Deltek is seeking an exceptional sales leader to manage the GovCon Enterprise ERP sales team, Deltek's largest revenue producing group. The Sr. Director is charged with enhancing the current strategic and tactical plans that will continue to drive higher revenue, productivity and margin performance in line with corporate objectives and Deltek’s growth plans. The charter of this role is to successfully sell Deltek’s full range of perpetual and cloud ERP solutions and consistently look for new and innovative ways to drive faster revenue growth in more efficient ways.
The position requires that the successful candidate keep her/his finger on the pulse of the rapidly evolving vertical markets and industry trends served by Deltek. Within the first 90 days, the successful candidate will be expected to gain a clear understanding of the sales organization’s strengths and weaknesses and to identify growth opportunities that will be key in delivering the long-term objectives.
Key responsibilities include:
- Sales responsibility for all Deltek GovCon ERP and related products to Government Contracting and Aerospace & Defense firms domestically in the employee size of 7,500+.
- Establish long-term sales goals and monitor achievement, taking necessary action as needed to ensure sales targets are achieved. Assess and determine how the sales organization functions and identify improvements in the organizational model, team member profiles and account strategies to improve and scale operations.
- Continually develop and mentor sales staff, direct reports and other Deltek employees to achieve success and meet the overall goals of the company.
- Build a sales model capable of aggressive year-over-year growth, capable of supporting a high double digit growth rate.
- Play a hands-on role with the field sales organization, maintain a personal presence and high visibility in the field, and directly participate in customer sales cycles at key accounts. Apply the highest leverage activities to identify, negotiate contracts and close major deals with support from corporate counsel and other key executive staff.
- Evangelize and embed a rigorous sales qualification and pipeline management process. Implement repeatable processes, systems and best practices that are required to ensure improved operations and increased customer acquisition.
- Provide regimented, disciplined, ethical and focused leadership to the sales organization that will foster success based on a culture of respect for customers, employees and other Deltek stakeholders.
- Attend GovCon industry events locally representing Deltek
Qualifications :
- 10+ years of sales experience including at least 5 years leadership in a significant software organization of a fast growing environment. Responsibility for delivering at least $10M in annual license bookings in the software market with demonstrated year-over-year growth.
- Experience directing, managing, and growing an organization of 20+ people in a scalable fashion for a multi-faceted sales organization while consistently increasing license bookings.
- Extensive experience with identifying and winning net new customers.
- Demonstrated strong orientation to disciplined process including forecasting experience with sales tools, sales methodology, sales operations, compensation alignment and organization structure design.
- Industry experience in application software or technology in a higher growth mid-cap or growth venture environments. ERP software experience is highly desired.
- Both a strategic and tactical sales executive with a clear ability to act as a change agent and professionally, and resourcefully, make an impact on the organization.
- Outstanding knowledge and successful use of proven sales processes and solution selling strategies and methodologies and familiarity with Salesforce.com, Eloqua, etc.
- Strong planning, financial and analytical skills; proven ability to apply these skills with deft business acumen to complex situations with competing priorities.
- Outstanding organizational leadership skills - strong written and oral communication skills; builds customer, vendor and employee relationships, at all levels; treats people with respect.
- Understanding of go-to-market strategies and business development best practices.
Miscellaneous requirements:
- College degree or equivalent work experience
- Ability to travel up 20%
- Able to work daily from Herndon HQ