Job Abstract

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Job Description:

Company

BlackBerry AtHoc is the pioneer and recognized market leader in next-generation emergency communications software for the security and safety market. Fundamental to our mission at AtHoc is the development of innovative products used for the critical endeavor of saving lives.

We’re seeking dedicated, bright and highly motivated team players who want to make a difference and share in our accomplishments and passion. We provide a culture that encourages different perspectives and new ways of thinking toward a common, aligned goal and shared vision: to bring innovative solutions to market and advancing the safety, security, and protection of people and property around the world.

Join a principled customer-focused team that is transforming an industry and has earned the trust of hundreds of customers and millions of users within the U.S. military, federal government, homeland security agencies, healthcare, international and fortune 500 companies. At AtHoc, we recognize that the talent and drive of our people is a vital key to our continued success.

For more information on AtHoc, please visit http://www.athoc.com.

Position Overview

The BlackBerry AtHoc Federal Government Team is seeking a Director of Sales Operations within the Federal Sector including Civilian, Homeland Security, Defense, and Intelligence Agencies, to assist AtHoc Account Executives (AEs) and Account Relationship Managers (ARMs) in their mission to expand existing accounts and to support, develop, and grow existing accounts. The primary objective is to provide assistance as needed, to manage the entire dynamic operational scope of the AtHoc Federal Sales Organization. Candidate will assist in the overall coordination of sales operations with focus on direct execution of assigned elements such as report co-ordination and consolidation, renewal order tracking and quote facilitation, Salesforce reporting, reseller selection and management, proposal preparation, sales process best practices and Salesforce data mining and analysis. The position is projected to be 15% proposal writing and pricing support and 85% other sales operations functions as outlined.  

The successful candidate will have at least 10 years of sales operations and proposal management/writing experience focused on support to sales executives in the areas of proposal responses, federal solicitations and contracting, reseller/distribution management, contract vehicle management and working knowledge of GSA schedule administration, contracting processes, pricing, and sales management tools such as Salesforce. The position reports directly to the Vice President, Federal Government Operations. We are seeking an aggressive, self-starter with the ability to build both internal and external relationships.

Responsibilities

• Ensure availability of a complete set of sales tools to support AEs and ARMs in the identification and capture of net new logos and expansion to existing customer base.
• Maintain 95%+ Renewal rate through support to the ARMs for customer issues, support, escalation, and management.
• Sales process best practices, corporate information, Blackberry policy, approval tracking, pipeline development and maintenance, and data repositories (to include proposal artifacts).
• Support for internal reporting, presentations, proposals, and quotes in support of Federal Account Executives (AEs) and Account Relationship Managers (ARMs)
• Federal reporting – weekly pipeline, monthly financials, and quarterly business reviews; FedRAMP ATO’s; current customer installed base – users & capabilities; and others as required.
• Renewals management and facilitation in conjunction with ARMs
  • Follow renewal cadence best practices guidelines
  • ARM implementation and weekly reviews of current customers
  • Renewal pipeline tracking and management
  • Renewal quote generation
  • Tracking of all renewals for monthly status and roll-up reporting
• Preferred reseller selection (by vehicle) and reseller management
• Manage a team of 3-4 people
• Salesforce data mining, analysis & reporting of key metrics
• Support the development and execution of strategic enterprise account planning with sales and professional services team members.
• Interface with legal team as required to support ad hoc customer requests and requirements such as Section 508, compliance with FARs, and ad hoc requests.
• Ensure full complement of marketing materials are available in support of sales process (data sheets, use cases, discriminators, presentations, videos, etc.
• Overall management of pricing practices
  • Adherence to company policy, pricing parameters, and approval requirements
  • Maintain price lists – Federal and GSA Schedule Price Books
  • Quote management
• Proposal Oversight & Support
  • Review client Requests for Proposal/Quote (RFP/RFQ), Requests for Information (RFI) and Statements of Work (SOW) to help the sales team determine how to structure content to be compliant, compelling, and highly rated by the client.
  • Review client requirements, compliance matrices and outline to help the sales team and sales engineers to validate their accuracy and viability.
  • Interpret client evaluation factors to perform objective scoring of proposal content against the criteria to identify strengths, weaknesses, and deficiencies.
• Understand the full BlackBerry product suite of applications.

Organizational Alignment

• Reports directly to the AtHoc, VP Federal Government Operations
• Enlists the support of AEs, ARMs, sales engineers, marketing, operations, implementation resources, service resources, and other sales and management resources as needed to streamline and optimize the sales and customer support processes.
• Works closely with Account Executives, Sales Engineers, and the Account Relationship Management team to ensure winning proposals and customer satisfaction and problem resolution.

Qualifications

• Must be experienced in federal contracting and reseller/distribution management, minimum 10 recent years.
• Must be knowledgeable of federal contracting vehicles, processes, rules, pricing, GSA, SEWP, NETCENTS and similar schedule administration.
• Must have proficiency in Salesforce, word, excel, and PPT creation.
• Possess interpersonal communications skills, strong values towards customer success, integrity, and professionalism.
• Excellent writing and editing skills (including an eye for detail and consistency).
• Demonstrated team player and ready to support all team members and be adept in information sharing.
• Experience in working in a very fast-paced and challenging growth environment.

Environmental Job Requirements and Working Conditions

• Must be able to travel up to 10% of the time, if not located in DC area.
• "Virtual Office" or work from home work location
• Minimum of a Bachelor’s degree or equivalent in experience.

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Scheduled Weekly Hours: