Sales Manager, Government

3 weeks ago

Lehi, United States Nearmap Full time
Job DescriptionJob DescriptionCompany Description

Nearmap is unique. A global technology company with incredible people; a market-leader with energy and spirit. Nearmap was named as one of the world’s 10 Most Innovative Companies of 2020 by Fast Company magazine – and we are growing

What we do
We provide easy, instant access to high-resolution aerial imagery, city-scale 3D content, AI datasets and integrated geospatial tools, with wide-scale coverage across the USA, Canada, Australia and New Zealand. At the core of it, we are a location content company, a visual analytics company, and a software as a service company. Innovation is weaved into our DNA.

Job Description

The role of Manager, Government, Sales is to develop and lead the MM Government and AE Government team and drive the sales activity of them to achieve overall organizational customer metrics, reduce customer churn and promote sales of the Nearmap product. This role will focus around creating a high-performance culture and involve interface with customers at a senior level and to build strong relationships in conjunction with our other Sales Leaders.  

Key Responsibilities

  • Build a highly effective and high performing Govt Sales Team.
  • Lead, coach, guide and support  both MM Gov and AE Gov team members.
  • Develop strategies and tactics to achieve sales targets and support in customer retention.
  • Manage sales engagement for high value prospects and customers.
  • Set and monitor weekly, monthly and quarterly activity and performance targets for the Gov Sales Team.
  • Manage profitability through the achievement of targets, pricing decisions and the development and control of budgets.
  • Ensure Gov Sales Team follows company policies and procedures.
  • Liaise effectively with all Nearmap teams and departments to support sales activities and reflect sales and budget objectives.
  • Build strong team engagement and be an advocate for Nearmap.
  • Map Key Stakeholders, technical requirements and business process for target accounts.
  • Drive addition revenue opportunities by applying incremental programs or projects initiated by GM Gov.
  • Work closely with Director, Government North America to develop strategies and plans
  • Execute and maintain sales processes and initiatives in accordance with documented Gov Sales Plan. 
  • Analyze, evaluate and optimize sales and customer processes.
  • Work with Gov Marketing team to ensure alignment with marketing strategy processes and initiatives.
  • Contribute input into the development of initiatives such as new products, new marketing techniques, new campaigns and incentive bonus schemes.
  • Manage the implementation of specific initiatives aimed at improving the efficiency of the existing operation.
  • Maintain appropriate communications within and between the various functional areas of the business.
  • Builds and maintains healthy relationships with Technology, Product, Marketing, Engineering, Finance, CS, BDR/SDR and P&C who support Gov activities.
  • Establish a high degree of compliance and efficiency for the use of Salesforce within the Gov Sales Team.
  • Establish effective reporting using Salesforce data to generate high performance, manage sales and renewals, accurate forecasting. Readily share sales data within the business.
  • Provide detailed performance reporting and insights as required.
  • Responsible for reporting against periodic sales budgets and forecasts.
  • Implement, monitor and drive performance goals in accordance with business objectives.
  • Provide effective leadership to the team to achieve organizational goals.
  • Create a culture of accountability with clear objectives, KPI’s and processes.
  • Drive high performance in the team through managing and coaching and providing quality feedback.
  • Recruit and select high performers, develop talent and recognize and reward performance.
  • Ensure effective and complete onboarding of all new employees.
  • Facilitate regular team meetings to review performance, share knowledge, recognize achievements, and provide coaching.
  • Identify training and development needs and provide the resources needed to develop team members.
  • Conduct regular one on one and coaching sessions
  • Perform side by side sessions and call shadowing.
Qualifications

  • Extensive Management experience with a track record of success.
  • 2+ years of previous SaaS sales leadership experience
  • Experience understanding sales numbers and managing daily sales metrics
  • Strong commercial acumen, ability to coach at all levels, thorough understanding of subscription business models and customer retentions, strong negotiation skills
  • Demonstrated ability to lead effective sales teams and a proven track record of meeting and exceeding sales targets
  • Demonstrated leadership capability to developing and coaching high performing teams.
  • Ability to set high expectations standards and mentor an evolving workforce at varying levels of experience
  • High competence with CRM’s (ideally Salesforce)
  • Excellent written, visual and verbal presentation skills
  • Ability to prepare reports and use of appropriate mode of communication, able to make a compelling sales argument and sell value, direct and respectful and a good brand ambassador
  • Self-motivated and directed, strong emotional intelligence, composed, tenacious, positive and energetic self-starter who is results driven, exceptional collaboration skills with a hunger to exceed customer expectations
  • Establishes positive working relationships with colleagues and management peers
  • Bachelors degree in business discipline is desirable


Additional Information

Some of our benefits
Nearmap takes a holistic approach to our employees’ emotional, physical and financial wellness. Our current benefits include access to the Nearmap employee share scheme, short and long-term financial incentives, flexible working options, paid volunteer days, gym and phone rebates, and lots of development opportunities including hack-a-thons and pitch-fests.

Working at Nearmap
We move fast and work smart; often wearing multiple hats. We adapted to remote working with ease and are continually looking at ways to improve. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves.

If you can see yourself working at Nearmap and feel you have the right level of experience, we invite you to get in touch. 

Watch our culture video below to find out more about what a day in the life at Nearmap looks like.

Nearmap does not accept unsolicited resumes from recruitment agencies and search firms. Please do not email or send unsolicited resumes to any Nearmap employee, location or address. Nearmap is not responsible for any fees related to unsolicited resumes.

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