AVP, Business Development Western Region

ViaPath Technologies•Phoenix, AZ

2d•Remote

About The Position

ViaPath is seeking a performance-driven, energetic Associate Vice President of Business Development to drive new business growth while strategically managing and expanding an existing portfolio of correctional agency clients throughout the Western Region. This role is responsible for achieving revenue targets through new customer acquisition, contract renewals, customer retention, account expansion, and the introduction of additional ViaPath products and services. The successful candidate will build long-term strategic partnerships with correctional leaders, identify opportunities to enhance customer value, and position ViaPath as a trusted technology partner. Remote based position with a travel requirement of up to 75%. This is a regional focused role - must be located in one of the following states: AZ, CA, CO, ID, NM, NV, OR, UT or WA.

Requirements

Bachelor's degree preferred; equivalent years of related experience will be considered in lieu of a degree
Minimum 10 years of experience in business development/account management
Minimum 2 years of experience working in or with a corrections or law enforcement environment
Demonstrated ability to think strategically, plan proactively, communicate effectively, and develop and maintain effective relationships both internally and externally
Prior experience with managing budgets and contract negotiation
Self-starter with the ability to adapt interpersonal styles and techniques to network and influence across all levels of an organization
Customer-focused attitude, with high level of professionalism and discretion
Excellent organizational and advanced planning skills with commitment to the accuracy of company communications and standards
Strong time management and organizational skills
Excellent written and oral English communication and presentation skills
Self-motivated, goal-oriented who is motivated by working in a small, highly collaborative environment
Ability to stay focused while juggling a high volume of daily projects in varying stages of development; multi-task in a deadline-driven, fast-paced environment
Experience with CRM software (i.e., Salesforce)
Experience managing both new business development and existing customer relationships within a complex sales environment
Demonstrated success in customer retention, contract renewals, and account expansion strategies
Experience developing executive-level relationships and navigating government procurement processes
Understanding of recurring revenue business models and long-term strategic account planning
Must be able and willing to travel up to 75%

Nice To Haves

Minimum of 3 years of leadership or supervisory experience preferred
experience with ServiceNow preferred

Responsibilities

Collaboration with Senior Management to help execute new initiatives and address new markets and product opportunities
Maximizing sales team's potential, developing key growth strategies, tactics, and action plans, and presenting those plans to the executive team
Providing daily feedback and reporting on lead generation, prospecting, and opportunities, and developing knowledge of internal systems used to qualify and track communications with prospective clients via SalesForce
Utilizing SalesForce, track and managing leads through the appropriate stages of the sales funnel and logging all relevant customer activity, including but not limited to meetings, phone calls, and emails
Generating, qualifying, and closing new business opportunities through various sales activities including, but not limited to cold calling, client visits, participation in RFP's, attending networking or trade events, and utilization of candidate's network
Working with support teams internally to develop processes for effectively tracking and reaching out to prospective clients and leveraging these teams to create new techniques that further the sales outreach effort
Building familiarity with internal processes, products/services, contractual engagements, etc.
Collaborating with the marketing team to create presentations and content to be used to pitch prospective clients
Designing and implementing a strategic sales plan that expands the company's client base and achieves revenue targets
Developing a solid knowledge and understanding of the competitive landscape and be able to articulate ViaPath’s value proposition effectively
Keeping abreast of market trends, key players, competitors, and industry jargon
Leveraging the tools and platforms utilized to understand how potential clients can employ these products/services
Defining project scope and requirements while liaising with clients a to deliver customized business solutions
Develop and execute strategic account growth plans for existing customers to maximize retention, contract renewals, and revenue expansion
Partner with Operations teams to maintain strong customer relationships and ensure customer satisfaction.
Identify opportunities to introduce additional ViaPath solutions including investigative intelligence, communications, education, telehealth, and reentry services
Conduct regular executive business reviews with key customer stakeholders to understand priorities, address challenges, and align solutions with agency objectives
Monitor contract performance, renewal timelines, and customer health metrics to proactively mitigate risk and improve retention
Collaborate with internal teams to resolve customer concerns and ensure successful delivery of contracted services
Support strategic renewal efforts and contract negotiations to secure long-term partnerships and revenue growth