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VP Channel Development

Avenu Centreville, MD

  • Expired: over a month ago. Applications are no longer accepted.
Job Description

COMPANY DESCRIPTION: 

There’s never a good time for operational downtime or a good time to fall short on revenue.  For governments to serve their communities, they need solution they can depend on, run by partners who understand how the public sector works.   

That’s why thousands of state and local government leaders turn to Avenu.   Although our name is new, our roots serving government officials go back nearly 100 years. We’ve brought together the nation’s leaders in revenue enhancement and administration to deliver scalable solutions designed for each jurisdiction’s needs.  From funding insights grounded regional revenue trends to digital systems that streamline workflows and improve constituent experiences, our solutions are built on proven success at every level of government operation. 

Today, Avenu offers more administrative and financial support to government officials than any other organization.  And with a responsive, client-focused approach, we foster partnerships that give our customers the certainty they need to accomplish more.

DESCRIPTION:

Selling with and through Partners along with co­-innovation is a cornerstone of Avenu’s growth strategy. By partnering with Global Strategic Service Partners (GSSP’s) and regional industry partners we can bring our state and local government customers even faster to their digital transformation goals. 

The VP Channel Development for Avenu is responsible for building our channel strategy and scaling the Avenu business with the GSSP’s and partner community. This includes developing Go-To-Market (GTM) approaches which help to create new pipeline and revenue streams, aligning Avenu and partners’ stakeholders, developing and rolling out joint campaigns as well as deal­ support at key joint accounts. Acting as the partner ambassador within Avenu, this role is the primary contact for all partner related activities in North America, paving the road to a successful mutual business. 

LOCATION:

 Headquarters: Centreville, VA, Washington, DC, Remote

EXPECTATIONS AND TASKS:

  • Ensure development joint GTM for all Global Strategic Service Partners (GSSPs) and Partners.
  • Ensure alignment on all levels within Avenu and together with partners to drive execution of the joint GTM
  • ­Ensure executive support and focus regarding the sales strategy
  • Adapt global and regional initiatives to fit the needs of Avenu and drive roll-out
  • ­Ensure development and operationalization of distinctive sales campaigns based on the joint sales strategy in close collaboration with marketing, field sales           management and other relevant units of Avenu
  • Provide key deal support for sales teams
  • Identify future opportunities for mutual business expansion and drive corresponding projects
  • Improve field sales and delivery capacity by making enablement available for Avenu and partners ensuring that skills are developed in line with joint business plans
  • Manage multi-party stakeholder objectives to build sustainable and mutually beneficial relationships
  • Account and Customer Relationship Management, Sales and Software License, Services Revenue and Subscription Revenue.
  • Work seamlessly with Business Unit leaders and Product managers to support Partners with Quoting, Contracting and Booking issue resolution
  • Align with multiple support teams (e.g., Pricing, Finance, Contracting/Legal, Sales Direct) to ensure the right resources are utilized for issue resolution
  • Contribute to the definition, documentation and adoption of all prescribed solution paths to build a repeatable practice
  • Deliver on time and accurate activity updates to ensure accountability in performance
  • Support the systemic identification of deal operations issues and share with regional Continuous Improvement Program (CIP) for improvements to policy, tool, enablement and support programs
  • Participate in special Sales Enablement projects as requested 
  • Advance and close sales opportunities 
  • Maintain CRM system with accurate customer and pipeline information.
  • Accurately forecast opportunities
  • Leading and participating in a (Virtual) Account Team
  • Demonstrates leadership skills in the orchestration and collaboration of remote teams.
  • Ensure account teams and Partners are well versed in each opportunity status and progress.
  • Maximize the value of the sales support organization.
  • Expected Travel: 20 - 50% 

WORK EXPERIENCE:

  • 7+ years industry experience preferred. Minimum 5 years field experience in the public sector ecosystem either in sales or services
  • Strong experience in go to market strategy definition and execution
  • Ability to articulate and position Avenu value proposition to C-level audiences
  • Understanding of alliance and partner dynamics
  • ­Knowledge of Avenu portfolio and relevant markets
  • Extensive network within public sector ecosystems in North America (GSSP and Regional)
  • Strong interpersonal and communication skills (both written and verbal)
  • High-trust individual who works well in cross-functional and matrixed environments
  • Knowledge of Salesforce sales tools (CRM) and high volume selling environment a plus
  • Proven track record in business application software sales across industries 
  • Experience in a role with a team-selling environment.

EDUCATION:

  • Bachelor degree equivalent
  • Flexibility to work virtually or in local office (as needed and available)

WHAT YOU GET FROM US:

Success is what you make it. At Avenu, we help you make it your own. A career at Avenu can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

Avenu Summary:

Avenu provides local governments with ways to achieve more predictable revenue that supports growth, fuels modernization and ensures compliance with mandated but underfunded programs. Avenu’s revenue enhancement and administrative solutions find and recover license, permit and other taxes that cities and counties struggle to collect. The insights and improved fiscal posture enables governments to deliver expected services and sustain a high quality of life for residents.


Avenu is an Equal Opportunity Employer. Selection for a position will be made without regard to race, religion, national origin, sex, political affiliation, marital status, non-disqualifying physical handicap, and age.

Company Description
Avenu provides local governments with ways to achieve more predictable revenue that supports growth, fuels modernization and ensures compliance with mandated but underfunded programs. Avenu’s revenue enhancement and administrative solutions find and recover license, permit and other taxes that cities and counties struggle to collect. The insights and improved fiscal posture enables governments to deliver expected services and sustain a high quality of life for residents.

Avenu

Avenu provides local governments with ways to achieve more predictable revenue that supports growth, fuels modernization and ensures compliance with mandated but underfunded programs. Avenu’s revenue enhancement and administrative solutions find and recover license, permit and other taxes that cities and counties struggle to collect. The insights and improved fiscal posture enables governments to deliver expected services and sustain a high quality of life for residents.

Address

Centreville, MD
USA

Industry

Business

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