This job has expired, please see additional jobs below
Director, Federal Digital Strategy
Internet Industry Company
Washington, DC, United States
Job Details - this job has expired, please see similar jobs below
Company, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes's "World's Most Innovative Company" five years in a row and one of Fortune's "100 Best Companies to Work For" eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Company. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.
Director, Federal Digital Strategy
Primary focus is creating and closing revenue to over-achieve on company quota objectives. Four major areas of responsibility include: Prospecting, Pipeline Generation, Closing, and Renewals / Adoption. (ACV Quota delivered based on Federal Civilian Platform and Service Cloud revenue targets)
Prospecting elements include:
Development and execution of Quarterly Sales Plays with Federal AVP, Sales Engineering, Industries and Marketing Team; with emphasis on total organizational uptake in driving Company Brand across the Federal Civilian (leveraging Company unique solution differentiators).
Gain market / Agency Account relevance and value by engaging net new Federal Customers in their challenges while driving Company digital innovations and service improvement across Agency missions. Emphasis will be on Company Platform and Service Cloud solutions.
Consistently message to all levels of the organization (internally and externally) on Last Interaction and Next Steps as momentum is created to gain a Trusted Advisor position with Customers resulting in high value Company solutions / pipeline.
Emphasis will be on engaging Agency end-user mission system owners on a weekly basis. Target two net new customers per week / 25 net new per quarter / 100 net new per year.
Pipeline Generation elements include:
Engage all parts of the Company go-to market sales team including BDR, ECS, fellow Account Executives, Sales Engineering, Marketing, Industries, Product Management, Sr Executives, and most importantly existing Customers to help drive net new Pipeline (revenue) on a daily basis. Emphasis on meeting Pipeline Targets through weekly engagement and management of Pipe Progress / Conversion.
Consistently manage and progress Pipeline Opportunities through the Success Selling Methodology as captured in Company Org62.
Work with Area VP of Federal to target strategic new Accounts and expand revenue potential in Upside Federal Agencies and in partnership with Top Federal System Integrators. Supporting Agency to Agency Reference calls where needed.
Drive strategic messaging for the sales team in alignment with Federal Civilian Agency specific initiatives supporting enterprise messaging / adoption for Company Platform and Service Cloud. Emphasis on the incorporating the voice of the customer in support of the following Federal specific initiatives: FITARA, Category Management, Legacy IT Systems Modernization, Centers of Excellence and Agency-wide Application Governance / Agile Development.
Closing elements include:
Strong emphasis on meeting monthly revenue expectations by driving closure each week on the entire portfolio of the current quarter opportunities that include Platform and Service Cloud. Weekly review of remaining steps to close in Org62 for all transactions for the quarter.
Emphasis on speed of deal progression from Pipeline to Most Likely to Commit.
Consistently engage Customers in the Mutual Close Plan exercises while mapping required Steps to Close and managing company resources to assist with this process. These details will be reflected in Org62. Emphasis will be on driving efficiency with company resources while maximizing closed Revenue.
Create standard Investment Proposals to efficiently capture customer value and clear next steps for Agency procurement. Emphasis will be placed on specific language / relevance to the Federal Customer and repeatability across Agencies.
Renewals / Adoption elements include:
Drive Company adoption and prevent attrition broadly across Federal Agency programs and the enterprise through deep Agency understanding mission and engagement of Sr Executive / Federal Govt Official relationships. Emphasis will be placed on mapping sources of Agency funding and clear steps for Agency investment in both short term and long term initiatives.
Assist Company CFL, Sales Engineering, Legal, and Compliance in support of Agency ATO processes. Emphasis on helping Company remove security hurdles through understanding of Agency cyber policy, FedRamp and systems security acceptance.
Support weekly interaction with CFL organization across Federal Civilian market to help drive Customer Success. Focus will be on effectiveness, helping Company position Adoption Plans and Accelerators in support of solution uptake and customer value.
Create "save-plans" with fellow Account Executives, CFL, and Sales Engineering to constructively help avoid Federal Agency Customer contract attrition.