Job Type: Full Time
No of Positions: 1
The ARInspect platform help customers transform their field services operations. We make field operations simple, automated, and smart to empower government agencies and regulated entities to serve, protect, and enrich communities. ARInspect’s mobile platform transforms the way field operations are done to safeguard air, water, roads, bridges, crops, livestock, facilities,assets and more. Using the power of Artificial
Intelligence and smart automation, we are on a mission to empower government agencies and regulated entities to replace paper-based manual processes that are highly inefficient, time-consuming, and duplicative with 100% digital, automated, and smart field work using a single device – mobile tablet.
As Vice President, and National Sales Lead for ARInspect, you will work closely with our Founder and CEO, our CTO, hired consultants, and other company leaders to create, own, and execute a Go-To-Market strategy for all horizontal and Industry solutions we offer. In this position you will build and manage a direct regional sales team and build a pipeline with the ultimate goal of exceeding your sales and business develop growth objectives for both SaaS and professional services revenue and profit.
The total compensation package for this full-time position includes base salary + bonus + equity + benefits. Our salary ranges are determined by role, level, and location.
Key Responsibilities:
- Secure appointments with top decision makers to discuss the mission of their organization and how the modernization of mobile field inspections can support that mission
- Develop, align, and coordinate a Go-To-Market strategy for the company. Be able to deploy technology solutions effectively for customers to transform their business
- Drive and maximize pipeline and business growth through focused solution approaches for customers
- Articulate the value of our platform features and services offered by ARInspect and our partners
- Continuous differentiation of ARInspect vs. industry competitor
- Build and manage a team of remote sales executives based in defined regions to develop comprehensive selling offerings that includes technical and financial solutions to generate overall cost savings for customers
- Maintain a healthy set of opportunities and be confident in your ability to articulate the sales strategy as it relates specifically to the pipeline you and your team maintain
- Develop and implement market growth strategies that define value for our clients
- Utilize consultative selling techniques, identify government customer challenges and needs with respect to operational and technology goals
- Use of a disciplined solutions sales process that relies heavily on financial drivers
- Qualify & disqualify complex sales opportunities
- Maintain ongoing customer relationships using account management principals to ensure customer satisfaction and develop future opportunities
- Deep understanding of the government procurement process and ability to generate leads organically through your existing network
- Assist in creating proposals in coordination with expert proposal managers, consultants and leadership
- Deliver proposals, including oral presentations to decision makers and subsequent contract negotiations
- Develop and coach sales practices, including diligent deal qualification, accurate forecasting, complex sales processes, negotiation, and other strategies
- Own strategic plan, quarterly bookings forecast, territory design, and resource planning for sales in all stages of the funnel
- Create and implement sales strategies to attain company strategic objectives
- Identify solutions for process and product improvement to increase revenue, profitability, and customer experience
- Willingness to travel up to 50% or more
Key Requirements:
- Progressive experience building and leading a high-performance Enterprise Sales function in a SaaS environment (3+ years experience ideal)
- Must have direct experience negotiating sales contracts, generating revenue, and maintaining sales quota targets with a proven track record of success
- Ability to work in a small-team start-up environment
- A strong track record of success in closing large, complex deals both with software and managed services
- A knack for collaborating cross-functionally across all departments
- Strong analytical, creative, and critical thinking skills to deliver solutions for both internal operations and external customers
- Great collaboration and presentation skills
- Able to lead multiple pursuits and customer conversations in parallel
- Ability to analyze effectively with great solution design skills and experience in leading response to pursuits/RFPs
- Knowledge of government procurement vehicles and understanding of selling off pre-bid competitive vehicles and approved software resellers (NASPO, CaraSoft, SHI, GSAetc.)