AVP, Enterprise Business Development – SLED Sales

Job Description:

• Create a Sales & Revenue Strategy to win prospects and drive net new logo market share penetration for State, Local & Education Prospects in coordination with the VP of Business Development & Executive Leadership.
• Ensure proper administration of all SBA National Government contracts and compliance with terms across all SBA regions.
• Devise and deploy an activity-based sales plan for other SBA National Government contracts.
• Develop the Vision of SBA’s niche in the K-12 Market & Higher Ed Market and build a strategic targeted approach.
• Collaborate with internal SLED Partners and Marketing to devise sales plans and assure marketing collateral supports the business plan.
• Prepare Annual Business and Growth Plans under the direction of the VP of Business Development.
• Build and maintain superior relationships with various Business Partners, including National Administrators of National Contracts and consulting partners such as GSS.
• Lead efforts focused on the pursuit of large/complex opportunities, managing deals over $5M annually with contracts for 3+ years.
• Navigate and negotiate with complex C-Level prospects within State & Local Government Official and Education Prospects.
• Design and negotiate intricate contracts that avoid potential risks for the company while being value-based for customers.
• Collaborate with finance on a strategy for large & complex financial deals.
• Lead highly complex deals requiring high financial acumen and negotiation tactics, often including understanding of RFP processes and building pricing/financial models.
• Develop and ensure the execution of tactical and operational sales plans for national business development scope.
• Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability.
• Evangelize Business Development leadership culture based on open communication, collaboration, goal achievement, and accountability.
• Monitor emerging marketplace trends and available data to drive decision-making and ensure the evolution of sales strategy and execution.
• Develop creative/effective business proposals that position Staples as a value-added provider with differentiated products, solutions, and services.
• Advocate internally for customers' best interests while balancing financial long-term benefits/risks and company interests.
• Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints.
• Effectively execute and improve sales driving programs including sales compensation, performance management, and professional development.
• Drive top-line revenue by acquiring new logos.
• Partner with Regional Vice Presidents to define Go-To-Market strategy.
• Build collaboration with internal cross-functional teams.
• Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners.
• Lead complex sales negotiations emphasizing our value proposition, maximizing margin, overcoming objections, and closing business.
• Maintain transparency in pipeline management, pricing negotiations, and contract governance.
• Ability to forecast revenue.

Requirements:

• Minimum 12 years of sales experience in a business-to-business environment or consultative sales experience, with 5+ years of sales management experience
• Demonstrated experience in securing large-scale, complex deals
• Proven track record of negotiating with State, Local, and Education Prospects
• Experience collaborating with deal teams such as Client Services, Legal, Order Management, Finance, etc.
• Proven ability to identify enterprise-wide opportunities and structure innovative solutions
• Excellent communication skills and demonstrated ability to lead, mentor, and motivate Business Development Directors
• Proven consistent achievement of sales quotas and financial commitments
• Strong business acumen, forecasting skills, influencing skills, and communication skills
• Bachelor’s degree required; Master's or advanced degree preferred.

Benefits:

• The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation.

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