Sr. Director Capture Management, Government Sales

RELX•Mclean, VA

About The Position

Lead a team of Solutions Architects and Capture Management professionals in support of the Government Sales Team. Develop strategic account plans at the solution level. Develop and manage correlated pipeline generation activities along with action plans to drive deals through a condensed sales cycle. Responsible for identifying key objectives of Architects and Capture Management professionals, and developing messaging and outreach that aligns LexisNexis Government capabilities with their goals. Understand the top initiatives of our customers to create and align the LexisNexis value proposition. Responsible for examining LexisNexis Government capabilities and determining how they can be packaged and positioned within Prospect/Clients that will resonate with Funding Owners and Opportunity Champions. Provide overall leadership to the team and manage all day to day activities of the team. Accountabilities Revenue Attainment –Executing on the strategic planning and future growth Drive new business revenue through managing SA and CM team engagement with broader sales organization Conduct monthly coaching sessions with SA and CM reps along with quarterly sales meetings including full business reviews Work directly with SA and CM team on company strategic sales opportunities – responsible for building plan – identify key players/functional capabilities – paint strategic roadmap to increase value to customers and sales teams. Support key customer sales opportunities working closely with entire sales organization Ensure technical competency and alignment of SA and CM organization: Consistently evaluate teams technical capabilities to align to organizational product/solution strategy. Provide ongoing coaching and mentoring to direct reports for growth Work with other parts of LN organization to ensure alignment of product/solutions, messaging and customer feedback (Market Planning, Marketing, Product, SIU, etc.) Deal Planning and account/action plan execution Take a leadership role in positioning new solutions/capabilities with clients. Must establish and maintain strong relationships with critical client executives. Develop and consistently maintain solution account plans for each strategic account to optimize LN involvement in client’s key business decisions. Develop close plans for critical deals to increase odds from stage 3 to close Paint strategic roadmap to increase value to customers Secondary Functions and Special Projects as assigned by senior management.

Requirements

Solutions Architects and Capture Management professionals
Government Sales Team support
Strategic account plans at the solution level
Pipeline generation activities and action plans
Condensed sales cycle deal management
Messaging and outreach development
Understanding customer initiatives
Packaging and positioning capabilities
Leadership of a team
Revenue attainment
New business revenue generation
Monthly coaching sessions
Quarterly sales meetings with business reviews
Building strategic sales opportunity plans
Identifying key players/functional capabilities
Painting strategic roadmaps
Supporting key customer sales opportunities
Evaluating technical capabilities
Aligning to organizational product/solution strategy
Coaching and mentoring direct reports
Aligning product/solutions, messaging and customer feedback
Positioning new solutions/capabilities with clients
Maintaining strong relationships with critical client executives
Developing solution account plans
Developing close plans for critical deals

Responsibilities

Lead a team of Solutions Architects and Capture Management professionals in support of the Government Sales Team.
Develop strategic account plans at the solution level.
Develop and manage correlated pipeline generation activities along with action plans to drive deals through a condensed sales cycle.
Identify key objectives of Architects and Capture Management professionals, and develop messaging and outreach that aligns LexisNexis Government capabilities with their goals.
Understand the top initiatives of our customers to create and align the LexisNexis value proposition.
Examine LexisNexis Government capabilities and determine how they can be packaged and positioned within Prospect/Clients that will resonate with Funding Owners and Opportunity Champions.
Provide overall leadership to the team and manage all day to day activities of the team.
Execute on strategic planning and future growth for revenue attainment.
Drive new business revenue through managing SA and CM team engagement with broader sales organization.
Conduct monthly coaching sessions with SA and CM reps along with quarterly sales meetings including full business reviews.
Work directly with SA and CM team on company strategic sales opportunities – responsible for building plan – identify key players/functional capabilities – paint strategic roadmap to increase value to customers and sales teams.
Support key customer sales opportunities working closely with entire sales organization.
Consistently evaluate teams technical capabilities to align to organizational product/solution strategy.
Provide ongoing coaching and mentoring to direct reports for growth.
Work with other parts of LN organization to ensure alignment of product/solutions, messaging and customer feedback (Market Planning, Marketing, Product, SIU, etc.).
Take a leadership role in positioning new solutions/capabilities with clients.
Establish and maintain strong relationships with critical client executives.
Develop and consistently maintain solution account plans for each strategic account to optimize LN involvement in client’s key business decisions.
Develop close plans for critical deals to increase odds from stage 3 to close.
Paint strategic roadmap to increase value to customers.
Perform Secondary Functions and Special Projects as assigned by senior management.