Staples Canada · 4 hours ago
AVP Enterprise Business Development, SLED Sales Remote
United States
Full-time
Remote
Director/Executive
12+ years expStaples Canada is seeking an AVP of Enterprise Business Development focused on SLED Sales. This role involves leading a team to create sales strategies, manage complex deals, and drive revenue growth within the education and government sectors.
E-CommerceInformation TechnologyOffice Supplies
Responsibilities
Create a Sales & Revenue Strategy to win prospects and drive net new logo market share penetration for State, Local & Education Prospects in coordination with the VP of Business Development & Executive Leadership
Ensure proper administration of all SBA National Government contracts and compliance with terms across all SBA regions
Devise and deploy an activity-based sales plan for other SBA National Government contracts
Develop the Vision of SBA’s niche in the K-12 Market & Higher Ed Market and build a strategic targeted approach
Collaborate with internal SLED Partners and Marketing to devise sales plans and assure marketing collateral supports the business plan
Prepare Annual Business and Growth Plans under the direction of the VP of Business Development
Build and maintain superior relationships with various Business Partners, including National Administrators of National Contracts and consulting partners such as GSS
Lead efforts focused on the pursuit of large/complex opportunities, managing deals over $5M annually with contracts for 3+ years
Navigate and negotiate with complex C-Level prospects within State & Local Government Official and Education Prospects
Design and negotiate intricate contracts that avoid potential risks for the company while being value-based for customers
Collaborate with finance on a strategy for large & complex financial deals
Lead highly complex deals requiring high financial acumen and negotiation tactics, often including understanding of RFP processes and building pricing/financial models
Develop and ensure the execution of tactical and operational sales plans for national business development scope
Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability
Evangelize Business Development leadership culture based on open communication, collaboration, goal achievement, and accountability
Monitor emerging marketplace trends and available data to drive decision-making and ensure the evolution of sales strategy and execution
Develop creative/effective business proposals that position Staples as a value-added provider with differentiated products, solutions, and services
Advocate internally for customers' best interests while balancing financial long-term benefits/risks and company interests
Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints
Effectively execute and improve sales driving programs including sales compensation, performance management, and professional development
Drive top-line revenue by acquiring new logos
Partner with Regional Vice Presidents to define Go-To-Market strategy
Build collaboration with internal cross-functional teams
Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners
Lead complex sales negotiations emphasizing our value proposition, maximizing margin, overcoming objections, and closing business
Maintain transparency in pipeline management, pricing negotiations, and contract governance
Ability to forecast revenue
Qualification
Required
Minimum 12 years of sales experience in a business-to-business environment or consultative sales experience, with 5+ years of sales management experience
Demonstrated experience in securing large-scale, complex deals
Proven track record of negotiating with State, Local, and Education Prospects
Experience collaborating with deal teams such as Client Services, Legal, Order Management, Finance, etc
Proven ability to identify enterprise-wide opportunities and structure innovative solutions
Excellent communication skills and demonstrated ability to lead, mentor, and motivate Business Development Directors
Proven consistent achievement of sales quotas and financial commitments
Strong business acumen, forecasting skills, influencing skills, and communication skills
Bachelor's degree required; Master's or advanced degree preferred
Minimum: Bachelor's Degree
Minimum Years of Experience: 12+ years of successful experience in sales management in a business-to-business selling environment managing a multi-tiered sales organization
Preferred
Master's Degree
Company
Staples Canada
STAPLES Canada is a company that sells office supplies, technology and equipments.
10001+ employees
Funding
Current Stage
Late StageLeadership Team
Brian McDougall
Chief Retail Officer
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