Public Sector Director of Sales Operations

Indianapolis, IN, United States

Public Sector Director of Sales Operations Full-time

Resultant is a modern consulting firm with a radically different approach to solving problems.

We don’t solve problems for our clients. We solve problems with them.

Through outcomes driven by data analytics, technology solutions, digital transformation, and beyond, our team works with clients in both the public and private sectors to solve their most complex challenges. We start by learning as much as we can about who they are, how they work, and what they’re striving for so we can feel their problems as our own. Partnering with our clients means their desired outcomes are always top of mind, their challenges and strengths guiding our efforts. We build client-focused relationships before we build unique solutions that blaze past expectations.

Originally founded in Indianapolis as KSM Consulting in 2008, Resultant now employs more than 350 team members who operate from offices around the United States including Indianapolis, Fort Wayne and Odon, Indiana; Columbus, Ohio; Lansing, Michigan; Denver, Colorado; Dallas, Texas and Atlanta, Georgia.

We’re Resultant. Clients partner with us to see a difference. People join us to make one.

As the Director of Sales Operations, you will play a critical role in driving the sales effectiveness and operational efficiency of our public sector side of the business. You will be responsible for developing and implementing strategies, processes, and improving systems to streamline sales operations, improving key metrics such as:

Lead Generation

Opportunity Origination and Creation

Qualified Opportunity Creation

Deal Win Rate

Revenue

And Others

Collaboration will be a vital part of this role. Resultant’s Public Sector business development team is organized into key vertical groups (Health and Human Services, Education, Justice, as well as Workforce and Economic Development). This role will work closely with leadership and membership of these verticals to make sure the strategies, processes, and insights surrounding our sales engine are streamlined to help make sales activities as successful as possible.

Consider your day-to-day responsibilities in this role:

Sales Strategy Awareness and Alignment: Maintain a comprehensive understand of Resultant’s go-to-market strategies and vertical-specific plans within the Public Sector. Collaborate closely with Public Sector leadership to ensure the alignment of sales operations processes with broader strategic objectives. While not directly responsible for strategy creation, stay well-informed about strategic development to make sure sales operations is streamlined to effectively supporting implementation and execution of these strategies

Sales Process Optimization: Streamline Resultant’s sales processes from lead generation to deal closure, assuring these processes are as efficient, consistent, and in line with best practices as possible. Identify opportunities for automation and implement tools to enhance productivity in these processes.

Sales Performance Management: Help improve the framework and methodology used to create and manage key performance metrics on an annual basis. Implement key performance metrics and associated dashboards to track sales performance, pipeline development, and associated forecasts. Use this data to perform analysis that identifies trends, evaluates performance, and allows Resultant to make more data-driven decisions around the sales process.

Sales Team Enablement: Provide leadership and guidance for business development resources including facilitating training (initial and ongoing), coaching, and mentorship to enhance their skills and effectiveness.

Cross-Functional Collaboration: Foster collaboration and alignment between Public Sector Sales and other key groups inside of Resultant including marketing, finance, delivery teams, and other business units. Partner with other business unit stakeholders to identify opportunities for cross-selling or upselling.

Client Relationship Management: Support sales efforts by having a strong pulse on Resultant’s key clients by participating in client meetings, presentations, and negotiations. Gain and maintain an in-depth understanding of Resultant’s customer needs to further drive success.

Partnership/Channel Management: Work closely with strategic partnership functions as well as any vertical specific partner managers to maintain a intimate understanding of Resultant’s partnership ecosphere and how that can be used to enhance sales productivity.0

Sales Intelligence: Create and manage a framework for conducting market research and competitive analysis to identify key trends, opportunities, and threats. Utilize this analysis to help inform how Resultant differentiates itself from its competitors when going to market as well as gaining a competitive upper hand when directly competing on opportunities.

Compliance and Risk Management: Ensure compliance with legal and regulatory requirements related to sales operations, contracts, and agreements. Mitigate risks associated with sales activities to maintain the highest standards of ethical conduct.

Some of the qualifications and skills we are expecting include the following:

Experience with sales processes in a consulting firm or like business.

Strong research, problem solving, strategic thinking and business judgment skills.

Familiarity with public sector consulting, specifically in state government.

Ability to formulate and lead teams effectively to achieve desired outcomes.

Experience managing senior professionals and cross function teams / initiatives.

Ability to drive decisions with compelling communication with technical and business leaders.

Excellent computer skills and technical adaptability

Hands-on approach to get things done fast.

Ability to work without continual guidance.

Excellent written and verbal communications

Attention to detail combined with creative thinking.

Strong client service orientation

Very strong interpersonal skills including collaboration and communication.

Open and empathetic approach to problem solving.

Bachelor’s Degree in a related field.

Experience with design thinking methodology is a plus.

Consulting experience is a plus.

What you should know about us:

We are humble, hungry, and smart. We solve big problems, serve lots of clients, and are entirely committed to delivering transformative outcomes.

We are team players, deeply dedicated to the mission of the organization, and to helping everyone around us be successful.

We compensate well, rewarding performance that delivers positive outcomes for our clients and ensuring incentives are aligned to achieve our goals.

Our leaders work hard, serving as shining examples of what it means to live out our values. They are servant leaders, helping their teams to be successful in all possible ways.

We have a great benefits package including unlimited vacation, significant 401k contributions, and several opportunities to develop yourself.

We pride ourselves in having the best talent in the industry and hope that you're up for the challenge!

What our team members say about us:

"I love our true empathy and concern for our clients, it's very rare and appreciated. It is a pleasure to be a part of an organization like this."

"I learn something new every single day, and I feel like I'm a part of building an organization that has legs. I appreciate that I'm consistently humbled by the talent and caliber of our team."

"The culture of the company is amazing, and the climate of my team is great. The benefits that employees are offered are better than competitors, and the one-on-one presence that my team lead gives is extremely beneficial to me."

All qualified applicants will receive consideration for employment without regard to age, color, sex, disability, national origin, race, religion, or veteran status.

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