Major Accounts Manager - Posit

Posit is looking for a Major Accounts Manager to proactively identify and engage with new Public Sector customers to share and demonstrate cutting-edge technologies in the data science domain.

Posit creates software that helps people understand data and make better decisions in real-world applications. Our core offering is an open-source data science toolchain (primarily R and Python), used by leading innovators across analytics, machine learning, and big data, including 50% of the Fortune 1,000.

What You Will Own

• Public Sector Hunting: Reaching out to net-new Public Sector (federal, state, local) customers in the US and abroad.
• Market Education: Educating the market about the value of Posit's professional products and driving software sales.
• Revenue Management: Forecasting sales activity and revenue achievement while creating satisfied, referenceable customers.
• Territory Building: Mapping and building territories from the ground up.
• Lead Utilization: Leveraging the existing customer base from Posit conference attendees, inbound leads, and open-source product downloads.
• Sales CRM: Using Salesforce as the single source of truth.
• Target Achievement: Routinely meeting or exceeding 100% of sales targets.
• Industry Awareness: Keeping up with industry trends, competitive landscapes, and customer needs.

What You Will Assist With

• Internal Collaboration: Collaborating with marketing, product, customer success, and support teams to grow customer accounts.
• Team Contribution: Participating in a tight-knit sales team that values best-practice sharing, mentoring, and collaborative learning.

A Bit About You

• B2B Experience: Significant B2B software sales experience.
• Public Sector Track Record: Proven track record of success selling to government entities.
• Government Process Expertise: In-depth experience with government RFQ/RFP processes, acquisition regulations, and contracting mechanisms.
• Channel Management: Experience working with resellers, VARs, and channel partners focused on public sector markets.
• Complex Cycles: Experience navigating long, complex sales cycles involving multiple stakeholders in large agencies.
• Professional Integrity: Commitment to high integrity, humility, and self-motivation.
• Environment Adaptability: Ability to thrive in a dynamic environment with ambiguity and competing priorities.
• Travel Flexibility: Willingness to travel as needed.

Milestones

• Within 3 Months: Complete product onboarding on Posit's professional toolchain, begin territory mapping for high-priority targets, and sync all prospecting in Salesforce.
• Within 6 Months: Execute active outreach to public sector prospects, deliver product demonstrations, engage channel partners/VARs, and manage active RFQ/RFP pipelines.
• Within 12 Months: Meet or exceed 100% of annual sales targets, establish subject matter expertise across your territory, and build a strong portfolio of referenceable public sector clients.