Director Of Federal Sales

SoundThinking, Inc. (Nasdaq: SSTI) is a leading public safety technology company that combines transformative solutions and strategic advisory services for law enforcement and civic leadership. We are trusted by more than 250 customers and 2,000 agencies to drive more efficient, effective, and equitable public safety outcomes, making communities healthier. Our SafetySmart™ platform includes ShotSpotter®, the leading acoustic gunshot detection system, CrimeTracer™, the foremost law enforcement search engine, CaseBuilder™, a one-stop investigation management system, and ResourceRouter™, software that directs patrol and community anti-violence resources to help maximize their impact. SoundThinking has been designated a Great Place to Work® Company.

Summary

The Director of Sales, Federal sells CrimeTracer solutions directly to federal law enforcement agencies and through channel partnerships. The partner landscape includes Thomson Reuters Special Services (TRSS), Carahsoft, and others are being considered. The role involves direct selling and leveraging our strong partner relationship with TRSS given our integration with their CLEAR platform, and their footprint of Enterprise License Agreements with key federal agencies, promoting CrimeTracer solutions, seeking and developing new business and driving competitive sales opportunities. The right candidate must be very sales savvy with the ability to initiate effective discovery campaigns designed to understand the environment, initiatives and needs of targeted federal law enforcement agencies. The candidate must also demonstrate proficiency in developing Strategic Account Plans, and a track record for achieving sales quotas.

Essential Responsibilities

• Participate in pre-sales calls, create and deliver customized presentations (in person or online), provide written proposals and subject matter expertise for federal solutions
• Attend market insight events, networking activities, and participate in associations, consortiums, and conferences to support sales growth
• Utilize knowledge of government requirements and contracting mechanisms to determine and position value-added solutions
• Understand the competition in the marketplace and effectively differentiate Forensic Logic’s unique capabilities and value proposition
• Identify key agency stakeholders, business partners and account alliances designed to produce sales opportunities
• Work with partner ecosystem and business development consultants to drive federal sales, including working with partners to target agencies with specific use cases where our platform can demonstrate value
• Develop and execute on comprehensive Federal go to market plan
• Achieve sales bookings goals
• Build and maintain strong client and partner relationships at all levels of organizations
• Train partner sales forces on SoundThinking’s products, pricing, positioning, and differentiation. Ensure our products are being accurately described, demonstrated, and positioned
• Assist in RFI/RFP responses
• Effectively demonstrate the CrimeTracer solution, and articulate the value proposition of information-led decision making to reduce violent crime

Minimum Qualifications:

• Demonstrated success selling through reseller channel partnerships
• Excellent writing & presentation skills
• Ability to work collaboratively with internal and external stakeholders demonstrating strong interpersonal and communication skills
• 8+ years Sales experience across the federal market, ideally the law enforcement, fraud, identity management market
• Bachelor’s degree
• Ability to travel to sales training, meetings, and to customer locations
• Self-starter, highly motivated, team player with strong business acumen, superior organizational skills and the ability to follow through
• Technology savvy to learn how to demonstrate our products effectively to prospects
• Public records/open source data experience preferred
• Working knowledge of sales concepts, methods, and techniques
• Proficient in web-based demo platforms, MS Office/internet, SFDC

Travel

• Travel is primarily local during the business day, although some out-of-the-area and overnight travel is expected
• Location: Washington DC region

SoundThinking provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, SoundThinking complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

SoundThinking expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of SoundThinking’s employees to perform their job duties may result in discipline up to and including discharge.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact SoundThinking at +1.510.794.3183 or [email protected] for assistance.