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Carrot Peelers, Sales, Personality and Your Job Search
In-House
Attorney
Litigation - Whistleblower - CFTC
Other
5-10 yrs required
Business Development Director - Public Sector Duties: Communicate the significant value proposition of the company’s entire portfolio. Instill confidence among clients with personal credibility and experience and the company’s footprint in the e-discovery space. Consistently qualify, generate, and execute on opportunities that provide profitable revenue. Consistently build an effective pipeline and execute on each phase of the sales process. Incorporate knowledge of the company's products and services, the customer, and key competitors into the sales process and use that knowledge to uncover customer needs and create value based solutions. Work effectively as a team member and also facilitate the sales opportunity by providing leadership and orchestrating the internal and external resources needed to effectively manage the sales process. Use two-sided discovery to uncover the key drivers of value for the customer, is skilled in articulating the value of the company's solutions and able to clearly differentiate the company's solutions in the marketplace. Accurately forecast the business on a consistent basis. Leverage the value of the company's solutions in the negotiation process to drive maximum margin for the company. Establish customer relationships that enable the company to be viewed as a trusted advisor. Liaise with the Marketing team to identify public sector marketing opportunities, such as conferences, trade shows, and other industry-organized opportunities. Demonstrate a proven ability to overcome procurement obstacles and project-level problems. Network among the disparate federal agencies and crown corporations to educate and generate demand for products and services.
Qualification and Experience
Qualification: Must have a B.S. or a B.A. college degree. Law degree is a plus. 5-10 years of success selling software and/or consultancy services to federal government agencies. Ideally this will be in the e-Discovery market, but commensurate experience selling to legal teams or investigators will be considered. Fluency in English and French. Experience at major government agency as an investigator or in the legal department. Polished executive presence with ability to interact with senior investigators, program directors, lawyers and departmental leaders as a “consultative partner,†not a “vendorâ€. Comfortable and fluent with e-discovery technology and document review terminology. Technical enough to deliver end-user software demonstrations.
ID: 4505
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