Head of Public Sector Sales
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Job Description
Head of Public Sector Sales at Pano AI managing sales for government agencies. Leading strategies to drive revenue growth in public sector accounts.
Responsibilities:
- Lead and scale our Public Sector sales organization, driving revenue within both new and existing accounts
- Develop go-to-market strategies to access all levels of government (federal, state, and local)
- Structure and negotiate new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes
- Bring government contracting expertise to ensure Pano is best situated to contract at all levels of the government
- Work closely with our Government Affairs VP (and broader team) to develop and execute against lobbying strategies to create long-term business opportunities
- Manage senior-level relationships with customers and key partners
- Leverage domain expertise to plan and execute sales tactics in the following areas: territory planning, prospecting, proposal development and RFP responses, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts
- Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities
- Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own an assessment of the competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies unique to the Public Sector vertical
- Ensure swift execution of new Pano Station installations during a challenging short pre-fire season purchasing window, by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract
Requirements:
- 10+ years of Public Sector and technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, and/or cloud computing services, etc.
- 5+ years of sales leadership experience, with a focus on building and scaling sales organizations
- Demonstrated ability to think strategically about aligning go-to-market strategies to the varying needs of the different segments of the public sector market (federal, state, and local)
- Excellent writing and verbal skills with an attention to organization, detail, and quality presentation
- A track record of navigating multi-stakeholder and complex sales cycles, with an emphasis on engagement at the executive level
- Highly competitive, ramp quickly, extremely adaptive, high sense of urgency, and pride yourself on exceeding production goals
- Strong bias towards coaching and development of your team
- Travel expectations at least 25%
Benefits:
- Comprehensive medical, dental, and vision coverage
- Matching 401(k) plan
- Flexible paid time off
- Stock options
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