Director of Sales, Federal

• DC, Washington
• Type: Full-time
• Min. Experience: Director
• Salary: $135,000 - $140,000

SoundThinking deploys the largest, most powerful network of users, information, and technology in American law enforcement. Powered by the most advanced search and analysis technology in the industry, CrimeTracer, we give our users the information they need to keep themselves and their communities safe.

The Director of Sales, Federal sells CrimeTracer solutions directly to federal law enforcement agencies and through channel partnerships. The partner landscape includes Thomson Reuters Special Services (TRSS), Carahsoft, and others are being considered. The role involves direct selling and leveraging our strong partner relationship with TRSS given our integration with their CLEAR platform, and their footprint of Enterprise License Agreements with key federal agencies, promoting CrimeTracer solutions, seeking and developing new business and driving competitive sales opportunities. The right candidate must be very sales savvy with the ability to initiate effective discovery campaigns designed to understand the environment, initiatives and needs of targeted federal law enforcement agencies. The candidate must also demonstrate proficiency in developing Strategic Account Plans, and a track record for achieving sales quotas.

Essential Duties/Responsibilities

• Develop and execute on comprehensive Federal go to market plan
• Achieve sales bookings goals
• Work with partner ecosystem and business development consultants to drive federal sales, including working with partners to target agencies with specific use cases where our platform can demonstrate value
• Effectively demonstrate the CrimeTracer solution, and articulate the value proposition of information-led decision making to reduce violent crime
• Train partner sales forces on SoundThinking’s products, pricing, positioning, and differentiation. Ensure our products are being accurately described, demonstrated, and positioned
• Identify key agency stakeholders, business partners and account alliances designed to produce sales opportunities
• Build and maintain strong client and partner relationships at all levels of organizations
• Participate in pre-sales calls, create and deliver customized presentations (in person or online), provide written proposals and subject matter expertise for federal solutions
• Utilize knowledge of government requirements and contracting mechanisms to determine and position value-added solutions
• Understand the competition in the marketplace and effectively differentiate Forensic Logic’s unique capabilities and value proposition
• Assist in RFI/RFP responses
• Attend market insight events, networking activities, and participate in associations, consortiums, and conferences to support sales growth

Minimum Qualifications:

• Bachelor’s degree
• 8+ years Sales experience across the federal market, ideally the law enforcement, fraud, identity management market
• Demonstrated success selling through reseller channel partnerships
• Working knowledge of sales concepts, methods, and techniques
• Ability to work collaboratively with internal and external stakeholders demonstrating strong interpersonal and communication skills
• Self-starter, highly motivated, team player with strong business acumen, superior organizational skills and the ability to follow through
• Excellent writing & presentation skills
• Public records/open source data experience preferred
• Ability to travel to sales training, meetings, and to customer locations
• Technology savvy to learn how to demonstrate our products effectively to prospects
• Proficient in web-based demo platforms, MS Office/internet, SFDC

Travel

• Travel is primarily local during the business day, although some out-of-the-area and overnight travel is expected

Location: Washington DC region