What you'll do- Lead and scale our Public Sector sales organization, driving revenue within both new and existing accounts
- Develop go-to-market strategies to access all levels of government (federal, state, and local)
- Structure and negotiate new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes
- Bring government contracting expertise to ensure Pano is best situated to contract at all levels of the government
- Work closely with our Government Affairs VP (and broader team) to develop and execute against lobbying strategies to create long-term business opportunities
- Manage senior-level relationships with customers and key partners
- Leverage domain expertise to plan and execute sales tactics in the following areas: territory planning, prospecting, proposal development and RFP responses, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts
- Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities
- Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own an assessment of the competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies unique to the Public Sector vertical
- Ensure swift execution of new Pano Station installations during a challenging short pre-fire season purchasing window, by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract
What you'll bring- 10+ years of Public Sector and technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, and/or cloud computing services, etc.
- 5+ years of sales leadership experience, with a focus on building and scaling sales organizations
- Demonstrated ability to think strategically about aligning go-to-market strategies to the varying needs of the different segments of the public sector market (federal, state, and local)
- Excellent writing and verbal skills with an attention to organization, detail, and quality presentation
- A track record of navigating multi-stakeholder and complex sales cycles, with an emphasis on engagement at the executive level
- Highly competitive, ramp quickly, extremely adaptive, high sense of urgency, and pride yourself on exceeding production goals
- Strong bias towards coaching and development of your team
- Travel expectations at least 25%
Final compensation for regular full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, regular full-time roles are eligible for equity. Benefits are tailored to local market standards and statutory requirements in the employee's country of employment, and may include health coverage, retirement or pension contributions, and paid time off. Specific benefit details will be shared during the interview process.
