Sales Director - State & Local Government

We are currently seeking a proven Director to manage and grow our government sales vertical specifically focused on State & Local government agencies. 

The State & Local Director role demands a strong and proven track record in seeking out and building relationships with end users, consultants, architects, general contractors, contract vehicle holders and industry influencers. In addition to building and executing on a sound goto market strategy, while managing a team of business development managers. The ideal candidate must bring a high level of business expertise, technical knowledge and/or education, an established end-user contact list, and resourcefulness to facilitate a strong business development process that leads to new projects and opportunities. This involves engaging with internal/external customers and identifying and analyzing new opportunities - whether known or not. Responsibilities include acquiring new projects within State & Local Government Agencies in the United States and Canada. The individual in this position is responsible for developing pipelines, qualifying opportunities, boosting revenue individually, managing and mentoring a team of State & Local Business Development managers.

The role calls for building relationships with strategic partners and customers. Effective collaboration, negotiation, and cooperation are crucial for achieving business goals. Additional tasks may include identifying and assessing State & Local contract vehicles, forming complimentary manufacturer relationships, creating short and long-term marketing campaign strategies, and building a robust business development plan. The Business Development professional must stay informed about competitor business models, performance, leadership, and market share impact.

The State & Local Director plays a pivotal role in driving growth and expanding the organization's reach. By actively participating in operational and group strategy discussions, they contribute valuable insights that inform decision-making and shape the direction of the company's State & Local growth strategy. Their involvement in business development processes ensures alignment with overarching goals and objectives, paving the way for sustainable success.

Collaboration is at the heart of the Directors responsibilities. By forging strong partnerships with regional account managers, they facilitate a seamless transition from identifying opportunities to pursuing them with purpose and precision. Their ability to individually and manage a team to cultivate relationships with customers and industry stakeholders is instrumental in nurturing trust and loyalty, ultimately leading to mutually beneficial outcomes.

Moreover, the Director serves as a conduit for internal and external collaboration, acting as a bridge between different teams and stakeholders. By effectively communicating the organization's core capabilities and value proposition, they enhance brand visibility and credibility in the market. Through strategic planning and meticulous execution, they contribute to the seamless operation of capture teams and the successful acquisition of new projects.

In essence, the Director is a catalyst for innovation and growth, continuously seeking ways to optimize processes, drive efficiencies, and capitalize on emerging opportunities. Their dedication to upholding business standards and aligning pursuits with the overall business strategy ensures that every endeavor is anchored in purpose and poised for success.

Additional duties involve developing solutions for specific opportunities, managing partner relationships, actively engaging in business planning activities, and overseeing all State & Local business development activities to deliver qualified opportunities to regional teams. The ideal candidate should possess a solid understanding of US Government contracting, contract types, procurement processes, and exhibit teamwork, strong reasoning, and effective communication skills in both verbal and written forms.

What You'll Do:

• Lead a team and personally generate a robust pipeline that leads to new revenue within the State & Local Government market by identifying, developing and maintaining strategic customer relationships with end users and other decision-makers and influencers
• Initiate and participate on team, partner and prospect sales calls and model the speed, agility, aggressiveness, teamwork, and responsiveness required to win in the State & Local government market
• Work with Pre-Sales Applications Engineers to assemble solutions and sales proposal responses
• Actively contribute to the development of marketing programs for this segment by working with outbound marketing to develop regional sales targets while implementing marketing programs that grow revenue
• Collaborate with Marketing and Inside Business Development Manag