Develop a strategic growth plan to expand the government customer base, leveraging existing relationships and identifying new opportunities for our core products and solutions.
Maintain strong connections with government customers and stakeholders, understanding their needs and delivering tailored technology solutions that drive transformative outcomes.
* Drive revenue growth in government customers through additional products and services, professional development, and Software as a Service adoption.
* Identify and pursue new opportunities in government or adjacent markets, focusing on deep domain capabilities including regulatory, sourcing, procurement, health services, and customer experience.
* Collaborate with cross-functional teams to ensure seamless operations and alignment in achieving business objectives for government customers.
Monitor the health of government accounts and address any issues proactively to prevent churn. Stay informed about market trends, competitor activities, and emerging opportunities, leveraging insights to identify opportunities across the segment.
Requirements:
1. Strategic Business Development focus, managing long-term pursuit opportunities along with opportunistic tender responses and customer growth and development.
2. Results-driven mindset with a commitment to achieving targets and delivering value to clients.
3. Ability to identify requirements of the business and craft a solution from our core products and services.
4. Highly organised with ability to plan communication cycles and touch points across your portfolio in a frequent and consistent manner.
5. Comfortable adapting and multi-tasking in a fast-paced environment.
6. Ability to build and maintain positive relationships with clients, understand their needs, and manage expectations to ensure client satisfaction and project success.
7. Effective negotiation skills for resolving conflicts, managing stakeholder expectations, and reaching consensus on project scope, timelines, and resource allocation.
8. Familiarity with Enterprise SaaS solutions and their applications in the government sector.
9. Understanding of government operations, regulations, procurement processes, and budgetary constraints is crucial.
10. Knowledge of government procurement procedures, including RFP processes, contract negotiation, and vendor selection criteria, is necessary.
11. Ability to articulate the value proposition of our enterprise solutions tailored to the specific needs and challenges of government agencies.
12. Strong interpersonal and communication skills for building engagement with government decision-makers and conveying the benefits of our enterprise solutions.
13. Proven enterprise software and complex solution sales experience into government.
14. Previous experience working within or selling to government agencies, understanding their unique challenges and decision-making structures.
15. Specific experience selling ERP or enterprise software solutions into government customers.
16. Proficiency in negotiating complex contracts and agreements with government clients, navigating procurement procedures and compliance requirements.
17. Strong networking skills and the ability to build and maintain relationships with government decision-makers and key stakeholders.
18. Deep knowledge of the enterprise software market, including key players, competitive landscape, industry trends, and emerging technologies relevant to government organisations.
19. Experience collaborating with cross-functional teams to deliver comprehensive solutions and support to government clients.