JUVARE is a SaaS software company focused on developing innovative enterprise resilience solutions for government agencies, corporations, healthcare providers and higher education around the world. JUVARE solutions have supported over 500,000 emergency response incidents in all 50 states and 20 countries around the world. JUVARE helps our clients prepare, connect, and respond to protect people, property, and brands.

Job Summary:

Juvare is rapidly expanding our presence of Crisis and Incident management technologies across the Federal Government. Juvare has made significant investment to align to the needs of the DoD and Federal civilian agencies. This includes our FedRAMP HIGH authorization and IL5 investments. To support these investments and the desired rapid growth and scaling, the VP of Federal Sales must have an agile, dynamic mindset, be comfortable embracing change, possess a true leader’s mentality to work with and expand our growing footprint of U.S. Federal Government clients.

The Vice President of Federal Sales will be responsible for leading Juvare’s US Federal and DoD sales and business development efforts to expand our penetration of current accounts and broaden our net new footprint. S/he will be responsible for leading, developing, and driving a world-class enterprise technology sales organization focused on a high-touch, data-driven, and channel-integrated sales philosophy.

S/he will provide leadership, direction, and resources to the sales organization and will be accountable for the overall commercial performance of US Federal and DoD accounts. This via the achievement of sales goals and targets while also ensuring alignment with overall business strategy. S/he will also be charged with ensuring sustainable revenue growth by helping define and operationalize the go to market strategy.

Reports to:  Executive Vice President – Chief Revenue Officer

Location: DC or surrounding area, Atlanta, or Remote

Responsibilities:

  • Oversee Juvare’s US Federal and DoD market vertical, meet or exceed quarterly and annual revenue and bookings targets via net new and cross-sell motions.
  • Work with the Product Management team to refine and operationalize the US Federal and DoD solution set.
  • Partner with the Client Success organization to meet revenue retention goals.
  • Execute a go-to-market strategy, across the current client portfolio and net new landscape.
  • Partner with the marketing organization to execute growth initiatives associated with the defined go to market strategy.
  • Jointly with customers, ensure co-development of use cases for Juvare’s offering and maximize demand, drive customer intimacy and the sophistication of Juvare’s offering to maximize revenue.
  • Set departmental and agency KPIs and evaluate the effectiveness of the sales initiatives, making appropriate changes that encourage achievement of overall sales and business targets.
  • In conjunction with the Sales Operations and Solution Engineering, manage and respond to proposal requests, RFQs, RFPs, RFIs and other solicitations.
  • Lead, recruit and inspire talented and ambitious Account Executives and Solutions Engineering staff, while ensuring their constant professional growth while also assisting them in the execution of their duties where necessary.
  • Influence Juvare’s future technologies in the US Federal and DoD sector through market understanding, knowledge, and customer experiences.
  • Understand and capitalize on alignment with funding opportunities, fiscal budgets and market trends.
  • Develop and manage strategic partnerships where applicable.
  • Train, practice and reinforce a consultative sales approach.
  • Identify and work with Company resources required to move the sale to closure.
  • Ensure the teams timely and diligent use of Salesforce to accurately report out on team activity, pipeline and other performance metrics.
  • Develop and exhibit firm grasp of Juvare technologies, services, and industry knowledge.
  • Understand and be aware of Juvare information security policies and standards.
  • Always protect company and client information.
  • Inform the Compliance Officer or hot line of any information security issues.
  • Compliance with Juvare policies.

Qualifications:

  • Bachelor’s Degree (Master’s in Business preferred)
  • 5+ years of Sales Leadership experience, selling enterprise software into the Federal government.
  • Documented history of sales leadership quota achievement within the Federal Government
  • Proven success in the long cycle sale of complex software and technology solutions.
  • Have a background selling technical solutions to high-level executive decision-makers
  • High motivation, willingness to learn, and goal-oriented
  • Possess creative and resourceful problem-solving abilities with attention to detail
  • Must be an excellent listener with the ability to build successful relationships
  • Must possess skills necessary for effective decision making
  • Experience in solutions selling, consultative sales techniques, and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies in the Federal Government
  • Ability to safely and successfully perform essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
  • US Citizenship required

Functional Experience:

  • Commercial Leadership: Experience designing & implementing common sales processes & ways of working (including incentives, KPIs, sales plans and reporting)
  • Federal Sales/Procurement Process: Strong command with an ability to train on the full sales cycle from identifying, qualifying, and shaping an opportunity through to successful closure within the federal government procurement process
  • Business Ramp-up: Establishing, nurturing, and growing an enterprise sales organization
  • Leadership Competence: Demonstrating refined communication, organizational, and leadership skills.

Skills / Knowledge Requirements:

  • Outstanding written, verbal and presentation skills.
  • Ability to easily establish rapport with people throughout our Company and within prospect organizations.
  • Proficiency with all elements of Federal procurement including leveraging of partner networks, SI’s, funding and contract vehicles, and the FAR.
  • Experience using Salesforce or similar CRM tool.
  • Must possess the ability to implement and operate a team using a sales methodology that incorporates qualifying, consultative selling and closing techniques.
  • Excellent ability to multi-task and adjust priorities as demands change, while still meeting all prospect and company requirements.
  • Team and goal oriented; skilled in working within a collaborative environment.
  • A passion to drive hard and lead

 Differentiating Attributes:

  • Emergency or crisis management and or public safety experience
  • Entrepreneurial drive and spirit.
  • Existing sector relationships across leadership and influential US Federal and DoD agencies. Government Contractor and employees are required to be fully vaccinated.

Additional Information:

This position requires access to information that is subject to compliance with the Export Administration Regulations (“EAR”). In order to comply with the requirements of the EAR, applicants will be asked to provide specific documentation to verify U.S. person status under the EAR. A “U.S. person” according to their definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee, or asylee.  This information will also be used in determining whether an exception to the EAR’s licensing requirements can be exercised or a license required for deemed exports.

As the Company is a partner with the United States government, this position may require access to sensitive government information. Accordingly, candidates must be capable of passing an SF-85 background check and obtaining public trust clearance if required.

 

 

 

 

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