Head of Public Sector Sales

This is a fully remote position, open to applicants in Colorado, +2 more states.

📋 Description

• Lead and expand our Public Sector sales organization, generating revenue in both new and established accounts.

• Create go-to-market strategies to engage all levels of government (federal, state, and local).

• Structure and negotiate new business partnerships including key pricing, commercial, and operational terms as part of intricate contracting procedures.

• Bring expertise in government contracting to ensure Pano is optimally positioned to secure contracts at all levels of government.

• Collaborate closely with our Government Affairs VP (and the broader team) to develop and implement lobbying strategies that foster long-term business prospects.

• Manage relationships with senior-level customers and key partners.

• Utilize domain expertise to plan and execute sales tactics in areas such as territory planning, prospecting, proposal development and RFP responses, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing, and contract execution.

• Drive continuous account management in collaboration with Customer Success to ensure customer satisfaction and identify further expansion opportunities.

• By partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will take ownership of assessing the competitive landscape and technologies to help formulate and refine product, go-to-market, service, and support strategies tailored to the Public Sector vertical.

• Ensure the prompt execution of new Pano Station installations during a challenging short pre-fire season purchasing window by closely collaborating with the internal operations team and facilitating necessary actions with customer operations teams, often concurrently with closing contracts.

⛳️ Requirements

• Over 10 years of experience in Public Sector and technology sales, focusing on enterprise software, networking, infrastructure, managed hosting services, and/or cloud computing services.

• More than 5 years of sales leadership experience, emphasizing the development and scaling of sales organizations.

• Proven ability to strategically align go-to-market strategies with the diverse needs of various segments within the public sector market (federal, state, and local).

• Exceptional writing and verbal communication skills, with a keen attention to organization, detail, and quality presentation.

• A history of navigating complex sales cycles with multiple stakeholders, focusing on engagement at the executive level.

• Highly competitive, able to ramp up quickly, extremely adaptable, possess a strong sense of urgency, and take pride in surpassing production goals.

• Strong inclination towards coaching and developing your team.

• Willingness to travel at least 25% of the time.

🏝️ Benefits

• Health coverage.

• Retirement or pension contributions.

• Paid time off.

• Equity.