upon transition to the SLED Sales team, ensuring “White Glove” sales transition for customers

• Analyze & develop comprehensive SLED Sales playbooks, detailing various buying personas, motivators, trends, & talk tracks to increase sales conversion

• Standardize early stages of the SLED buying stages, from opportunity identification to qualification to scoping, to ensure seamless handoff to SLED Sales team for pursuit as well as exceptional experience for our customers

• Build & sustain consultative relationships with senior executives; identify budget owners, stakeholders, influencers & decision makers to gain in-depth knowledge of clients’ business priorities, challenges & initiatives to cross-sell & up-sell to solve the customers challenges & generate new revenue

To succeed in this role you must have experience in:

• Build, maintain, and retain strong relationships with the channel and technology partner community. 

• Managing the bid process and reviewing contracts with the larger strategy of the public sector organization. 

• Participating in,  and aligning to the state contracts.  Understanding how to gain access to the bid process. 

• Review and support RFP responses in the Public Sector & Education space. 

• Experienced and well-versed with complex partnerships negotiation and scaling pipeline and revenues with partners.  

Desired Qualifications:

• 10+ years of experience working directly with public sector agencies and entities

• Leadership experience inclusive of remote employees

• A focus on teamwork to work alongside sales, operations, and executive leadership to communicate key metrics and promote overall growth for the organization

• BA/BS Degree or equivalent.

What we offer:  

• Comprehensive medical, dental, vision, disability, life insurance

• Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits

• 401K match and ESPP

• Paid time off and paid sick leave

• Wellness programs including 1:1 coaching and meditation guidance 

• Paid parental and pregnancy leave and new parent gift boxes

• Family-forming benefits (IVF, Preservation, Adoption etc.)

• Emergency backup care (Child/Adult/Pets)

• Pet insurance and Pet Telehealth

• Employee Assistance Program (EAP) with counseling sessions available 24/7

• Free legal services tha