Vice President, Public Sector Sales

1 week ago

Washington, United States Forrester Research, Inc. Full time

At Forrester, we're trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That's why we're always looking to empower talented individuals to perform at their best every single day. We're proud of our community of smart people and vibrant voices who come together to do what's right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.

About This Role:

Forrester's Vice President of Public Sector Sales leads and drives our government sales strategy and initiatives to achieve revenue targets and expand our market presence in the public sector the across US and Canada public sector (federal, state and local, and defense). This individual reports directly to the senior VP of North America and is pivotal in shaping the company's growth trajectory and fostering strategic partnerships with government agencies at all levels.

Job Description:

Develop and execute government sales strategy:

  1. Collaborate with executive leadership to develop a comprehensive government sales strategy aligned with company goals and market trends.
  2. Identify and prioritize target government agencies and market segments to maximize revenue opportunities.
  3. Establish clear objectives and KPIs to measure the success of government sales initiatives.
  4. Develop clearly defined go-to-market initiatives with key Forrester sales, marketing, consulting, and product leaders to achieve revenue goals. Define key milestones and progress tracking metrics and drive associated operating rigor to 'inspect what we expect.'

Leadership and team management:

  1. Lead and mentor a high-performing government sales team, providing guidance, support, and coaching to drive individual and team success.
  2. Foster a culture of accountability, collaboration, and continuous improvement within the government sales organization.
  3. Recruit, onboard, and retain top talent to strengthen the government sales team and ensure alignment with company objectives.
  4. Understanding of capture and proposal management function and drive alignment between capture, sales, and delivery.

Strategic relationship building:

  1. Cultivate and maintain strategic relationships with key decision-makers and influencers within government agencies, including federal, state, and local entities.
  2. Drive engagement with government stakeholders through effective communication, presentations, and proposal submissions.
  3. Identify and pursue partnership opportunities with government contractors and channel partners to enhance market reach and competitiveness.
  4. To excel as a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex sales deals.

Sales operations and performance management:

  1. Oversee all aspects of government sales operations, including pipeline management, Government pricing and contract management, forecasting, and deal execution.
  2. Collaborate with cross-functional teams, including marketing, finance, deal desk, product management, and legal, to support government sales activities and address customer needs.
  3. Analyze sales performance data and market trends to identify opportunities for optimization and growth.
  4. Extensive knowledge and experience of the federal and/or state and local procurement process, including best practices, regulations, stakeholder management, from initial requirement concept through contract execution and closeout.

Compliance and regulatory oversight:

  1. Ensure compliance with applicable regulations, policies, and procedures governing government sales, including procurement regulations and contract requirements.
  2. Partner with legal and compliance teams to mitigate risks and address regulatory challenges associated with government contracting.

Job Requirements:

  1. A bachelor's degree.
  2. Success in government sales leadership, with at least 10-plus years' experience in a similar capacity.
  3. Solid knowledge of navigating the United States government sales cycles, leveraging internal resources within the larger sales organization, cross-functionally with the customer success, finance, and product teams and externally across customer and partner ecosystems.
  4. Deep understanding of government procurement processes, regulations, and contracting vehicles, preferably within the federal government.
  5. Strong leadership and team management skills; the ability to inspire and motivate cross-functional teams to achieve common goals.
  6. Excellent communication, negotiation, and presentation skills; the ability to influence key stakeholders at all levels.
  7. Strong presentation skills for delivering in-person and virtual presentations to LOB and IT audiences, highlighting your ability to perform client discovery, communicate ROI, and build business value.
  8. Strategic thinker with a results-oriented mindset and a proactive approach to identifying and pursuing business opportunities.
  9. Demonstrated ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions.
  10. Desire to actively seek to understand industry trends to help position against competitors.
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