Area Vice President of Sales, Department of Defense & National Security

    • Reston, VA

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Government Area Vice President, Defense, Intelligence, and Law Enforcement Sales



The Area Vice President of Sales, Department of Defense & National Security is responsible for growing the Go-to-Market strategy for a highly skilled team of Client Directors in achieving organizational sales and growth targets. 



Responsibilities: 



Sales - Grow Client Directors that own driving YoY sales growth in alignment with the Government Business Unit's goals and strategies. Integrate the supporting activities of the Solutions Engineers into the sales process.  Ensure that resources are optimally allocated across the area to maximize short- and long-term financial results.  Provide Executive management and professional development for Client Directors to connect at higher levels in customer organizations, to allow a better influence on client decision-making, and approval of spending.   



Client Relationships - Leverage deep knowledge and experience within vertical space to identify areas of future growth and develop a plan to execute.  Expand relationships with C-level and senior members of clients to develop more meaningful customer relationships offering greater value.  Work collaboratively with internal partners within different functional areas to ensure tight alignment of priorities and resources. 



Target setting and tracking - Set annual, quarterly, and monthly sales targets for the Client Directors and manage an ongoing process for tracking sales. Communicate targets and results upwards as part of the process for building an accurate representation of business performance to senior leadership. Work closely with the Business Development Team to develop and manage pipeline and use Salesforce.com to forecast pipeline progression. 



Account Planning - Grow the Client Directors and sales support team members through quarterly detailed account planning process for each account. Evaluate the aggressiveness of the account plans and pressure-test their feasibility. Account Planning for each account will include:  Accounts' D&B spend forecast, key insights from the clients' solution reviews, assessment of account's needs, proposed steps for growing account spend including driving new business and the upsell and introduction of new products/solutions/services. 



Performance Measurement - Measure and evaluate the performance of Client Directors against clearly identified benchmark guidelines.  Assure that the performance of all key metrics in salesforce.com (SFDC) is properly measured - SFDC interaction frequency, opportunity updates with next steps to closure, account plans completed, the quantity of customer meetings, sales performance (new and total sales), and close-ratio for new business. Verify that necessary steps are taken to improve and manage performance and take the necessary steps to build a high-performing team. Create and drive cultural plans that create a high performing team.   



Training and Coaching - Coach and lead the team.  Ensure that all sales and sales support team members undergo required training as a part of their business requirements and professional development.  Participate in sales calls in varying stages of the sales process with Client Directors to provide coaching and feedback for improving performance with their customers. Develop career plans for each Client Director and identify areas of exposure and growth to help them achieve their career plan aspirations.  



Key Requirements: 

  • Must have 7+ years of successful sales leadership in a consultative/solution-oriented selling environment  with the US Federal Government. 
  • Must be eligible to receive and maintain a minimal US Government clearance of Top Secret (active Clearance highly preferred)
  • 10-15+ year preferred experience within the Department of Defense, Law Enforcement Agencies, and/or the Intelligence Community
  • Strong executive presence along with speaking, presenting, and written skills 
  • Demonstration of original thought in business plan development and history of successful execution against those plans 
  • Proven success with driving new and existing multimillion-dollar engagements in a highly complex, changing environment to ensure achievement of objectives and significant customer value 
  • Demonstrated ability to manage a team in a manner that instills a strong belief in achieving goals, focuses on preparedness and creates a passion for winning and personal development / growth 
  • Strong communication, interpersonal, planning and problem-solving skills 
  • Results-oriented, self-starter who is able to drive priorities and own outcomes in a matrixed environment
  • Strong experience in sales management/business development with a successful track record in sales 
  • Strong knowledge of technology and how to apply technology to solve customer's needs 
  • Strong communication, interpersonal, planning and problem-solving skills 
  • Bachelor's degree required, MBA preferred 
  • Ability to travel extensively to client sites.   


Dun & Bradstreet is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, age, national origin, citizenship status, disability status, sexual orientation, gender identity or expression, pregnancy, genetic information, protected military and veteran status, ancestry, marital status, medical condition (cancer and genetic characteristics) or any other characteristic protected by law.

We are committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with Dun & Bradstreet and need special assistance or an accommodation to use our website or to apply for a position, please send an e-mail with your request to TalentAcquisitionTeam@dnb.com. Determination on requests for reasonable accommodation are made on a case-by-case basis.

Please note that all Dun & Bradstreet job postings can be found at https://dnb.wd1.myworkdayjobs.com/Careers and all communication from Dun & Bradstreet will come from an email address ending in @dnb.com.

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