Federal Vice President, Sales (Remote)
Company: Axon
Location: Washington
Posted on: May 17, 2024
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Job Description:
Join Axon and be a Force for Good.At Axon, we're on a mission to
Protect Life. We're explorers, pursuing society's most critical
safety and justice issues with our ecosystem of devices and cloud
software. Like our products, we work better together. We connect
with candor and care, seeking out diverse perspectives from our
customers, communities and each other.Life at Axon is fast-paced,
challenging and meaningful. Here, you'll take ownership and drive
real change. Constantly grow as you work hard for a mission that
matters at a company where you matter.At Axon, we're on a mission
to Protect Life. We're explorers, pursuing society's most critical
safety and justice issues with our ecosystem of devices and cloud
software. Like our products, we work better together. We connect
with candor and care, seeking out diverse perspectives from our
customers, communities and each other.Life at Axon is fast-paced,
challenging and meaningful. Here, you'll take ownership and drive
real change. Constantly grow as you work hard for a mission that
matters at a company where you matter.We are an equal opportunity
employer that promotes justice, advances equity, values diversity
and fosters inclusion. We're committed to hiring the best talent -
regardless of race, creed, color, ancestry, religion, sex
(including pregnancy), national origin, sexual orientation, age,
citizenship status, marital status, disability, gender identity,
genetic information, veteran status, or any other characteristic
protected by applicable laws, regulations and ordinances - and
empowering all of our employees so they can do their best work. If
you have a disability or special need that requires assistance or
accommodation during the application or the recruiting process,
please email recruitingops@axon.com. Please note that this email
address is for accommodation purposes only. Axon will not respond
to inquiries for other purposes.Location: Remote but Washington,
D.C. area is recommendedYour Impact:As Axon's Vice President of
Federal Sales you will manage a team of approximately 3
quota-carrying sales managers who also oversee a team of
quota-carrying AE's that are driving adoption of Axon's less-lethal
and software & sensors in the federal market. In your leadership
role, you will be responsible for the development and execution of
the go-to-market strategy, solution generation, and coordinating
with cross-functional teams as part of the capture process. You
will heavily work with, and impact, agencies including the
Department of Justice, Department of Homeland Security, and
Department of Defense.At Axon, our goal is to make each individual
feel valued for his or her contributions to the company's mission,
to protect life. This position will train and mentor reports to
articulate complex solutions, build and maintain senior level
relationships, navigate across customer agencies / units, and lead
the Axon team. A successful Vice President of Federal Sales must
understand how to motivate and mentor each and every individual on
his or her team.This role reports to the President of Federal.What
You Do:Sales Leadership: Directly manage and mentor three sales
leaders, providing guidance, support, and direction to ensure
alignment with overall sales objectives and organizational
goals.Quota Management: Assume accountability for the achievement
of sales quotas across all federal sales channels, closely
monitoring performance metrics and implementing strategies to
optimize sales outcomes.Go-to-Market Strategy: Develop and execute
comprehensive go-to-market strategies tailored to the unique
requirements of the federal market segment, leveraging market
insights and industry trends to drive business growth and enhance
market penetration.Sales Training and Development: Design,
implement, and oversee sales training programs and initiatives
aimed at enhancing the skills, knowledge, and effectiveness of the
sales team. Continuously assess training needs and provide ongoing
support to ensure professional development and performance
improvement.Opportunity Identification: Proactively identify and
pursue sales opportunities within the federal sector, collaborating
with internal stakeholders to develop compelling value propositions
and tailored solutions that address the specific needs and
priorities of federal clients.Collaboration and Relationship
Management: Foster strong collaborative relationships with
cross-functional teams, including marketing, product development,
and customer success, to ensure alignment of sales strategies with
broader organizational objectives and seamless execution of
go-to-market plans.Market Insights and Analysis: Stay abreast of
market trends, competitive dynamics, and regulatory changes
impacting the federal sector, conducting market research and
analysis to inform strategic decision-making and identify emerging
opportunities for business expansion.Manage and grow revenue and
market share at designated agencies to maximize customer
satisfaction and achieve Axon Federal's strategic objectivesDevelop
and maintain team relationships to ultimately drive revenue
growthResults-Oriented: Meet and exceed assigned monthly, quarterly
and annual sales revenue and productivity targets
assignedForecasting: Must be able to confidently predict
daily/monthly/quarterly/annual sales bookings utilizing pipeline
management for each sales report. Must commit and take
responsibility for the accuracy and achievement of the sales
forecastReporting: Verify daily results, productivity measures, and
assist with commission trackingProcess Improvement: Interface with
various groups within Axon to help improve the overall sales
process as well as drive the strategic initiatives of the sales
groupCustomer Experience: Ensure consistent delivery of amazing
serviceManage Activities: Ensure activity standards are being
delivered. Demonstrate clear ability to correlate activity
standards with Business Results. Ensure use of Salesforce.com and
accuracy of metrics.Collaboration: Work with other Axon business
functions to improve ability to improve the effectiveness of
cross-functional processesSpirit of Intent: Understanding of the
essential role of Management is to deliver business results through
people. The Vice President of Sales understands the responsibility
of knowing and demonstrating the key values of Axon in everything
that he/she does.Staffing: Accepts responsibility for the monthly
revenue production of the sales headcount assigned. In the event of
turnover, the Vice President of Sales understands that replacement
personnel must already be hired, trained and ready to performReport
Development: Monitor and track sales reports' individual
performance, strengths and areas of opportunity, while also being
able to clearly communicate evaluations and execute developmental
steps (Performance Improvement Plans)Role Model and Coach: The Vice
President of Sales must be the most effective and skilled sales
resource on the team. Able to teach sales skills and track record
of exceeding annual sales objectives are fundamental requirements.
