Note: The job is a remote job and is open to candidates in USA. Posit PBC is seeking a Major Accounts Manager to join their team, focusing on the rapidly growing Data Science field. The role involves engaging with new customers, educating the market about Posit's products, and managing revenue within the Public Sector.
Responsibilities
- Public Sector Hunting: Utilizing expert outreach skills and background to reach out to net-new Public Sector (federal, state, local) customers both in the US and abroad
- Market Education: Educating the market about the value of Posit's professional products and then selling our software
- Revenue Management: Forecasting sales activity and revenue achievement while creating satisfied and referenceable customers
- Territory Building: Mapping and building territories from the ground up
- Lead Utilization: Utilizing the existing customer base from Posit conference attendees, inbound leads, and those who download our open-source product
- Sales CRM: Using tools like Salesforce as a single source of truth
- Target Achievement: Routinely meeting or exceeding 100% of sales targets
- Industry Awareness: Keeping up with industry trends, the competitive landscape, and customer needs
- Internal Collaboration: Collaborating with our marketing, product, customer success, and support teams to creatively grow our portfolio of customers
- Team Contribution: Being a part of a tight-knit sales team that values best practices sharing, mentoring, and learning while collaborating well with other people
- Technical Familiarity: Deepening your interest in a technical sales role that involves familiarity with analytics / Data Science
- Professional Product Mastery: Leveraging sales experience to communicate with potential clients to develop an interest in Posit's professional software
- Begin Working Through Product Onboarding: Immerse yourself in the Data Science field and Posit’s professional software toolchain
- Initiate Territory Mapping: Begin building your Public Sector territory from the ground up and identify high-priority targets
- Sync Systems: Ensure all prospecting activity is meticulously tracked in Salesforce as the single source of truth
- Execute Outreach: Actively reach out to net-new Public Sector prospects across federal, state, and local levels, as well as internationally
- Educate Prospects: Deliver high impact demonstrations and high level demonstrations that articulate the value of Posit’s professional products
- Identify RFP Opportunities: Map out specific government RFQ/RFP processes and contract mechanisms for your active pipeline
- Engage Channels: Begin collaborating with resellers and VARs to broaden your reach within the government market
- Advance Complex Cycles: Be on track to progress long-lead opportunities through multiple stakeholder approvals and large-agency requirements
- Deliver Accurate Forecasts: Provide dependable sales activity reports and revenue achievement forecasts to the team
- Maintain Hunting Momentum: Consistently identify and engage net-new logos to ensure a healthy long-term pipeline
- Achieve Target Milestones: Be on track to meet or exceed 100% of your annual sales targets for the Public Sector
- Expand Influence: Establish yourself as a subject matter expert on industry trends and the competitive landscape within your territory
- Mentor and Collaborate: Contribute to the team’s growth by sharing best practices and mentoring new colleagues
- Develop References: Build a portfolio of satisfied, referenceable Public Sector customers who can advocate for Posit's value
Skills
- Significant B2B Software Sales experience
- A track record of success selling to governmental entities
- Experience with government RFQ / RFP processes, acquisition regulations, and contract mechanisms
- Experience working with resellers, VARs, and channel partners focused on government markets
- Experience in long, complex sales cycles in large agencies/organizations that involve multiple stakeholders
- Practicing sales with the utmost integrity while remaining humble and self-motivated
- Thriving in a dynamic environment that often has ambiguities and competing priorities
- Availability to travel as needed
Benefits
- 100% of medical, dental, and vision insurance premiums are covered for employees and their families! Fertility and gender-affirming healthcare is included in all of our plans.
- Supplemental mental health and wellness benefits are available via Ginger even if you don’t opt in to our insurance plans, including Ginger for teen family members.
- Posit's gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents.
- All full-time employees are eligible for 401k enrollment starting on day one.
- After six months of employment, Posit provides a substantial yearly match to employee 401K contributions.
- An annual profit-sharing bonus for employees recognizes our team’s contributions to company performance across the year.
- We are a 100% distributed team. You are also welcome to come into our Boston office.
- We offer a $400 monthly reimbursement for coworking space rental if you prefer to work away from home.
- Our Lifestyle Savings Account offers an initial deposit of $1800 and then an additional quarterly stipend of $375 to cover the costs of professional development, wellness, financial health, charitable giving, and remote work support.
- We provide a flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays.
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