SLED Market Sales Director

Four Inc.•Herndon, VA

2d•Hybrid

About The Position

Four Inc. is seeking an experienced State, Local, and Higher Education (SLED) Market Sales Director to lead strategic SLED business efforts through its public sector channel program. The Director will expand Four Inc.’s SLED market presence by identifying and securing strategic contract vehicles, developing partnerships with technology vendors and channel providers, and building relationships with SLED customers and procurement organizations. The role also leads market intelligence efforts, informs go-to-market strategies, represents Four Inc. at strategic events, and develops channel partnerships with SLED value-added resellers and solutions providers. The position is hybrid in Herndon, Virginia, with three days per week onsite, and requires occasional business travel, generally anticipated to be two to three trips per quarter, with travel potentially concentrated during periods of increased business need. Four Inc. partners with enterprise technology manufacturers, value-added resellers, and systems integrators to provide products and services to the U.S. public sector through channel programs, contract vehicles, and socioeconomic designations. The Director owns SLED sales strategy and execution, growth across the SLED account landscape, contract utilization, targeted contract capture and management plans, customer and partner relationships, pipeline governance, and revenue goals. The role collaborates across the company and with account teams, manufacturers, partners, and other stakeholders to support effective program marketing and execution. The work is generally sedentary and performed in an office or remote setting, with some travel to government or partner sites. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Requirements

Bachelor’s degree in business administration or a related field.
5–10 years of SLED IT sales and acquisition experience.
Familiarity with state and local acquisition contracts and sales cycles, specifically NASPO, OMNIA, TX DIR, and SourceWell.
Strong leadership and management skills, including the ability to inspire and motivate team members.
Ability to adapt to changing market dynamics and industry trends and anticipate emerging opportunities.
Knowledge of the enterprise sales process, including RFPs, RFQs, RFIs, proposals, and public sector teaming arrangements with resellers, systems integrators, and other partners.
Understanding of complex enterprise software and hardware sales cycles, technology solutions, and industry terminology.
SLED event and tradeshow experience representing value propositions, identifying prospects’ opportunities, and building pipeline.
Excellent analytical, problem-solving, and decision-making abilities.
Exceptional communication and interpersonal skills, with the ability to collaborate with internal and external stakeholders.
Excellent computer skills, including proficiency in MS Office applications, CRM experience, and understanding of workflow and support systems.
Ability to contribute to a strong team environment, manage issue-resolution processes, and provide excellent customer service.
Ability to function in a matrixed leadership environment as an overlay to multiple sales teams and business functions.
Ability to travel occasionally, generally two to three trips per quarter, with periods of increased travel as business requirements dictate.

Responsibilities

Lead Four Inc.’s SLED business sales strategy and execution.
Own the growth strategy for the SLED account landscape, including target agencies, contract vehicles, partner motions, priority pursuits, and growth goals.
Establish and maintain relationships with manufacturers and partners to understand their SLED strategies.
Increase utilization of Four Inc.’s existing SLED contract portfolio.
Develop and implement capture and management plans for targeted SLED contract vehicles, including business case justifications, win strategies, and pricing strategy recommendations.
Foster relationships with key SLED decision-makers.
Participate in territory planning, relationship development, and new opportunity identification with account sales teams, manufacturers, and partners.
Develop best-practices training on contract requirements, regulations, management, and reporting, with ownership from contract award through closeout.
Collaborate with Four Inc. staff on go-to-market strategy and marketing of the SLED program.
Monitor agency priorities, procurement trends, competitor activity, and emerging technology needs across the SLED marketplace, and bring market insight to the company’s ecosystem.
Maintain a disciplined pipeline, accurate forecasts, and strong opportunity governance to perform against revenue goals.
Travel for customer engagements, conferences, partner meetings, and other strategic priorities as business needs require.
Uphold Four Inc.’s core values and guiding principles.
Perform other duties as assigned.