Director of Sales

Position Description

We’re looking for a full-time, staff Director of Sales  to join our  Day & Zimmermann  team.

We are seeking a highly motivated and experienced Director of Sales to join our dynamic team. The ideal candidate will have direct sales experience in technology services, specifically to state and federal clients in the Corrections industry. This role requires a strategic thinker with a proven track record in identifying and qualifying sales segments, building and executing client engagement plans, and consistently meeting or exceeding assigned revenue targets on a quarterly and annual basis.

As the Director of Sales, here’s the work you’ll do:

• Sales Strategy Development - Will be responsible for developing and implementing sales strategies to drive revenue growth in the state and federal Corrections market. The candidate will identify and qualify new sales segments and opportunities while creating and managing a robust sales pipeline. Building and maintaining strong relationships with state and federal clients, the candidate will develop and execute comprehensive client engagement plans, conduct presentations, product demonstrations, and negotiate with prospective clients. Achieving and exceeding assigned revenue targets on a quarterly and annual basis is critical, requiring the candidate to close deals efficiently and ensure a high conversion rate from prospects to customers. The candidate will monitor and report on sales performance, adjusting strategies as necessary to meet targets.

• Capture Management - Leads qualified opportunities though the entire capture and proposal planning phases with significant engagement throughout proposal development and post-submittal. This includes analyzing opportunity requirements (DRFP/RFP/PWS), developing and writing responses to RFIs, building capture and proposal strategies, negotiating teaming agreements and preparing and presenting gate reviews with thorough win strategies. Demonstrates an ability to effectively develop and execute well-designed capture plans following established internal gates and using standard tools and processes. Leads multiple captures, including hands-on development of critical bid artifacts required for proposal development, ensuring integrity of win strategy through submission.

• Partner and Customer Engagement - Develop and maintain partnerships and relationships with industry peers and new and existing customers. Will conduct market research to stay updated on industry trends, competitor activities, and client needs, providing insights and recommendations to improve sales strategies and product offerings. Collaboration is key, as the candidate will work closely with the marketing, product, and delivery teams to ensure alignment and support for sales activities. Mentoring and supporting junior sales team members is also part of the role, fostering a collaborative and high-performance sales culture.

• Collaboration and Teamwork - Coordinates and collaborates with multiple internal organizations in the development of an account and opportunity strategy, providing leadership and guidance throughout the process. The strategy developed should be aligned with the overall company growth strategy and requires close coordination with senior leadership.

This role is for you if you have these skills:

• Mastery of business development pre-award lifecycle process (e.g., Shipley and industry best practices), understanding of typical state procurement processes and procedures

• Excellent written and oral communication, presentation, interpersonal, project management and leadership skills; ability to develop and maintain effective industry partnerships; manage multiple tasks and deadlines simultaneously while adjusting to changing priorities

• Highly motivated, results driven with an excellent work ethic; pushes self and others to deliver results (winning deals) with accountability to commitments

• Strategic thinking and decision making to maximize probability of win; creative thinking on competitive positioning, win strategy, themes and discriminators; analytic thinking related to BD and capture management with ability to develop and present complex data or information in a clear and concise format to all levels of management and our customers

• Must display organizational agility; able to develop and leverage effective relationships and networks; knows how to get things done through both formal channels and informal networks. A high degree of flexibility and the ability to work effectively as a matrixed resource

And if you have these qualifications:

• Bachelor’s Degree; additional years of experience accepted in lieu of degree

• 6 -10 years of direct sales experience in technology services, specifically to state and federal clients. This role requires a strategic thinker with a proven track record in identifying and qualifying sales segments, building and executing client engagement plans, and consistently meeting or exceeding assigned revenue targets on a quarterly and annual basis

• Sales training

In compliance with this state’s pay transparency laws, the salary range for this role is $104,080 - $156,120. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. (The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements). We care about our employees, and it shows.

Our staff receive a competitive salary and a comprehensive benefits package which includes medical/Rx, dental and vision coverage; life, AD&D and disability insurance; flexible spending accounts; 100% paid maternity leave for up to 12 weeks, parental leave, family leave, other paid time off; voluntary benefits and discount programs to meet our employees’ individual needs including pet insurance for our furry family members!

To ensure a safe work environment while meeting the physical demands of the job, you must be able to perform the following physical and mental tasks, with or without a reasonable accommodation:

• Visual acuity (e.g., needed to prepare and analyze data, to transcribe documents, to view a computer, to read, to inspect objects, to operate machinery

• Manual Dexterity (e.g. picking, pinching, typing, or other working that uses fingers)

• Reaching (e.g., reaching the arms or legs in any direction)

• Lifting motion or lifting objects more than 0 pounds

• Walking

• Repetitive motions of any part of the body

• Hearing

• Talking

• Capacity to think, concentrate and focus over long periods of time

• Ability to read/write complex documents in the English language

• Capacity to reason and make sound decisions

• Capacity to express thoughts orally (e.g., accurately, quick and loudly convey spoken instructions to workers)

• Ability to regularly perform all job functions at company’s office or work site

SO WHAT ARE YOU WAITING FOR? APPLY NOW! Talent Acquisition Partner: Ashley Mitchell