Position Responsibilities

Deltek is seeking an exceptional sales leader to lead our Federal sales team, a critical component of Deltek's leadership organization supporting our portfolio of software solutions for government contractors and federal agencies. The Director/Senior Director, Federal Sales is charged with enhancing the current strategic and tactical plans that will continue to drive higher revenue, productivity, and margin performance in line with corporate objectives and Deltek's growth plans. The charter of this role is to successfully sell Deltek's net-new solutions into the federal and consulting markets and to consistently identify new and innovative ways to drive faster revenue growth in more efficient ways.

The position requires that the successful candidate keep her/his finger on the pulse of the rapidly evolving federal contracting landscape and regulatory environment industry trends served by Deltek. Within the first 90 days, the successful candidate will be expected to gain a clear understanding of the sales organization's strengths and weaknesses and to identify growth opportunities that will be key in delivering the long-term objectives.Key Responsibilities

• Sales responsibility for all net-new Federal vertical software and related products, targeting federal government contractors, federal agencies, and consulting/professional services firms globally.
• Establish long-term sales goals and monitor achievement, taking necessary action as needed to ensure sales targets are achieved. Assess and determine how the sales organization functions and identify improvements in the organizational model to improve and scale operations.
• Work and coordinate with our channel partners and systems integrators on go-to-market and strategy to optimize win rates and deal velocity within federal procurement cycles.
• Continually develop and mentor sales staff, direct reports, and other Deltek employees to achieve success and meet the overall goals of the company.
• Build a sales model capable of year-over-year growth, capable of supporting a high double-digit growth rate in the federal and consulting verticals.
• Play a hands-on role with the field sales organization, maintain a personal presence and high visibility in the field, and directly participate in customer sales cycles at key federal accounts. Apply the highest-leverage activities to identify, negotiate contracts (including federal procurement vehicles and terms), and close major deals with support from corporate counsel and other key executive staff.
• Evangelize and embed a rigorous sales qualification and pipeline management process. Implement repeatable processes, systems, and best practices required to ensure improved operations and increased customer acquisition.
• Provide regimented, disciplined, ethical, and focused leadership to the sales organization that will foster success based on a culture of respect for customers, employees, and other Deltek stakeholders.

Qualifications

• 10+ years of sales experience, including at least 5 years of leadership as a leader in a significant software organization within a fast-growing environment. Responsibility for delivering at least $10M in annual license/subscription bookings in the software market with demonstrated year-over-year growth.
• Experience directing, managing, and growing an organization of 7+ people in a scalable fashion for a multi-faceted sales organization while consistently increasing bookings.
• Extensive experience identifying and winning net-new customers within the federal government markets, both directly and through channel partners.
• Demonstrated strong orientation to disciplined process, including forecasting experience with sales tools, sales methodology, sales operations, compensation alignment, and organization structure design.
• Industry experience in application software or technology serving the federal government and government contractor markets. ERP software experience and familiarity with federal contracting vehicles (e.g., GSA Schedule, GWACs) is required.
• Solutions-selling mentality in an environment with multiple products.
• Knowledge of and proven practice with territory and account management in a rapidly changing sales organization.
• Both a strategic and tactical sales executive with a clear ability to act as a change agent and to professionally and resourcefully make an impact on the organization.
• Outstanding knowledge and successful use of proven sales processes and solution-selling strategies and methodologies, and familiarity with Salesforce.com, Eloqua, etc.
• Outstanding organizational leadership skills - strong written and oral communication skills; builds customer, vendor, and employee relationships at all levels; treats people with respect.
• Understanding go-to-market strategies and business development best practices within federal market.

Miscellaneous Requirements

• College degree or equivalent work experience.
• Ability to travel up to 50%.

Business Summary

The Deltek Global Sales team has a passion for empowering project-based businesses to achieve their goals. We relentlessly focus on our customers' needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships - join our highly collaborative team to help power project success for our customers.

Compliance Requirements

Certain roles may have additional privacy, security and compliance requirements to the extent they support Costpoint GCCM or similar product offerings.

Compensation Info

The U.S. On-Target-Earnings (OTE) for this position is $228,679.00-$275,000.00. This range is subject to change as Deltek takes a number of factors into consideration when determining individual base pay, such as location, job-related knowledge, skills and experience. Certain roles are eligible for additional rewards, including incentive compensation and equity.

Benefits and perks listed here may vary depending on the nature of employment with Deltek. Employees have access to healthcare benefits, a 401(k) plan and company match, paid vacation time and holidays, well-living programs, short-term and long-term disability coverage, basic life insurance and tuition reimbursement.