Job Description

The Regional Sales Manager, Federal Sales is responsible for identifying and building new business while managing all sales activities for an assigned set of Federal Civilian and/or Defense agencies. These agencies are rich with opportunity and require a strong ability to be organized, disciplined, and productive in your role in less than 180 days.

Essential Duties and Responsibilities

• Use insight and consultative selling techniques to gain an in-depth understanding of the most pressing issues facing assigned agencies, and offer innovative ideas about how they can leverage HireVue and the commercial best practices HireVue enables to better meet the challenges they face.
• Engage with industry influencers and buyers to better understand the market trends, pressures, and challenges.
• Coach customer stakeholders and build consensus for the HireVue solution within the organization.
• Use value and consultative selling to identify customer needs, and develop a value-added proposition in addition to generating complex proposal and pricing development.
• Collaboratively and independently develop and implement strategies for solving deal-level challenges.
• Effectively map out large accounts and develop relationships with the appropriate GS-14, GS-15 and SES level decision makers.
• Implement a sales strategy for your territory ensuring the company meets revenue and profit objectives through new business development.
• Leverage internal teams such as product management, marketing, and engineering resources to solve prospect needs and issues in the spirit of true team selling.
• Strategically cut through layers/ barriers to get to multiple decision makers and departments within an account.
• Demonstrate full sales cycle skills from research and discovery to software demonstrations to negotiation and pricing.
• Regularly update the CRM system with the latest customer information and use customer intelligence for account planning purposes.

Qualifications

• 5+ years of experience selling SaaS products to US Federal and Defense agencies.
• Previous business-to-business experience in a selling environment.
• Experience in the Assessments, Human Resources (HR), Human Capital Management (HCM), Applicant Tracking Systems (ATS), or Talent Management industry preferred.
• Proven "hunter” track record of consistently over-performing quota and ranking in the top-tier of the sales force.
• Strong understanding of customer and market dynamics.
• Strong SES and GO/FO level communication skills
• This opportunity requires travel 10-20% of the time