- Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net new logo acquisition and expansion in existing customers.
- Build and manage a strong, predictable pipeline of six figure opportunities through targeted prospecting, partner collaboration, and marketing generated leads.
- Maintain accurate pipelines, forecasting, and account plans in CRM.
- Lead complex sales cycles from initial discovery through negotiation and close, navigating procurement, legal, and security processes typical in public sector environments.
- Conduct deep discovery to understand each agency’s document, email, and records management needs (e.g., FOIA, case management, discovery, records retention, and compliance).
- Develop and deliver compelling value propositions, ROI/TCO analyses, and business cases tailored to executives, business sponsors, legal teams, and IT/security stakeholders.
- Partner closely with Sales Engineering and Product to design solutions leveraging NetDocuments’ platform capabilities, including security, governance, AI, and integrations (e.g., Microsoft 365, esignature).
- Navigate and leverage public sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector).
- Articulate how NetDocuments’ FedRAMP authorized offering and compliance posture address government security and regulatory requirements at federal, state, and local levels.
- Stay up to date on key public sector initiatives, regulations, and trends that impact document and content management.
- Build strong, multithreaded relationships across agencies, including legal leadership, CIO/CTO/CISO, records managers, and program owners.
- Develop long-term account strategies to land, expand, and retain strategic accounts; act as a trusted advisor on modernizing document and email management.
- Collaborate with Customer Success, Professional Services, Product, and Marketing to ensure successful implementations and ongoing customer value realization.
- Work closely with marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders.
- Align with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and expand NetDocuments’ footprint in target accounts.
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