Regional Director Of Sales - SLG West

Socrata Denver , CO 80208

Posted 2 days ago

Our mission at Socrata is to help government use data more strategically and effectively in the design and delivery of their programs and missions. Since 2007, we have focused on improving the access and utility of data held by government institutions around the world, and making that data useful to people outside and inside of government.

Socrata set out to develop a new kind of cloud-based software infrastructure and an innovation network designed to unlock the flow of government data. We're the leader of a global movement called open data where engaged citizens, civic hackers, elected leaders, program managers, entrepreneurs, journalists, scientists and researchers are applying data to age-old problems to make government more efficient and to improve society as a whole by improving government outcomes.

Our data platform and cloud-based solutions support the world's most ambitious open data programs and internal data sharing programs at every level of government. Our customers include the US Federal Government; half of US states and most major US cities and counties. Some of our amazing customers include states like New York, Texas and Utah; cities like Seattle, Chicago, Los Angeles and New York; federal agencies like the Centers for Disease Control and Prevention (CDC), US Department of Commerce, the US Department of Transportation and the Centers for Medicare & Medicaid Services! Our select few non-governmental customers are ones with influence over government data policy, including the World Bank, the United Nations and the European Commission.

How We Act

At Socrata, how we act with each other and our customers embodies the core values and our code of conduct:

We value big ideas and creative execution

We build open and honest relationships

We are results driven and accountable

We celebrate success together

We aspire to be remarkable

Do you share our values? Is this the kind of environment where you'll feel empowered to do your best and most meaningful work?

Are you looking to both advance your career and make a difference in the world? Want to help governments accelerate their effectiveness? Are you seeking to be exposed to a huge market opportunity at the same time you work to create a market category?

By joining our growing Sales and Services team at Socrata you will be joining an ongoing effort to radically improve governmental outcomes and service delivery across the country. Across all segments, Socrata has established a leadership position in making data-driven government truly possible. And as a result are mercilessly attacking the opioid challenge, homelessness, emergency response, fighting urban blight and making transportation more effective in every government we engage with.

You will join a team that values talent and treats people as the most important asset and differentiator we have. You will bring the diversity of your experience, your passion, your dedication, your work ethic, your mastery of sales and a keen interest in establishing and maintaining trusted advisor status in governments around the world.

Ready to join the revolution?

The Regional Director of Sales - SLG West will be responsible for running their region. They will be directly responsible for driving all revenue in the West through a team of dedicated Account Executives and Account Managers. They will be vitally connected to their region's Customer Success Managers and Services players as well as the region's Solution Engineers providing incredible pre-sales support. They will exercise a high degree of influence over the focus of our business development, corporate affairs and Product/Marketing teams. They will be driven by the top and bottom lines with both new revenue and expansion/renewal responsibilities. They will manage a team to do everything needed to succeed, including:

  • Driving relevant solution offerings to Socrata's Government 500 customers and prospects resulting in significant logo and revenue growth.

  • Enable sales and support of successful delivery of professional services.

  • Ensuring the maintenance of trusted advisor status in new and existing customers.

  • Aligning with industry partners through Systems Integrators, ISV's and needed technology partners.

  • Orchestrating field demand generation adding to strong pipeline.

  • Maintaining and reporting accurate pipeline and forecast.

  • Aligning to corporate and sales strategies and ensuring team is well versed in both.

What you'll be doing

  • Ensure achievement of all financial/business targets for the assigned Region.

  • Attract, Engage, Develop, and Retain a high-performing team of sales professionals and leaders.

  • Partner with People Operations and Revenue Operations to ensure appropriate talent management programs are in place, including staffing/workforce planning, onboarding, training, performance management, development, and succession planning.

  • Effectively lead a sales organization through empowering an effective and aligned sales management team.

  • Coach sales leaders to continue improved performance and ensure alignment to go-to-market, solution selling approaches and overall sales strategies

  • Oversee account and opportunity assignment and recommend quotas for team members

  • Ensure team members maintain accurate and complete records of the opportunities and pipeline, and accurately forecast the business on a regular basis

  • Drives a dual-path sales strategy of partner-driven and sales-driven opportunity generation

  • Serves as a change agent; leads, sponsors and supports the Socrata organizational transformation objectives

  • Lives Socrata's core values every day

  • Provide executive level engagement to key clients or prospects to advance the sales process as required

  • Determine and implement appropriate staffing/investment model for the region to achieve targets

  • Develop regional growth strategy including potential new markets to invest in

What would make you a good fit for this role?

Education/Experience Required

  • Bachelor's degree or higher is required, preferably in information technology or business; or directly related successful experience may be substituted for a degree

Work Experience Required

  • Regional Directors typically have 8 or more years of sales experience with 3 or more years of sales leadership experience. Experience in public sector and cloud or data markets is preferred

  • Experience leading multiple sales professionals distributed among a multi-state geography is preferred

  • Must have successful track record leading sales teams in achieving assigned targets

  • Must have successful track record providing executive-level impact to government clients and partners

Skills and Core Competencies

  • Demonstrated business and industry experience in the Public Sector and Cloud or Data markets.

  • Excellent leadership, management, and coaching skills.

  • Ability to develop and coach sales professionals to lead successfully.

  • Outstanding collaborator at all levels within the company and with partners, knowing when to lead and when to empower others.

  • Ability to model and teach excellent consultative selling skills; highly effective in front of government clients in a consultative manner, able to advance key opportunities as well as manage complex service delivery issues

  • Understanding of key industry drivers and buying criteria for the portfolio of Socrata solutions and services. Experience in Transportation, Healthcare, Finance and Local Government preferred.

  • Adept at strategic account planning.

  • Strong conflict management and resolution skills - must be able to build consensus and anticipate and solve problems.

  • Excellent communication skills, including phone, presentation, and writing skills. Social media presence is highly preferred.

  • Ability to negotiate / influence both internally and externally.

  • Ability to quickly learn and apply in the field.

  • Ability to travel, typically around 60%.

Join our growing Sales and Services team and dent the universe with Socrata. Competitive salary including stock options and great benefits are offered. Qualified applicants may apply right here and also contact Socrata at peopleops@socrata.com.

About Socrata

Socrata has 160 employees and is headquartered in a vibrant and creative workspace in Seattle, WA. The company also has regional offices in Washington, DC and London, UK. Socrata has raised $55M in venture backing from top VC firms including Sapphire Ventures, OpenView Venture Partners, Frazier Technology Ventures, and Delta-v Capital. You can learn more about Socrata at www.socrata.com.

Socrata is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Socrata are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Socrata will not tolerate discrimination or harassment based on any of these characteristics. Socrata encourages applicants of all ages.


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Regional Director Of Sales - SLG West

Socrata