NWN
Overview
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.
Responsibilities
Oversees the daily operations of the sales team to ensure goals and objectives are being met.
Responsible for an assigned sales quota of up to approximately $50M, with exceptions as applicable.
Establish account lists and align sales territories.
Ensure strategic account plans are developed and completed for top regional accounts targeting public sector organizations to achieve revenue targets.
Engage key internal selling and service support partners; work with Systems Architects and Engineering leaders to drive complete solutions and services in each sale.
Monitor sales activities to ensure satisfactory account management performance and goal attainment.
Review current projects (invoicing, milestones, and performance) to maximize sales efforts and meet quarterly objectives.
Achieve sales and marketing goals by collaborating with internal and external partners.
Build and maintain client relationships with manufacturers, customers, and vendors to position the company as the partner of choice.
Navigate complex public sector procurement and compliance requirements, ensuring adherence to regulations and guidelines.
Provide RFP assistance and direction to sales and engineering teams.
Approve expense reports for direct reports in line with budgets and company policies.
Interact with vendors to plan, manage, and evaluate annual growth objectives for both sides.
Communicate with vendor partners to ensure plans are met and to create go-to-market strategies.
Foster effective relationships with multiple vendors to enhance business growth.
Stay informed on public sector trends, technology advancements, and policy changes affecting the market.
Ensure the sales team is trained on key partner solutions and maintains relevant certifications.
Execute sales strategy by identifying customer needs and selling the appropriate services.
Understand customers’ business, buying cycles, and establish strong relationships to drive sales and repeat business.
Meet or exceed annual top-line revenue and margin goals as defined by management.
Manage individual sales objectives, including sales orders and billing activities, to support quarterly goals.
Maintain ongoing customer account information in internal systems and resolve customer satisfaction issues.
Ensure staff complete Career Development Plans and review them quarterly at minimum.
Educate the team on sales, technical, and business acumen to better support customer needs.
Provide training to sales resources on core selling tools and processes.
Mentor and motivate sales team members to ensure satisfactory performance.
Ensure training and development on reporting and metrics management, internal systems, and processes to enhance forecast accuracy.
Drive recruiting efforts and lead interviewing to maintain a continuous pool of qualified sales candidates.
Manage and educate the team on account mapping, marketing, planning, and execution to enhance go-to-market strategies.
Review and complete annual performance appraisals for direct reports in accordance with policy and procedures.
Monitor staff development objectives, including sales training and certifications.
Strategic planning and presentation; provide accurate weekly, monthly, and quarterly sales forecasts and manage pipelines at all stages.
Understand market trends and train internal and external partners on business opportunities.
Conduct weekly sales commitment calls at regional and corporate levels to deploy effective strategies.
Review company, territory, regional, and individual progress updates with team members.
Additional responsibilities
Create strategic plans with customer executive staff to add value and develop a sales plan to meet strategic needs.
Collaborate with Marketing to maximize local and regional business development initiatives and campaigns.
Other responsibilities as assigned.
Qualifications The following are minimum qualifications and requirements for this role:
Bachelor’s degree or equivalent work experience/military experience.
Working knowledge of NWN Carousel’s core selling models and tools (SalesForce platforms, MEDDICC methodology, and Force Management sales process training).
10 years of experience in technology solution sales and consulting within the public sector.
Excellent oral and written communication skills.
5+ years of management experience.
Strong knowledge of public sector procurement processes and regulations.
Experience responding to RFPs and managing public sector contracts.
Experience selling complex solutions and services.
Self-motivated and competitive with strong organizational and interpersonal skills.
Presentation and public speaking skills.
Mentoring/coaching skills.
Knowledge of basic economic and accounting principles.
Knowledge of administration and management principles, including strategic planning, resource allocation, leadership, and coordination of people and resources.
Knowledge of human resource principles and procedures (recruitment, selection, training, development).
Ability to work across departments and levels within the organization.
Clean driving record and access to a personal vehicle or reliable transportation.
Ideal qualifications
Additional qualifications as required.
Travel: Up to 50% – Travel to client locations, sales training, or business meetings.
Benefits At NWN, we provide a comprehensive benefits package to support your well-being in and out of work. This includes medical, dental, and vision plans, Health Savings Account (HSA) and Flexible Spending Accounts (FSAs), income protection through disability and life insurance, and a 401(k) with company match. Enjoy unlimited PTO, paid company holidays, hybrid/remote work, paid bonding leave for eligible employees, employee discounts, and access to our Employee Assistance Program (EAP). Additional offerings include accident, critical illness, long-term care, hospital indemnity coverages, legal and identity theft protection, pet insurance, supplemental life insurances, referral bonuses, charitable donation matching, and allowances for eligible roles.
All offers of employment at NWN are contingent upon the successful completion of a comprehensive background check.
NWN is an Equal Opportunity Employer: NWN provides equal employment opportunity to all employees and applicants for employment free from unlawful discrimination based on race, color, religion, gender, age, national origin, disability, veteran status, marital status, sexual orientation or any other status or condition protected by local, state or federal law.
Seniorities and job details
Seniority level: Director
Employment type: Full-time
Job function: Telecommunications
Travel-related listings and external job postings have been removed to maintain focus on the role and requirements.
