AVP, Enterprise Business Development – SLED Sales

🕒 Janeiro 22

⛰️ Colorado, Massachusetts, +1 estados a mais – Remoto

⛰️ Colorado – Remote 🍂 Massachusetts – Remote 🤠 Texas – Remote

⏰ Tempo Integral

🔴 Especialista

💰 Desenvolvimento de Negócios (BDR)

🦅 Patrocina Visto H1B

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Staples

SiteLinkedInTodas as Vagas

10.000+ funcionários

Fundada em 1986

🛒 Varejo

🛍️ Comércio Eletrônico

🤝 B2B

💰 $7.000.000 Grant - Staples em 2024-07

Retail • eCommerce • B2B

A Staples é uma grande empresa de varejo e e-commerce que fornece produtos de escritório, tecnologia e serviços para o ambiente de trabalho voltados para empresas, instituições e consumidores individuais. Ela opera tanto lojas físicas quanto canais online, oferecendo serviços de cadeia de suprimentos, entrega e serviços empresariais, juntamente com soluções de merchandising, tecnologia e baseadas em dados para dar suporte a clientes corporativos, educacionais, de saúde e governamentais. A Staples também recruta para funções como armazenamento, logística, vendas e tecnologia.

Descrição

• 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.

🎯 Requisitos

• 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.

🏖️ Benefícios

• Indeterminate compensation based on candidate's experience, skill, education, geography, business considerations, and internal equity.