Confidential Careers · 1 month ago
Sales Director – California Region (Public Sector Consulting)
Sacramento, CA
Full-time
Hybrid
Lead/Staff, Director/Executive
$130K/yr - $160K/yr
3+ years expConfidential is a dynamic, rapidly expanding IT consulting firm focused on serving California State government agencies. The Sales Director will identify, qualify, and close consulting engagements while building trusted relationships with public-sector leaders in California.
Human ResourcesRecruiting
Responsibilities
Own and hit/exceed annual sales targets within assigned territory and accounts
Identify, track, and pursue consulting opportunities with California state departments and agencies
Build a healthy California government focused sales pipeline with forecasting and probability tracking
Stay informed on California’s procurement guidelines (CMAS, TDDC MSA, competitive solicitations, vendor pools), statewide strategic plans, and agency initiatives
Develop deep relationships with California CIO offices, program executives, procurement leaders, and project sponsors
Learn the customer's business (strategically, operationally, financially) and understand the customer's buying process and identify all influencers, intimately understanding their requirements
Manage the sales process from start to finish, ensuring a positive experience for both clients and our delivery teams
Perform account management and develop trusted partner relationships at client accounts
Lead discovery conversations focused on California’s modernization challenges, regulatory requirements, and program needs
Maintain ongoing relationships that support account growth and repeat business
Represent the firm at California industry events, state conferences, and regional association meetings
Collaborate with internal teams to develop solutions, proposals, and statements of work aligned to California priorities
Lead proposal development for California solicitations including RFOs, RFIs, RFPs, and vendor pool responses
Work closely with the delivery team to create custom solutions ensuring proper alignment with client needs
Establish, maintain, and service accounts, covering territory to ensure a high level of customer satisfaction, positive long-term relationships, and repeat business
Work with delivery team to ensure successful services implementation
Coordinate with recruiting and operations to ensure availability of resources for California pursuits
Provide California-specific market intelligence to leadership to guide strategic expansion planning
Qualification
Required
Previous experience as a sales executive, sales manager, sales and marketing director, or equivalent
Proven experience selling consulting or technology services to California public-sector clients
Strong network and understanding of California state agencies, procurement processes (CMAS, RFOs, RFPs), and government operations
Demonstrated success winning work with California government clients
Ability to communicate, present and influence all levels of the client organization and proven ability to drive the sales process from plan to close
Excellent communication, relationship-building, and proposal development abilities
Bachelor's degree or equivalent experience
Sales: 3 years (Required)
Location: Sacramento, CA 95833 (Required)
Preferred
Existing book of business for 5-10 state agencies over 5 years
$5 – $15 million in annual sales over the last 3-5 years
Experience in successful sales for Time & Materials (T&M) and deliverable based engagements
Seasoned experience with problem solving and solution selling
Benefits
401(k)
Dental insurance
Health insurance
Paid time off
Vision insurance
Company
Confidential Careers
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2-10 employees
Funding
Current Stage
Early StageLeadership Team
E
Edwin Xiao
Chief Revenue Officer
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