pano-ai - Head of Public Sector
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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% • Final compensation for full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, full-time roles are eligible for stock options. Our benefits package also includes comprehensive medical, dental, and vision coverage, a matching 401(k) plan, and flexible paid time off.
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
Benefits
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