POSIT

We are looking for our next Major Accounts Manager to join the Posit team! In this role, you will be proactively identifying and engaging with new customers to share and demonstrate cutting-edge technologies in the rapidly growing Data Science field.

Posit creates great software that helps people understand data and make better decisions in real-world applications. Our core offering is an open-source data science toolchain, and we aim to make it available to everyone, regardless of their economic means. Our customers are leading-edge innovators in analytics, machine learning, big data, and similar domains and generally work in R and Python. 50% of the Fortune 1,000 use Posit to solve their most difficult business problems.

What You Will Own

• Public Sector Hunting: Utilizing expert outreach skills and background to reach out to net-new Public Sector (federal, state, local) customers both in the US and abroad.
• Market Education: Educating the market about the value of Posit's professional products and then selling our software.
• Revenue Management: Forecasting sales activity and revenue achievement while creating satisfied and referenceable customers.
• Territory Building: Mapping and building territories from the ground up.
• Lead Utilization: Utilizing the existing customer base from Posit conference attendees, inbound leads, and those who download our open-source product.
• Sales CRM: Using tools like Salesforce as a single source of truth.
• Target Achievement: Routinely meeting or exceeding 100% of sales targets.
• Industry Awareness: Keeping up with industry trends, the competitive landscape, and customer needs.

What You Will Assist With

• Internal Collaboration: Collaborating with our marketing, product, customer success, and support teams to creatively grow our portfolio of customers.
• Team Contribution: Being a part of a tight-knit sales team that values best practices sharing, mentoring, and learning while collaborating well with other people.

A Bit About You

• B2B Experience: Significant B2B Software Sales experience.
• Public Sector Track Record: A track record of success selling to governmental entities.
• Government Process Expertise: Experience with government RFQ / RFP processes, acquisition regulations, and contract mechanisms.
• Channel Management: Experience working with resellers, VARs, and channel partners focused on government markets.
• Complex Cycles: Experience in long, complex sales cycles in large agencies/organizations that involve multiple stakeholders.
• Professional Integrity: Practicing sales with the utmost integrity while remaining humble and self-motivated.
• Environment Adaptability: Thriving in a dynamic environment that often has ambiguities and competing priorities.
• Travel Flexibility: Availability to travel as needed.

What You Will Learn

• Technical Familiarity: Deepening your interest in a technical sales role that involves familiarity with analytics / Data Science.
• Professional Product Mastery: Leveraging sales experience to communicate with potential clients to develop an interest in Posit's professional software.

Within 3 months, you'll...

• Begin Working Through Product Onboarding: Immerse yourself in the Data Science field and Posit's professional software toolchain.
• Initiate Territory Mapping: Begin building your Public Sector territory from the ground up and identify high-priority targets.
• Sync Systems: Ensure all prospecting activity is meticulously tracked in Salesforce as the single source of truth.

Within 6 months, you'll...

• Execute Outreach: Actively reach out to net-new Public Sector prospects across federal, state, and local levels, as well as internationally.
• Educate Prospects: Deliver high impact demonstrations and high level demonstrations that articulate the value of Posit's professional products.
• Identify RFP Opportunities: Map out specific government RFQ/RFP processes and contract mechanisms for your active pipeline.
• Engage Channels: Begin collaborating with resellers and VARs to broaden your reach within the government market.
• Advance Complex Cycles: Be on track to progress long-lead opportunities through multiple stakeholder approvals and large-agency requirements.
• Deliver Accurate Forecasts: Provide dependable sales activity reports and revenue achievement forecasts to the team.
• Maintain Hunting Momentum: Consistently identify and engage net-new logos to ensure a healthy long-term pipeline.

Within 12 months, you'll...

• Achieve Target Milestones: Be on track to meet or exceed 100% of your annual sales targets for the Public Sector.
• Expand Influence: Establish yourself as a subject matter expert on industry trends and the competitive landscape within your territory.
• Mentor and Collaborate: Contribute to the team's growth by sharing best practices and mentoring new colleagues.
• Develop References: Build a portfolio of satisfied, referenceable Public Sector customers who can advocate for Posit's value.