Vice President Federal Markets

Overview

Utility Associates, a leader in technology for first responders, is accelerating investment in the Federal marketplace. With a strong track record serving state and local law enforcement and governments, we are poised to rapidly scale up our presence in the Federal sector.

Job Summary :

As Vice President of Federal at Utility Associates, you will lead the Federal division. You will lead a team of sales professionals, develop relationships with key stakeholders in government organizations, and manage the entire sales process from prospecting to closing deals.

Your role is crucial in understanding the unique needs of the federal sector, helping obtain FedRAMP certification, defining sales channels and strategies, and ensuring the successful acquisition of government contracts.

This role requires a dynamic individual with strong managerial skills, business acumen, and the ability to lead teams towards

achieving strategic objectives.

The ideal candidate will possess a combination of federal sales expertise, leadership skills, strategic

acumen, and relationship-building abilities to lead a high-performing sales team and achieve revenue

targets in a competitive market environment.

Key Responsibilities :

Sales Leadership :

Develop and implement a comprehensive sales strategy to penetrate law enforcement-related use cases within the Federal market.

Define and execute account plans for targeted agencies.

Analyze market trends, competition, and industry developments to identify growth opportunities and risks.

Collaborate to develop compelling proposals and winning responses to government solicitations.

Lead contract negotiations with Federal agencies.

In addition to managing a direct sales team, evaluate alternative sales channels, including value-added resellers and system integrators.

Team Leadership :

Recruit, train, and mentor a high-performing team of employees. Provide coaching, development, and support to ensure team members are equipped to meet or exceed sales targets and deliver exceptional service.

Forecasting and Reporting :

Accurately track pipeline activity and forecast closed sales.

Establish and monitor key performance indicators (KPIs) to track sales efficiency and effectiveness.

Compliance and Risk Management :

Stay informed about relevant laws, regulations, and compliance standards governing federal contracting, including FedRAMP.

Qualifications :

Bachelor’s degree in business administration, marketing, management, or a related field. Advanced degree preferred.

Proven track record of success in federal sales with a minimum of 7 to 10 years of experience.

Demonstrated ability to develop and execute strategic sales plans, drive revenue growth, and expand market share.

Excellent communication, presentation, and negotiation skills, with the ability to engage with senior-level executives and government officials.

In-depth understanding of government procurement processes, regulations, and compliance requirements.

Strong leadership, communication, and interpersonal skills, with the ability to inspire and motivate teams.

Analytical mindset with the ability to assess market trends, identify opportunities, and develop

strategic sales plans.

Proficiency in CRM software and other technology tools for business reporting and management.

An existing network of contacts within the Federal government sector is preferred.

Reports to : President and Chief Executive Officer

Department : Federal

Supervisory Responsibility : This position will have direct reports

Desired location : in proximity to Washington, DC (DMV area)

Travel : Anticipate 30% to 60%