Director of Sales, SLED

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Requirements:

• 7+ years of sales experience in a B2B software or technology company
• At least 4  years in a leadership role managing SLED/public sector sales teams
• Experience selling in the cybersecurity space with a preferred focus on privileged access management (PAM) in the enterprise market
• Proven ability to develop and execute strategic sales plans and implement SLED sales best practices at scale
• People management experience and a passion for attracting and developing talent
• Exceptional interpersonal and communication skills, with the ability to build and maintain relationships at senior levels within government and educational institutions
• Demonstration of high levels of integrity, initiative, honesty and leadership
• Effective at driving complex multi-stakeholder processes and cross team programs
• Ability to build cross-functional relationships, influence and collaborate at all organizational levels
• Outstanding verbal and written communications skills for a global audience
• Strong business acumen, analytical and detail oriented
• Ability to travel up to 50% of the time
• Bachelor’s Degree in business administration, marketing, operations or a related field

Responsibilities:

• Develop and execute a comprehensive sales strategy to penetrate SLED vertical accounts
• Build and lead a team of public sector focused sales representatives, driving continuous improvement and employee engagement to achieve individual and team success
• Lead, train and inspire the sales team in strategic, high-value sales processes and tactics
• Establish and maintain scalable sales processes and best practices to ensure consistency and efficiency across the sales team
• Build and maintain strong, lasting relationships with key decision makers across state and local government agencies and educational institutions
• Lead the development of business cases, proposals, and RFP responses tailored to the unique needs of the SLED market
• Develop a strong understanding of customer needs, regulatory requirements, and procurement processes to offer tailored solutions
• Stay up to date with the latest trends, policy changes, and new opportunities in the SLED sector that could impact sales and growth
• Partner with Keeper’s channel team to develop and maintain relationships with key partners
• Create dedicated outbound motion for targeting relevant ICPs for identity and access management technology
• Develop and maintain a robust pipeline of qualified opportunities and exceed our target pipeline coverage ratios
• Represent Keeper at industry events, conferences and networking functions to raise brand awareness and generate new business opportunities
• Continuously monitor, evaluate and report on sales performance metrics
• Collaborate with the marketing, product, and customer success teams to align sales initiatives with overall company objectives
• Analyze market trends, competitor activity and customer feedback to identify opportunities for growth and innovation
• Collaborate with senior leadership to provide input on product, pricing and go-to-market strategy tailored to the SLED vertical