The Vice President of Sales must be an exceptional representation
of professionalism at all timesTraining: Work with other sales
leads to identify, prepare and execute incremental sales skills or
product training in order to improve close ratios and increase
productivityCommunication: Meet with each sales report individually
for a weekly 1:1 to review previous month's results, lessons
learned and areas for improvement. Regularly travel with reps to
coach through sales and assist with the sales processPerformance
Management: Coach lowest performers for improvement and replace
those that do not respond.What You BringBachelor's degree in
Business Administration, Marketing, or related field; MBA or
equivalent preferred.Proven track record of success in federal
sales leadership roles, with a minimum of 10 years of experience in
managing sales teams within the federal sector.Demonstrated
expertise in developing and executing effective go-to-market
strategies, driving revenue growth, and achieving sales
targets.Strong leadership and managerial skills, with the ability
to inspire and motivate teams, foster a culture of collaboration
and excellence, and drive results in a fast-paced, dynamic
environment.Excellent communication and interpersonal skills, with
the ability to build rapport with clients, stakeholders, and
internal teams, and effectively convey complex concepts and
solutions.Strategic thinker with a keen business acumen, analytical
mindset, and the ability to translate market insights into
actionable strategies and initiatives.Proficiency in sales
management tools and technologies, Salesforce, and Microsoft Office
suiteSecurity clearance (e.g., Secret, Top Secret)
preferredExperience building, managing, and scaling
results-oriented sales teamsSenior-level experience in cradle to
grave federal sales with emphasis in opportunity capture management
and proposal developmentExperience with selling direct and into
government contract vehiclesExperience working with and
understanding of federal government agencies and customers
Department of Justice, Department of Homeland Security, Department
of Interior, Department of Defense).Extensive knowledge of federal
acquisition regulations and federal government budgeting
processesClear, concise, and direct communication skills briefing
senior business executives and customersProven ability to provide
accurate long-range forecasting of revenues, orders, and margins
for your book of businessBenefits that Benefit YouCompetitive
salary and 401k with employer matchDiscretionary paid time offPaid
parental leave for allMedical, Dental, Vision plansFitness
ProgramsEmotional & Mental Wellness supportLearning & Development
programsAnd yes, we have snacks in our officesBenefits listed
herein may vary depending on the nature of your employment and the
location where you workDetailsThe Pay: The compensation for this
role is made up of an uncapped commissions and a starting base pay
between USD $160,300 in the lowest geographic market and USD
$240,500 in the highest geographic market. On average, the national
commissions target for this role is USD $350,000. The actual base
pay is dependent upon many factors, such as: experience, training,
transferable skills, work experience, business needs, and
geographic market demands and often a combination of all these
factors. Our benefits offer an array of options to help support you
physically, financially and emotionally through the big milestones
and in your everyday life. To see more details on our benefits
offerings please visit www.axon.com/careers/benefits.Don't meet
every single requirement? That's ok. At Axon, we Aim Far. We think
big with a long-term view because we want to reinvent the world to
be a safer, better place. We are also committed to building diverse
teams that reflect the communities we serve.Studies have shown that
women and people of color are less likely to apply to jobs unless
they check every box in the job description. If you're excited
about this role and our mission to Protect Life but your experience
doesn't align perfectly with every qualification listed here, we
encourage you to apply anyways. You may be just the right candidate
for this or other roles.Important NotesThe above job description is
not intended as, nor should it be construed as, exhaustive of all
duties, responsibilities, skills, efforts, or working conditions
associated with this job. The job description may change or be
supplemented at any time in accordance with business needs and
conditions.Some roles may also require legal eligibility to work in
a firearms environment.Axon's mission is to Protect Life and is
committed to the well-being and safety of its employees as well as
Axon's impact on the environment. All Axon employees must be aware
of and committed to the appropriate environmental, health, and
safety regulations, policies, and procedures. Axon employees are
empowered to report safety concerns as they arise and activities
potentially impacting the environment.We are an equal opportunity
employer that promotes justice, advances equity, values diversity
and fosters inclusion. We're committed to hiring the best talent -
regardless of race, creed, color, ancestry, religion, sex
(including pregnancy), national origin, sexual orientation, age,
citizenship status, marital status, disability, gender identity,
genetic information, veteran status, or any other characteristic
protected by applicable laws, regulations and ordinances - and
empowering all of our employees so they can do their best work. If
you have a disability or special need that requires assistance or
accommodation during the application or the recruiting process,
please email -recruitingops@axon.com. Please note that this email
address is for accommodation purposes only. Axon will not respond
to inquiries for other purposes.
Keywords: Axon, Franconia , Federal Vice President, Sales (Remote), Executive , Washington, Virginia
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