Vice President of Sales and Product Solutions

Parra Consulting Group, Inc. is currently seeking a Vice President of Sales and Product Solutions located at PCG Headquarters in Gaithersburg, Maryland. The V.P of Sales and Product Solutions is directly responsible for meeting the company’s revenue and margin targets for the Sales & Product Solutions business unit. Individual will supervise, motivate and manage all the sales team and sales programs to boost the company’s profits. In this role, the V.P of Sales and Product Solutions sets, develops and implements strategies for the Product Solutions business unit. Under the direction of the CEO, and in cooperation with the COO, the V.P, Sales & Product Solutions overseas the management of the business unit’s operations and implementation of policies and procedures for maximizing sales, product contract management, and sales training of Product Solutions personnel. Also, this person successfully manages marketing development funds (MDF), subordinate managers, and provides leadership to the entire business unit. Communicates regularly to executive team and represents PCG as spokesperson at important functions and is forward facing to industry including key OEM partners and government customers. This individual must effectively cultivate and influence strategic partners and be responsible for ensuring full oversight of the channel relationship especially those aligned with corporate initiatives and direction. The interactions of this individual require strong people skills, such as negotiating with customers or management, or attempting to influence senior level leaders regarding matters on an organizational level.

This successful candidate will be responsible for the following:

• Direct and manage all sales and sales development operations with in the business unit.
• Provide management oversight to sales management and personnel with in the business unit to drive all pertinent issues related to sales strategy and goal attainment.
• Participate in strategic planning meetings with the executive management team on a weekly basis.
• Communicate corporate strategy to employees with in the business unit.
• Plan and direct activities including planning and implementing forecasts, sales program development, relationship development, and overall customer satisfaction.
• Establish sales goals and sales territories in line with corporate objectives.
• Identify needed resources for supporting sales strategy and develop a proposed budget for executive management review.
• Identify and qualify important sales opportunities at the management level.
• Review sales strategy plans with other sales team members on a regular basis.
• Act as coach, mentor and educator to all sales representatives within the organization.
• Select, develop, and evaluate personnel to ensure departmental goals are met.
• Keep Executive management informed of key issues and changes which may impact expected business results.
• Assume responsibility for result, including costs, methods and staffing.
• Assist in the identification and development of new product solutions and bring them to market.
• Identify and generate leads.
• Manage prospect pipeline from interest (establishing relationship), development (understanding need), and close.
• Manage the proposal process for product solutions team efforts.
• Develop and maintain an effective organization through selection, training, compensation, motivation, termination and review of sales personnel.
• Assist sales and partner management staff as needed.
• Build and supervise field sales, alliance team, partner management, and program management staff.
• Keep track of what the competitors of the company are doing, and also be aware of pricing, compensation, and distribution strategies and changes in the marketplace.
• Responsible for development and implementation of training and sales compensation programs.
• Establish and direct channel and distribution programs.
• Build key customer and vendor partner relationships and implements strategies for expanding the company’s customer base and identifying new business areas.
• Manage the overall sales process and develop the pricing policies.

Qualifications Required:

• Bachelor’s Degree and a minimum of 15 years of successfully sales experience and management of Sales teams with Federal OEM and/or a Federal channel partner.
• Previous direct interaction and relationships with vendor partners at sales, channel team, and senior levels.
• Proven track record of building revenue and increasing profit margins.
• Strong understanding of the Federal Sales and Channel programs, products, and services.
• Excellent written and verbal presentation skills.
• Ability to work collaboratively with functional peers across functions of all of PCG.
• Planning and organizing skills at a detail-oriented level along with ability to manage priorities and deadlines.
• High energy with the capability to multi-task in a dynamic, rapidly-growing organization.
• Experience with target account selling, solution selling, and/or consultative sales techniques.
• An aptitude for understanding how technology products and solutions solve business problems.
• Experience as a Sales Representative with a track record of exceeding assigned sales quotas in contiguous, multiple years.
• Demonstrated experience working with Sales organizations and technical teams.
• A demonstrated to manage professional level employees.

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