Director of Sales, Public Sector
Location: Eatontown, NJ
The Director of Sales, Public Sector (K-12, higher education, state and local government) will lead team of 5-7 sales professionals. In addition to managing the sales team, this leader will be responsible for partnering with the sales development and marketing functions responsible for generating and managing leads. This individual will drive success through developing effective business strategies and managing overall sales activities to deliver the desired business results.
ESSENTIAL DUTIES AND RESPONSIBILITIES- MAY INCLUDE THE FOLLOWING: OTHER DUTIES MAY BE ASSIGNED.
- Develop and implement strategic sales plans to achieve corporate goals
- Develop and implement sales selling methodology, based on market research and competitor analyses
- Create internal cross selling and upsell sales strategy
- Direct sales forecasting activities and set performance goals
- Review geographic market analyses to identify growth opportunity
- Direct performance evaluations to develop a culture of accountability
- Direct development activities and coordinate sales distribution by establishing sales territories, quotas, and goals
- Collaborate with other ecosystem partners to identify and execute on a cross selling strategy
- Represent company at trade association meetings to promote Aspire and our capabilities
- Deliver sales presentations to key clients in coordination with sales representatives
- Meet with key prospective clients, assist sales representative with maintaining relationships and negotiate and close deals
- Analyze and control expenditures to conform to budgetary requirements while measuring costs to acquire customers
- Prepare periodic sales reports showing sales volume, pipeline development and areas of growth and expansion
- Monitor and evaluate the competitive landscape
- Partner with Marketing to develop and execute a winning marketing plan and go-to-market strategy
- Partner with Marketing to refine go-to-market strategy and understand product positioning internally to drive key benefits in sales presentations
- Partner with Customer Success and Customer Support teams to identify customer requirements and possible business opportunities.
- Train and coach all sales individuals on a consistent cadence
Minimum Education & Experience
- Bachelor’s degree
- Five years or more sales experience selling complex technical solutions to public sector or enterprise accounts
Preferred Education & Experience
- Master’s in Business Administration
- Working knowledge of public sector and partner selling environment
- Ten years or more track record of successful sales experience selling complex technical solutions to public sector or large enterprise accounts.
- Ability to manage influence through persuasion, negotiation, and consensus building
- Experience with sales funnel management and structuring sales quota and revenue expectations
- Dedicated focus on forecast accuracy and delivering results
- Passion for revenue and growth
- Deep understanding of value drivers in recurring revenue business models
- Analytical and process-oriented mindset
- Strategic planning and implementation skills, ability to think ahead
- Employee training and development expertise
- Proficiency with utilizing all manner of technology to advance sales operations including CRM
- Demonstrated leadership through accountability, continuous learning and improvement
- Enthusiastic and creative leader with the ability to inspire others
- Excellent communication and presentation skills
TRAVEL: The Director of Sales is expected to meet with client’s in-person throughout the assigned territory. Typically, the Director of Sales will have three to five meetings outside the office in any given week. When not in the office, it is expected that the Account Manager will work in the designated area of closest Aspire Office. The Director of Sales may be given the right to work from their home when they are not with a client or partner meeting.
The Director of Sales is also expected to attend meetings and events that take place outside of standard business hours. A typical week will have one or two dinner meetings or activities that take place in the evening.
PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to stand; walk; and use hands to finger, handle, or feel objects, tools, or controls. The employee is occasionally required to reach with hands and arms. The employee must occasionally lift and/or move up to 35 pounds. Specific vision abilities required by this job involve normal vision.
WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
The noise level in the work environment is usually quiet to moderate.