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Area Vice President: Public Sector

Company: Ivanti
Location: Washington
Posted on: October 12, 2018

Job Description:

Area Vice President- Public Sector Position Summary: Based in the Greater Washington DC Area, the Area Vice President: Public Sector Sales,will lead the Public Sector Sales division whose primary responsibility is driving sales within all Public Sector organizations in the assigned area. The AVP will work with current customers, channel partners and new prospects to match mission need with Ivanti technology solutions. The candidate will also have an excellent understanding of channel partner dynamics within the region. The individual should be able to demonstrate experience in running complex, solution based, sales campaigns with large government organizations, ideally in relation to systems, service or security management software. RESPONSIBILITIES/DUTIES: * Coach Public Sector division in achieving and exceeding revenue targets * Recruit, manage, and motivate field sales teams. * Direct engagement in Federal Ramp Certification * Revenue: responsible for driving Ivanti License and Service revenue with key VAR, National, SI and Outsourcer partners * Team with field marketing, corporate marketing and SDR's to build the appropriate pipeline coverage per Territory Manager and Area. * Build, teach and foster a process of strategic account mapping, strategic account planning and strategic account joint sales success between Ivanti field sales and the extended partner network sales teams * Accurate and timely forecasting using Customer Relationship Management tools * Collaborate closely with other Ivanti team members to ensure alignment and integration of sales and channel strategies, projects and programs for successful implementation and execution * May perform other job duties as directed by Ivanti Sales leadership QUALIFICATIONS: Required Skills and Experience: * 10 years experience leading a team of sales, marketing and channel professionals * 8+ years of direct Federal and SLED Sales Management * Experience with direct engagement in Federal Ramp Certification * Familiarity with Federal SI Relationships * Demonstrated ability to consistently achieve and exceed revenue targets * Experience partnering with Value Added Resellers, National Value Added Distributors, Strategic Global Systems Integrators and Hardware Manufacturers * Experienced with budgeting, contracting and procurement cycles of target customer sets * Strong demonstrated expertise in creating, executing on, and driving solution selling for application and infrastructure software, especially in the context of major partnerships * Proven ability to work with key executives within different countries and cultures * Proven ability to recognize and analyze go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships within all countries in the region * Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management * Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities * Excellent verbal and written presentation and communication skills * Proven ability to lead a virtual team: Pre-sales, Implementation Consultants, Channel Managers, Technical Support Engineers, Technical Account Managers, Renewal Sales and Sales Support/Operations * Experience working in a global, multilingual organization * Strong organizational skills with ability to handle various tasks; attention to detail * Must be able to work well with others as part of a team Preferred Qualifications: * Minimum 12 years work experience in the high technology industry * Experience using Salesforce.com to manage sales team activities, sales cycle and forecast * Training in a major sales methodology such as Target Account Selling * Familiarity with a broad range of application and infrastructure software is desirable Education/ Licensing/Certification: * 4 year degree or equivalent experience Travel: Up to 75% of the time External Recruiting Agencies/Vendors: Ivanti does not currently engage with external recruiting agencies and will not accept unsolicited resumes from any external agency. Unsolicited resumes submitted by agencies to Ivanti will become the property of Ivanti and may be contacted and engaged with directly. Ivanti maintains a preferred vendor list and only engages with these agencies from time to time. Ivanti has not agreed to pay placement or any other fee to companies who have not been specifically retained to conduct a candidate search. #LI-MB1SDL2017

Keywords: Ivanti, Washington DC , Area Vice President: Public Sector, Executive , Washington, DC

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