Director of Growth

Company: Trellis Data
Location: Arlington
Posted on: March 20, 2023

Job Description:

Trellis Data USA, Inc. ("Trellis Data") is the U.S. subsidiary of Trellis Data Group Pty Ltd, an Australian-based high growth technology company providing explainable, no-code, Artificial Intelligence (AI) / Machine Learning (ML) capabilities to government, military and private sector customers around the world. When you join Trellis Data, you join a mission driven organization to democratize AI/ML with world-leading technology. Trellis Data USA, Inc is based in Washington, D.C. -
Title: -Director of Growth, US Federal Civilian GovernmentLocation: -Washington, D.C. / National Capital RegionTerms: -Full-Time/PermanentFocus area: -US Federal Civilian Government Sector
Overview of the role
Trellis Data is focused on growth in the U.S. Federal Civilian marketplace through the adoption of explainable AI/ML capabilities, giving public sector customers comfort and trust in the outputs of Trellis Data's AI/ML solutions. Trellis Data goes to market either directly or through 'channel' partnerships depending on customer requirements, including customers' existing capabilities. Trellis Data leverages its parent company's track record of success serving Australia's port of Brisbane with a 24/7 biosecurity capability; enterprise platform solutions for large social service government clients; and, specific AI/ML capabilities for other government agencies, including in the national security organizations.
The Director of Growth is a consultative sales leadership role responsible for working with the end users and all levels of the channel network to pull through profitable business with targeted State and Federal Government accounts. The Director of Growth is responsible for territory management, identifying and qualifying customer's needs, developing new sales opportunities, and optimizing existing accounts to increase product market share and new product sales. This position reports to the CEO of Trellis Data Group.
Your role will be to drive Trellis Data's growth in the United States, focusing on Federal Civilian Government Sector clients and working closely with channel partners. Supported by the Trellis Data team in Australia, you will partner with a local Field Applications Engineer to source prospective customers - both within our existing channel partners and new ones. Your main focus will be shaping demand creation opportunities and "pulling through" sales via strategic channel partners, but also direct sourcing where we it makes sense for us to do so. Trellis Data will also support direct sourcing opportunities depending on the business case. You will be responsible for building and maturing Trellis Data's sales pipeline to ensure channel partners are well supported throughout the full sales lifecycle and pipeline conversions drive sales bookings.
Responsibilities

• Meet or exceed the sales plan for the defined segment/zone for the sales period. -
• Identify end-user customers and potential new channel partners.
• When required, develop sales forecasts (In-Month, Monthly, Quarterly, Annual, etc.,) and develop tactical plans to meet those forecasts.
• Engage in required meetings, summits, and strategic planning sessions with channel partners as required.
• Manage all CRM activities (Contracts, Funnel management, SPAs etc) for the segment/zone. -
• Educate potential customers and channel partners on how Trellis Data can support and create value for organizations.
• Identify the needs of customer organizations within the Federal Civilian Government Sector, map out contract vehicles and channel partners with existing relationships where we could provide a complementary technology solution.
• Guide customers and channel partners through a sales process that results in sales bookings.
• Ensure Trellis Data is at the 'top of mind' for channel partners and actively work with them to build the pipeline - you will be their "go-to person" to enable Trellis Data to be their preferred partner for their customer proposals.
• Negotiate and/or support key terms (e.g., pricing structure, terms and conditions, warranties)
• Take a leadership role in building the U.S. business and making a real impact from Day 1.
  What you will need to be successful
  
  • Be a trusted partner that 'does what they say and say what they do' - be able to build trust, and hold trust with your customers. This includes taking an active interest in customer issues with a keen view on matching their requirements to Trellis Data's capability.
  • Act with high integrity and high morals.
  • Always put the customer and client first.
  • Become the first call for key channels and customers if a new opportunity arises.
  • Build long-term relationships based on mutual value-add, not just transactional ones.
    Basic Qualifications
    
    • Minimum of 5 years experience with a demonstrable track record of sales in the Federal Civilian Government Sector marketplace.
    • Proven background in sales strategy with core capabilities in proposals, presentations and pitches. - -
    • Highly experienced at identifying stakeholders and key decision-makers -within civilian government agencies.
    • Strong negotiation and influencing ability.
    • Experience reporting on pipeline growth and sales forecast as per pre-agreed targets.
    • Ability to operate with minimal direction in a fast-paced sales organization, including being flexible with the customer without changing Trellis Data's strategy.
    • Excellent written and verbal communication skills, including succinctly responding to the customer and effectively communicating how Trellis Data's capability can meet the customer's needs.
    • Proven experience in meeting sales goals/quotas and the ability to prospect and close sales to new and existing customers. -
    • Knowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis. -
    • Ability to manage channel relationships to ensure a win-win outcome for all parties.
    • Ability to travel 75% of the time if required, mostly within the United States but could also include some international travel - with some overnight periods.
    • Self-starter, highly motivated, follows directions well, and can work without supervision.
      Advantage
      
      • You have an existing network selling AI/ML solutions to civilian government or through channels that serve this space.
      • Bi-lingual English and Spanish to serve existing channel partners in the Americas
      • Experience working in distributed companies or with international teams.
      • Ability to deliver growth in sales from a partner channel strategy.

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