Peskind Executive Search
Sales Director, SLED/Corrections
Peskind Executive Search, Columbia, South Carolina, us, 29228
Our client is seeking a
Sales Director, SLED/Corrections , to identify and close new business in the Defense Sector. They have already developed an excellent reputation in this area and are now looking to expand their footprint of applications and rapidly grow their Defense agency and system integrator sales. They are looking for a smart, enthusiastic, self-driven, high-integrity, straight-shooting, top sales performer to join their fast-paced, high performing team.
The ideal candidate will have demonstrated exceptional over quota performance selling hardware into the US Defense Industry (B2B) and US Government & Public Sector (B2G). Additionally, this candidate will be able to bring with him/her a strong contact network and existing relationships. This candidate will be responsible for accurately forecasting and managing their pipeline to ensure they meet or exceed revenue targets. This is an individual contributor position, and will report to the Vice President, Sales. Collaboration with the Vice President, Business Development on channel activities is also required.
QUALIFICATIONS
7+ years of experience working with State & Local Law Enforcement, & Public Safety Sector
Proven track record of capturing new business opportunities and exceeding quota in a sales role
Extensive experience and key contacts within targeted SLED agencies to include IACP, Major County Sheriffs, HIDTA Program and numerous resellers
Solid understanding of government procurement processes, contract vehicles, regulations and reseller/partner agreements
Experienced in holding meetings/presentations at executive levels
Demonstrated success selling into large, cross functional programs
Ability to multi-task, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures
Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus)
RESPONSIBILITIES
Identify, develop and qualify profitable new business opportunities and drive deals from start to finish
Build and maintain an opportunity pipeline and provide accurate sales forecasts on a weekly basis
Develop the overall capture strategy, internal and external partnerships and marketing support needed
Orchestrate solution implementation at customer site as needed to maintain high satisfaction levels
Conduct high level conversations with senior executives within prospective accounts
Establish, develop and maintain relationships with key decision makers
Lead the development of customer profiles, including customer needs, issues, hopes, and biases
Lead and coordinate competitive assessments, determining the strengths and weaknesses of Company solutions and potential competitors in the federal marketplace
Identify State-level contract vehicles that will improve customer access to our technology and build mutually beneficial relationships with SLED-focused Resellers and Integrators
Consistently achieve and/or exceed revenue targets and KPIs and be well-compensated for doing so
Conduct on-site demonstrations of the product and represent Company at conferences and test sites
Manage customer relationships beyond the close to ensure expansion and renewal business
Keep track of closed deals and win-loss performance and share your insights and challenges so the team can move faster, improve, and sell more!
Drive sales engagement between select system integrators, Company and end users within the SLED market, while steering the teams to mutually beneficial customer successes
Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners
Up to 50% travel may be required
REQUIRED SKILLS / EXPERIENCE
Demonstrated leadership ability, confidence, and executive presence
Must be organized and detail-oriented with excellent follow-up skills
Good negotiation skills with the ability to influence others, overcome objections, smile and remain resilient everyday
Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it
Excellent analytical, reasoning, and problem-solving skills
Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations.
Ability to develop a strategic sales territory plan in conjunction with the overall corporate strategic plan.
Excellent forecasting and qualification skills
Experience in selling physical security solutions and hardware is a plus
Our client’s technology is export controlled by the U.S. Government and they must evaluate an applicant’s eligibility to handle export-controlled information or obtain required Government authorizations. Therefore, they will ask you as part of the application process to identify whether you are a U.S. Citizen or green card holder, or have asylum/refugee status in the U.S.
TRAVEL Travel as required, both air and ground; 50%
COMPENSATION Competitive and commensurate with the successful candidate's experience and salary history. The Company offers a full suite of employee benefits.
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Sales Director, SLED/Corrections , to identify and close new business in the Defense Sector. They have already developed an excellent reputation in this area and are now looking to expand their footprint of applications and rapidly grow their Defense agency and system integrator sales. They are looking for a smart, enthusiastic, self-driven, high-integrity, straight-shooting, top sales performer to join their fast-paced, high performing team.
The ideal candidate will have demonstrated exceptional over quota performance selling hardware into the US Defense Industry (B2B) and US Government & Public Sector (B2G). Additionally, this candidate will be able to bring with him/her a strong contact network and existing relationships. This candidate will be responsible for accurately forecasting and managing their pipeline to ensure they meet or exceed revenue targets. This is an individual contributor position, and will report to the Vice President, Sales. Collaboration with the Vice President, Business Development on channel activities is also required.
QUALIFICATIONS
7+ years of experience working with State & Local Law Enforcement, & Public Safety Sector
Proven track record of capturing new business opportunities and exceeding quota in a sales role
Extensive experience and key contacts within targeted SLED agencies to include IACP, Major County Sheriffs, HIDTA Program and numerous resellers
Solid understanding of government procurement processes, contract vehicles, regulations and reseller/partner agreements
Experienced in holding meetings/presentations at executive levels
Demonstrated success selling into large, cross functional programs
Ability to multi-task, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures
Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus)
RESPONSIBILITIES
Identify, develop and qualify profitable new business opportunities and drive deals from start to finish
Build and maintain an opportunity pipeline and provide accurate sales forecasts on a weekly basis
Develop the overall capture strategy, internal and external partnerships and marketing support needed
Orchestrate solution implementation at customer site as needed to maintain high satisfaction levels
Conduct high level conversations with senior executives within prospective accounts
Establish, develop and maintain relationships with key decision makers
Lead the development of customer profiles, including customer needs, issues, hopes, and biases
Lead and coordinate competitive assessments, determining the strengths and weaknesses of Company solutions and potential competitors in the federal marketplace
Identify State-level contract vehicles that will improve customer access to our technology and build mutually beneficial relationships with SLED-focused Resellers and Integrators
Consistently achieve and/or exceed revenue targets and KPIs and be well-compensated for doing so
Conduct on-site demonstrations of the product and represent Company at conferences and test sites
Manage customer relationships beyond the close to ensure expansion and renewal business
Keep track of closed deals and win-loss performance and share your insights and challenges so the team can move faster, improve, and sell more!
Drive sales engagement between select system integrators, Company and end users within the SLED market, while steering the teams to mutually beneficial customer successes
Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners
Up to 50% travel may be required
REQUIRED SKILLS / EXPERIENCE
Demonstrated leadership ability, confidence, and executive presence
Must be organized and detail-oriented with excellent follow-up skills
Good negotiation skills with the ability to influence others, overcome objections, smile and remain resilient everyday
Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it
Excellent analytical, reasoning, and problem-solving skills
Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations.
Ability to develop a strategic sales territory plan in conjunction with the overall corporate strategic plan.
Excellent forecasting and qualification skills
Experience in selling physical security solutions and hardware is a plus
Our client’s technology is export controlled by the U.S. Government and they must evaluate an applicant’s eligibility to handle export-controlled information or obtain required Government authorizations. Therefore, they will ask you as part of the application process to identify whether you are a U.S. Citizen or green card holder, or have asylum/refugee status in the U.S.
TRAVEL Travel as required, both air and ground; 50%
COMPENSATION Competitive and commensurate with the successful candidate's experience and salary history. The Company offers a full suite of employee benefits.
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