Senior Business Development Manager, Public Sector

6 days ago

Seattle, Washington, United States ProCore CPA Full time
About the Role

We are seeking a highly skilled Senior Business Development Manager to join our Public Sector team at Procore CPA. As a key member of our sales team, you will be responsible for driving revenue growth and expanding our presence in the government construction and software sector.

Key Responsibilities
  • Develop and Execute Sales Strategy: Create and implement strategic territory and account plans to achieve revenue targets in the state and local government sector.
  • Build and Manage Customer Relationships: Foster and maintain strong relationships with key stakeholders, government officials, and decision-makers.
  • Understand Market Dynamics: Stay informed about market trends, competitor activities, and regulatory changes affecting the government construction and software sector.
  • Consultative Selling: Utilize consultative selling techniques to understand customer needs, propose solutions, and articulate value propositions effectively.
  • Negotiate and Close Deals: Manage complex sales cycles, craft strategic mutual action plans, source and complete RFPs, negotiate terms, and close contracts with state and local government agencies.
  • Collaborate Cross-Functionally: Collaborate with Marketing, Sales Development, Solutions Engineering, Customer Success, Implementation, and industry Partner teams to drive new client acquisition, renewal, and account expansion opportunities.
  • Partnering / Co-Selling: Work with Systems Integrators, Construction Management Firms, and Consultants to drive territory and account planning, mutual action plans, and growth.
  • Maintain Sales Documentation and Reporting: Keep detailed records, analyze sales data, and generate reports to track performance, identify trends, and optimize sales strategies.
Requirements
  • BA/BS or Equivalent Experience: Preferred
  • 8+ Years of Demonstrated Successful Software Sales: Preferably B2B or B2G
  • Experience Using a Consultative, Solution-Based Sales Methodology
  • Proven Record of Quota Attainment in Strategic Field Sales
  • Proven Ability to Communicate Effectively via Telephone and Email with Customers
  • Executive Presence and Proven Ability to Communicate with Government Executive-Level Decision Makers
  • Ability and Resilience to Work in a Fast-Paced Sales Environment
  • Ability to Develop Trusted Relationships
  • Proficiency in Microsoft Office Products and Online Collaboration Tools
  • Experience with CRM and Opportunity Management Systems
  • Proven Ability to Build and Manage Pipeline and Forecasting

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