VP Federal Sales Lead

Job Summary:

Reports to:

Location:

Responsibilities:

• Oversee Juvare’s US Federal and DoD market vertical, meet or exceed quarterly and annual revenue and bookings targets via net new and cross-sell motions.
• Work with the Product Management team to refine and operationalize the US Federal and DoD solution set.
• Partner with the Client Success organization to meet revenue retention goals.
• Execute a go-to-market strategy, across the current client portfolio and net new landscape.
• Partner with the marketing organization to execute growth initiatives associated with the defined go to market strategy.
• Jointly with customers, ensure co-development of use cases for Juvare’s offering and maximize demand, drive customer intimacy and the sophistication of Juvare’s offering to maximize revenue.
• Set departmental and agency KPIs and evaluate the effectiveness of the sales initiatives, making appropriate changes that encourage achievement of overall sales and business targets.
• In conjunction with the Sales Operations and Solution Engineering, manage and respond to proposal requests, RFQs, RFPs, RFIs and other solicitations.
• Lead, recruit and inspire talented and ambitious Account Executives and Solutions Engineering staff, while ensuring their constant professional growth while also assisting them in the execution of their duties where necessary.
• Influence Juvare’s future technologies in the US Federal and DoD sector through market understanding, knowledge, and customer experiences.
• Understand and capitalize on alignment with funding opportunities, fiscal budgets and market trends.
• Develop and manage strategic partnerships where applicable.
• Train, practice and reinforce a consultative sales approach.
• Identify and work with Company resources required to move the sale to closure.
• Ensure the teams timely and diligent use of Salesforce to accurately report out on team activity, pipeline and other performance metrics.
• Develop and exhibit firm grasp of Juvare technologies, services, and industry knowledge.
• Understand and be aware of Juvare information security policies and standards.
• Always protect company and client information.
• Inform the Compliance Officer or hot line of any information security issues.
• Compliance with Juvare policies.

Qualifications:

• Bachelor’s Degree (Master’s in Business preferred)
• 5+ years of Sales Leadership experience, selling enterprise software into the Federal government.
• Documented history of sales leadership quota achievement within the Federal Government
• Proven success in the long cycle sale of complex software and technology solutions.
• Have a background selling technical solutions to high-level executive decision-makers
• High motivation, willingness to learn, and goal-oriented
• Possess creative and resourceful problem-solving abilities with attention to detail
• Must be an excellent listener with the ability to build successful relationships
• Must possess skills necessary for effective decision making
• Experience in solutions selling, consultative sales techniques, and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies in the Federal Government
• Ability to safely and successfully perform essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
• US Citizenship required

Functional Experience:

• Commercial Leadership: Experience designing & implementing common sales processes & ways of working (including incentives, KPIs, sales plans and reporting)
• Federal Sales/Procurement Process: Strong command with an ability to train on the full sales cycle from identifying, qualifying, and shaping an opportunity through to successful closure within the federal government procurement process
• Business Ramp-up: Establishing, nurturing, and growing an enterprise sales organization
• Leadership Competence: Demonstrating refined communication, organizational, and leadership skills.

Skills / Knowledge Requirements:

• Outstanding written, verbal and presentation skills.
• Ability to easily establish rapport with people throughout our Company and within prospect organizations.
• Proficiency with all elements of Federal procurement including leveraging of partner networks, SI’s, funding and contract vehicles, and the FAR.
• Experience using Salesforce or similar CRM tool.
• Must possess the ability to implement and operate a team using a sales methodology that incorporates qualifying, consultative selling and closing techniques.
• Excellent ability to multi-task and adjust priorities as demands change, while still meeting all prospect and company requirements.
• Team and goal oriented; skilled in working within a collaborative environment.
• A passion to drive hard and lead

Differentiating Attributes:

• Emergency or crisis management and or public safety experience
• Entrepreneurial drive and spirit.
• Existing sector relationships across leadership and influential US Federal and DoD agencies. Government Contractor and employees are required to be fully vaccinated.

Additional Information:

• CCPA disclosure notice and Juvare privacy policy: https://www.juvare.com/privacy-policy/
• Juvare is an Equal Opportunity, Affirmative Action employer.