Market and Client Understanding

• Conduct research to gain insights into potential clients, competitors, and industry trends to inform sales strategies
• Stay informed about changes in government procurement policies, regulations, and funding priorities to adapt sales strategies accordingly

Technical and Product Knowledge

• Maintain a strong understanding of the technical aspects of Merit’s products and services offered to communicate their value to government clients effectively
• Have a strong comfort in bridging technical and non-technical conversations around how Merit’s technology is implemented, how customers can leverage Merit's solutions, and how they layer into existing government systems

Client Relationship Management

• Develop and maintain strong relationships with government agencies and leadership to facilitate deal acquisition and execution
• Engage with key stakeholders within government agencies to understand their needs and position the company's offerings effectively
• Engage with leads through consistent follow-up and relationship-building to maximize conversion potential

Regulatory Compliance

• Ensure all sales activities comply with relevant government regulations and procurement policies
• Identify and mitigate risks associated with government contracts, ensuring compliance and minimizing financial exposure

Sales Strategy and Coordination

• Work closely with product development, marketing, and legal teams to align sales strategies with product capabilities and compliance requirements
• Collaborate with cross-functional teams to draft compelling and compliant proposals tailored to government requirements
• Collaborate with the Finance team to develop the budgeting process for government sales, ensuring alignment with financial goals and compliance with governmental budget constraints

Sales Process Management

• Coordinate and plan demos with the sales support team (Sales Engineering, Subject Matter Evangelists, Solutions Managers, etc.), ensuring the effective presentation of products and services to potential clients
• Regularly review Requests for Proposals (RFPs) to assess feasibility and alignment with Merit's strategic objectives and offerings. Track the entire RFP process from initial review to final submission, ensuring all requirements and deadlines are met
• Facilitate sharing relevant sales materials and resources with prospects to support the sales process
• Oversee the entire deal process from initiation to final contract execution, ensuring efficient stakeholder coordination
• Evaluate deal progress and potential, making informed decisions based on business objectives and feasibility on whether to pursue or discontinue deals

Negotiation and Partnerships

• Lead negotiations with government clients, ensuring favorable terms and conditions for the organization
• Identify and develop strategic partnerships with other organizations to enhance the company’s offerings and increase competitiveness in government sales
• Coordinate with government relations teams to support lobbying efforts that could benefit the company's market position and opportunities

Performance Monitoring and Reporting

• Generate regular reports on government sales performance, providing insights and recommendations for improvement
• Develop and maintain accurate sales forecasts for government accounts to inform business planning and resource allocation

Pipeline and CRM Management

• Accurately log all deal-related updates, activities, and communications into the company CRM to maintain comprehensive and up-to-date records
• Actively track and comprehend deal stages throughout the sales pipeline, ensuring timely progress and alignment with sales objectives

Documentation and Transparency

• Ensure all sales processes and decisions are well-documented for transparency and future reference

Event Participation

• Represent the company at government-focused events, conferences, and trade shows to build brand awareness and generate leads

Requirements

• Proven experience in sales, deal management, or a similar role, with a focus on government sales required
• Familiarity with the consultative sales processes and the ability to analyze and interpret situational data
• Proficiency in HubSpot or other CRM software is preferred
• Ability to thrive in a fast-paced and dynamic sales environment

Your Skills & Experiences

• Collaboration first approach. A strong team player who is able to manage input from and work cohesively with multiple stakeholders to foster alignment, identify, and deliver the most effective and impactful solutions for the collective
• Strong problem-solving and decision-making skills. Able to quickly identify problems, assess accuracy and relevance of information, use sound judgment to generate and evaluate potential resolutions, and make thoughtful recommendations in situations ranging from quick calls on the fly to envision and execute new partnerships and complex long-term projects 
• Excellent communication skills. Talent for efficiently and effectively expressing information to individuals and groups using multiple communication pathways. Able to consider the audience and nature of the information (technical, sensitive, controversial) and adjust communication accordingly. Strong ability and willingness to practice active listening and to calmly de-escalate frustration
• An eye for detail. A drive to approach all work in a thorough and conscientious manner, making a point to understand scope and key success metrics with the goal of providing high-quality work outputs that help to advance business objectives
• An advocate and support system for others. A welcoming and supportive professional presence with a strong ability to assess individual needs, provide information or assistance to resolve issues or satisfy expectations, calmly and firmly set issues back on track, and show a strong commitment to providing excellent support
• A leader in Merit’s Success. Demonstrates a deep understanding of the organization and enhances communication across teams by listening to and guiding conversations to build alignment while driving innovation, pulling in appropriate cross-functional stakeholders to set long-term strategic direction, establishing clear expectations and outcomes, and reviewing the department’s progress towards goals, taking corrective action when necessary to ensure efficient resource allocation and clear progress
• A strategist of the big picture. Understands how problems fit into the larger picture and offers expert guidance on complex decisions, foreseeing challenges that might not be apparent to team members and fostering problem-solving skills in others to assist them in resolving complex situations
• A self-aware leader who prioritizes growth. Exhibits our company values in interactions with customers, partners, and coworkers while soliciting frequent feedback and cultivating and expanding a valuable network of contacts and data sources for growth opportunities, continuous learning, market insights, emerging opportunities, and best practices. Regularly shares these learnings to create collaborative opportunities for others to leverage unique skill sets, share perspectives, and work together on challenges to achieve goals that align with leadership’s vision