As the data and insights division of tyler technologies, we exist to inspire and empower every public servant to address society`s pressing issuesWe do that by enabling data-driven leadership through connected data and shared insights.
Our data management and analytics solutions support the world’s most effective open and internal data sharing programs at every level of governmentNew york city, virginia, the department of commerce, and 230+ other cities, states, counties and federal agencies use us to connect citizens and their internal teams with information that matters to their day to day life.
By joining our sales team, you will be joining an ongoing effort to radically improve governmental outcomes and service delivery across the countryAcross all segments, we have established a leadership position in making data-driven government truly possibleAnd as a result, we are mercilessly attacking the opioid challenge, homelessness, emergency response, fighting urban blight, and making transportation more effective in every government we engage with.
You will join a team that values talent and treats people as the most important asset we haveYou will bring the diversity of your experience, your passion, your dedication, your work ethic, your mastery of sales, and a keen interest in establishing and maintaining trusted advisor status in governments around the world.
What you’ll be doing
We are looking for a proven, experienced, and passionate vice president, sales to join our senior leadership team, leading our division’s global revenue generating activitiesYou’ll report to the president of our division and oversee a sales team comprised of a number of functional areas that contribute to our recurring revenue stream: new client acquisition, partnership development, sales enablement and revenue operations.
This role could be based in either our seattle, wa or washington, dc officesRemote is possible but would require traveling to seattle or dc one week per quarter in addition to regular field-based travel (post-pandemic, of course).
The key responsibilities for this role are:
Consistently and predictably growing the division’s revenue:
Establishing the strategic sales direction for growing the business
Managing the sales and business development teams to ensure that new and expansion revenue and growth targets are attained
Collaborating with the marketing team to ensure the business is well-positioned in the market
Collaborating with the business development team to ensure that we have the optimal partner strategy to be successful in the market
Collaborating with the client success to maximize adoption and expansion and minimize attrition within our account base and with global services to ensure that new clients are implemented successfully and all projects are delivered satisfactorily and that these new clients are put on a path towards long-term success with our platform
Collaborating with the product development team to ensure products and services meet the needs of the market
Collaborating with your peers on the senior leadership team to ensure the business is aligned with the division’s goals and objectives
Collaborating with other teams – finance, legal, facilities, human resources – to ensure the organizational and administrative needs of the business are being met
Growing the people you support:
Managing up-to seven directors to deliver consistent performance in their respective areas of new business, partnerships, and sales enablement.
Actively joining your directors and individual contributors in the field, coaching both on the best practices across the entire sales cycle.
Delivering the repeatable processes and practices that enable your team to be successful.
Hiring best-in-class talent, ideally with either a government sales background.
Collaborate with tyler’s chief sales officer, tyler’s sales operations team, our division’s business development team and the five other divisional vps of sales to identify and successfully close inter-divisional cross-selling opportunities.
On a typical day you might...
Lead the weekly critical to quarter internal sales call with the sales team
Participate in a bi-weekly, company-wide operations call led by tyler’s ceo and cfo, with other divisional presidents and vps of sales, to forecast where revenue and operating income will come in for the quarter
Help an account executive develop a strategy for landing a key new client
Participate in an interview loop for a prospective solutions engineering candidate
Lead a sales team forecast meeting to ensure we’re meeting our commitments for the quarter
Join an account executive and solutions engineer in a discovery meeting and presentation with a blockbuster prospect
Lead quarterly business review
Attend a client executive business review with one of our client success managers
Brainstorm the development of a win strategy for an rfp that was released by a federal agency
Prepare slides for our internal, divisional monthly business review
Attend monthly business review in person or remotely, actively engaging with our company leaders in reviewing and optimizing the performance of the business
Lead a sales team prospecting meeting to discuss developing the pipeline for 90 to 270 days out
Work with our director of finance to develop a business plan and operating budget
Help an account executive close the biggest sale in the history of the company
Work with the account management team to develop expansion strategies for each of our top 100 clients
Collaborate with the director of marketing to develop account plans for prospective new clients
Collaborate with the business development team to refine our partner strategy
Work at an offsite with the division’s leadership team to put together the annual business plan, including the development of the go to market strategy and revenue targets
Participate in a company priority setting meeting
Host a meeting with product managers and engineering managers so that you can explain how some of the changes for which you’re advocating are important to the market
Work with our legal and contracts team to negotiate the terms and conditions of a new client we’re trying to close by the end of the quarter
Co-present a case study with a key, strategic client on stage at tyler connect, our annual client summit
Required knowledge and skills....
5+ years of proven, successful experience leading a public sector sales team and/or related relevant experience
10+ years of experience in sales or sales management and/or related relevant experience
A diverse business background with comfort collaborating and partnering with cross-disciplined teams in marketing, business development, client success, professional services and product development
Ability to lead by example and to positively impact change within an organization
Accomplished people manager who motivates employees to perform their best
Comfort and ability to engage, interact with and relate to individuals at all levels – from highly accomplished senior executives to elected officials to interns and early career professionals
Strong intrinsic motivation to excel
Ability to analyze, comprehend and contextualize business performance and operational data
Strong entrepreneurial instincts and comfort leading visible and important programs and initiatives
Outstanding communication, presentation, and interpersonal skills
Demonstrated ability to be results-driven and accountable for results
Demonstrated ability to think critically and with agility as well as ability to demonstrate discernment
Passion for continuous learning and innovation
Strong collaboration, mentoring and coaching skills
A strong desire to be a great manager and well-rounded leader
Individual ability to recruit stellar talent
Empathy and high emotional intelligence
Ambition, energy and aptitude to be successful in a fast-paced, dynamic work environment
Preferred knowledge and skills…
At least 2+ years of successful experience leading sales managers and/or directors
Experience working in government, public policy, public administration, or a related field as well as a deep understanding of how government works
Familiar with cloud software/saas products with 5+ years industry experience
Strong understanding of public sector data management, data analytics, performance management and budgeting
Knowledge of major government it systems, information architecture best practices, data science, and emerging technology
Tyler technologies (nyse: tyl) provides integrated software and technology services to the public sectorTyler’s end-to-end solutions empower local, state, and federal government entities to operate more efficiently and connect more transparently with their constituents and with each otherBy connecting data and processes across disparate systems, tyler’s solutions are transforming how clients gain actionable insights that solve problems in their communitiesTyler has more than 26,000 successful installations across more than 10,000 sites, with clients in all 50 states, canada, the caribbean, australia, and other international locationsA financially strong company, tyler has achieved double-digit revenue growth every quarter since 2012It was also named to forbes’ “best midsize employers” list in 2019 and recognized twice on its “most innovative growth companies” listMore information about tyler technologies, headquartered in plano, texas, can be found at https://www.tylertech.comTo learn more about our socrata solutions, visit https://www.tylertech.com/solutions/transformative-technology/data-insights.
Additionally, we aspire to be remarkable: in the culture we create, the products we build, and the services we deliverWe believe a diverse team that embodies different backgrounds and experiences is necessary for us to be the best we can beWithin the company, we pursue a culture of inclusivity by identifying and removing aspects of our culture that stop people from being able to do the best work of their lives in physical and emotional safety, while being their authentic selvesWe seek diversity, equity, and inclusion across our organization and in our daily work as individuals.
We are committed to making continual progress in everything that we do.