SLED Market Sales Director

Four Inc.•Herndon, VA

2d•$225,000 - $250,000•Hybrid

About The Position

Four Inc. is seeking an experienced State, Local, and Higher Education (SLED) Market Sales Director to lead its strategic SLED business efforts under its public sector channel program. The role focuses on expanding Four Inc.’s SLED market presence, identifying and securing strategic contract vehicles, developing partnerships with technology vendors, building customer and procurement-organization relationships, leading market intelligence efforts, and developing channel partnerships with SLED value-added resellers and solutions providers. The director will help deliver value to customers across the U.S. SLED market through Four Inc.’s public sector channel programs, contract vehicles, and socio-economic designations. The position is hybrid in Herndon, Virginia, with three days per week on site. It involves occasional business travel, generally anticipated at two to three trips per quarter, with periods of increased travel possible based on business needs. Security clearance is not required. Four Inc. describes itself as a public sector technology provider that specializes in software solutions for U.S. government agencies. It emphasizes integrity, excellence, innovation, growth, compassion, and collaboration, and offers opportunities for professional development and career growth.

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 market dynamics and industry trends and anticipate and capitalize on emerging opportunities.
Knowledge of enterprise sales processes, including RFPs, RFQs, RFIs, proposals, and public sector teaming arrangements with strategic 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 to prospects, identifying opportunities, and building pipeline.
Excellent analytical, problem-solving, and decision-making abilities.
Exceptional communication and interpersonal skills, with the ability to collaborate effectively with internal and external stakeholders.
Excellent computer skills and proficiency in Microsoft Office applications; CRM experience and understanding of workflow and other 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, serving as an overlay to multiple sales teams and business functions.
Comfort with occasional business travel, generally two to three trips per quarter, including possible periods of increased travel.

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, and priority pursuits, and achieve growth goals.
Establish and maintain relationships with portfolio 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 in collaboration with account sales teams, manufacturers, and partners.
Develop best-practices training so stakeholders understand contract requirements, regulations, and management and reporting requirements, with ownership from contract award through closeout.
Collaborate with Four Inc. staff on go-to-market strategy and active marketing of the SLED program.
Monitor agency priorities, procurement trends, competitor activity, and emerging technology needs across the SLED marketplace, and bring market insights to the company’s ecosystem.
Maintain a disciplined pipeline, accurate forecasts, and strong opportunity governance to perform against revenue goals.
Represent and uphold Four Inc.’s core values and guiding principles in work interactions and decisions.
Travel occasionally for business, including customer engagements, conferences, and partner meetings; travel is generally anticipated to be two to three trips per quarter, with busier periods possible.
Perform other duties as assigned.