Conduent Vice President, Sector Sales-Government in Germantown, Maryland

Vice President, Sector Sales-Government

Description

Conduent is the world’s largest provider of diversified business process services with leading capabilities in transaction processing, automation, analytics and constituent experience. We work with both government and commercial customers in assisting them to deliver quality services to the people they serve.

We manage interactions with patients and the insured for a significant portion of the U.S. healthcare industry. We are the customer interface for large segments of the technology industry and the operational and processing partner of choice for public transportation systems around the world.

Whether it’s digital payments, claims processing, benefit administration, automated tolling, customer care or distributed learning – Conduent manages and modernizes these interactions to create value for both our clients and their constituents. Learn more at www.conduent.com at http://www.conduent.com/ .

The VP Sales, Government, State & Local will be the sales executive charged with leading, managing, and growing significantly our State & Local businesses. The successful candidate’s mission will be to 1) create a long-term sales and marketing vision for the group; 2) construct and implement the group’s overall business development strategy across various segments of the business; and 3) develop further and lead a world-class organization to support and deliver the vision. Responsible for the direction and oversight of the group’s sales executives and business development, he/she will ensure that sales targets for Average Contract Value Revenue and Total Contract Value Revenue are met or exceeded.

Organizational Overview :

Conduent Government, State & Local is a premier provider of digital interaction offerings with a diversified health and human services, business process, payment and information technology solutions to government clients.

Position Overview:

The VP Sales, Government, State & Local will develop and lead an aggressive, lean, and metrics-driven sales/business development organization and will be ultimately responsible for leading the development and implementation of sales. The successful candidate will help secure strategic engagements with major Conduent Government, State & Local clients by leveraging existing client relationships and by developing new business through his/her existing network. He/She will serve as a business development expert resource to the entire group in pursuing, closing, and executing multi-million-dollar new logo deals. He/She should be prepared to spend up to 50% of his/her time traveling.

General goals and responsibilities:

Becoming familiar with the state of the current business and with the broad spectrum of service offerings and resources available within Conduent Government, State & Local that can facilitate the growth of this business

Developing and implementing, with the rest of the management team, a robust and practical go-to-market strategy for the group that leverages and enhances the resources, the lead stream, and the solutions and offerings that are in place; working with appropriate parties to create newer, more efficient solutions and offerings

Creating and maintaining trusted relationships with key customers to build further and maintain business; conducting pre-proposal marketing with appropriate prospective clients

Managing and enhancing client relationships and ensuring satisfaction; developing enduring client relationships that will enhance the quality of the client base

Representing Conduent Government, State & Local on strategic business development activities, reviewing RFPs, making bid/no bid recommendations, and presenting oral proposals as appropriate

Building high performing teams; recruiting and developing sales and marketing staff in line with growth plans

Reviewing sales results regularly and taking necessary action to meet/exceed annual sales targets and quality standards

Measuring performance of subordinate managers and making compensation and development suggestions

Developing performance objectives and policies and implementing programs to achieve the business goals of the unit

Qualifications Required:

Must have managed a sales team selling large contracts at a minimum value of $20M TCV for services (preferably outsourcing services) to state governments.

General Management and Business Development skills

A minimum of ten years of demonstrated experience growing and leading a sales organization; track record of significantly growing revenue pipeline in the government space with emphasis on Health and Human Services.

Extensive knowledge of the operational aspects of a P&L

A track record of achieving aggressive business and sales goals; growing and managing a thriving Public sector portfolio within government entities – a plus would be specific experience in Medicaid and Human Services.

An instinctive ability to qualify leads; a “nose” for what business to chase; a talent for developing key accounts into annuities

Strong organizational skills; the ability to create an effective yet practical plan and then implement it; the passion to direct, organize, prioritize, and motivate a team around that strategy and vision

A track record for recruiting and developing staff in line with business growth plans; the capacity to hire the right blend of talent to create a successful sales organization

A demonstrated open, collaborative leadership style; capable of inspiring a team despite the changing opportunities dictated by the client environment and the services industry.

An excellent reputation for partnering with other service providers and practices, including various internal practice areas

Industry and Functional Experience

An established presence as a strong thought and people leader in the public sector marketplace (federal, state and local) with a deep understanding of the business of government and the associated processes

A vision and a passion for using technology platform-based solutions to enhance operations for clients in the government space

An ability to comprehend and address the clients’ issues from both a business and a technical perspective, and communicating to the client how Conduent can help address these issues

An ability to establish immediate credibility through demonstrating an understanding of the issues facing clients considering Payments, HRO, TBO, BPS and the capability to address them; familiarity with technology platform-based solutions to solve those problems

Strong customer references; a successful record of managing and enhancing client relationships to ensure client satisfaction

Subject matter expertise in public sector outsourcing solutions, business process redesign and systems integration

Solutions development background to address the creation and assure the quality of the delivery of solutions to business problems for the client; the ability to compare and contrast technology-based solutions available to this market

Personal Attributes:

The highest degree of integrity and ethical behavior

An ability to be practical and focused while thinking creatively

An understanding of how to lead, manage, and grow a services practice efficiently and profitably

The ability to assemble disparate, matrixed professionals and to influence them successfully to work together

Executive presence

A proven “make it happen” mindset

Passion for the business; personal dedication

Superior conceptual and analytical skills

Exceptional oral and written communications skills, including the ability to communicate complicated subject matter clearly; persuasive presentation skills; a talent for listening actively and well

Extrovert; outstanding interpersonal skills; a demonstrated ability to work collaboratively

A sense of humor and the flexibility to navigate successfully in a highly matrixed, rapidly changing organization

A commitment to efficiency, effectiveness, and quality

Education: An undergraduate degree is required, and an advanced degree is desirable.

Location: Germantown, MD (Washington DC Metro)

Conduent is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, gender expression, sex/gender, marital status, sexual orientation, physical or mental disability, medical condition, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply for or compete for employment with Conduent may request such accommodation(s) by clicking on the following link, completing the accommodation request form, and submitting the request by using the "Submit" button at the bottom of the form. For those using Google Chrome or Mozilla Firefox please download the form first: click here to access or download the form at https://downloads.conduent.com/content/usa/en/file/conduent-applicant-adaaa-referral-form.pdf .

Job Sales Management

Primary Location United States-Maryland-Germantown

Other Locations United States-District of Columbia-Washington

Organization Government

Unposting Date Ongoing

Req ID: 18013641