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
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Responsibilities
Oversees the daily operations of the sales team to ensure goals and objectives are being met.
Responsible for an assigned sales quota of up to approximately $50M, with exceptions as applicable.
Establish account lists and align sales territories.
Ensure strategic account plans are developed and completed for top regional accounts targeting public sector organizations to achieve revenue targets.
Engage key internal selling and service support partners; work with Systems Architects and Engineering leaders to drive complete solutions and services in each sale.
Monitor sales activities to ensure satisfactory account management performance and goal attainment.
Review current projects (invoicing, milestones, and performance) to maximize sales efforts and meet quarterly objectives.
Achieve sales and marketing goals by collaborating with internal and external partners.
Build and maintain client relationships with manufacturers, customers, and vendors to position the company as the partner of choice.
Navigate complex public sector procurement and compliance requirements, ensuring adherence to regulations and guidelines.
Provide RFP assistance and direction to sales and engineering teams.
Approve expense reports for direct reports in line with budgets and company policies.
Interact with vendors to plan, manage, and evaluate annual growth objectives for both sides.
Communicate with vendor partners to ensure plans are met and to create go-to-market strategies.
Foster effective relationships with multiple vendors to enhance business growth.
Stay informed on public sector trends, technology advancements, and policy changes affecting the market.
Ensure the sales team is trained on key partner solutions and maintains relevant certifications.
Execute sales strategy by identifying customer needs and selling the appropriate services.
Understand customers’ business, buying cycles, and establish strong relationships to drive sales and repeat business.
Meet or exceed annual top-line revenue and margin goals as defined by management.
Manage individual sales objectives, including sales orders and billing activities, to support quarterly goals.
Maintain ongoing customer account information in internal systems and resolve customer satisfaction issues.
Ensure staff complete Career Development Plans and review them quarterly at minimum.
Educate the team on sales, technical, and business acumen to better support customer needs.
Provide training to sales resources on core selling tools and processes.
Mentor and motivate sales team members to ensure satisfactory performance.
Ensure training and development on reporting and metrics management, internal systems, and processes to enhance forecast accuracy.
Drive recruiting efforts and lead interviewing to maintain a continuous pool of qualified sales candidates.
Manage and educate the team on account mapping, marketing, planning, and execution to enhance go-to-market strategies.
Review and complete annual performance appraisals for direct reports in accordance with policy and procedures.
Monitor staff development objectives, including sales training and certifications.
Strategic planning and presentation; provide accurate weekly, monthly, and quarterly sales forecasts and manage pipelines at all stages.
Understand market trends and train internal and external partners on business opportunities.
Conduct weekly sales commitment calls at regional and corporate levels to deploy effective strategies.
Review company, territory, regional, and individual progress updates with team members.
Additional responsibilities
Create strategic plans with customer executive staff to add value and develop a sales plan to meet strategic needs.
Collaborate with Marketing to maximize local and regional business development initiatives and campaigns.
Other responsibilities as assigned.
Qualifications The following are minimum qualifications and requirements for this role:
Bachelor’s degree or equivalent work experience/military experience.
Working knowledge of NWN Carousel’s core selling models and tools (SalesForce platforms, MEDDICC methodology, and Force Management sales process training).
10 years of experience in technology solution sales and consulting within the public sector.
Excellent oral and written communication skills.
5+ years of management experience.
Strong knowledge of public sector procurement processes and regulations.
Experience responding to RFPs and managing public sector contracts.
Experience selling complex solutions and services.
Self-motivated and competitive with strong organizational and interpersonal skills.
Presentation and public speaking skills.
Mentoring/coaching skills.
Knowledge of basic economic and accounting principles.
Knowledge of administration and management principles, including strategic planning, resource allocation, leadership, and coordination of people and resources.
Knowledge of human resource principles and procedures (recruitment, selection, training, development).
Ability to work across departments and levels within the organization.
Clean driving record and access to a personal vehicle or reliable transportation.
Ideal qualifications
Additional qualifications as required.
Travel: Up to 50% – Travel to client locations, sales training, or business meetings.
Benefits At NWN, we provide a comprehensive benefits package to support your well-being in and out of work. This includes medical, dental, and vision plans, Health Savings Account (HSA) and Flexible Spending Accounts (FSAs), income protection through disability and life insurance, and a 401(k) with company match. Enjoy unlimited PTO, paid company holidays, hybrid/remote work, paid bonding leave for eligible employees, employee discounts, and access to our Employee Assistance Program (EAP). Additional offerings include accident, critical illness, long-term care, hospital indemnity coverages, legal and identity theft protection, pet insurance, supplemental life insurances, referral bonuses, charitable donation matching, and allowances for eligible roles.
All offers of employment at NWN are contingent upon the successful completion of a comprehensive background check.
NWN is an Equal Opportunity Employer: NWN provides equal employment opportunity to all employees and applicants for employment free from unlawful discrimination based on race, color, religion, gender, age, national origin, disability, veteran status, marital status, sexual orientation or any other status or condition protected by local, state or federal law.
Seniorities and job details
Seniority level: Director
Employment type: Full-time
Job function: Telecommunications
Travel-related listings and external job postings have been removed to maintain focus on the role and requirements.
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
#J-18808-Ljbffr