Job Description:
• Develop and execute a comprehensive sales strategy focused on grant management solutions for the emergency management community.
• Identify and pursue new business opportunities with state and local agencies, as well as nonprofit organizations involved in disaster relief and emergency preparedness.
• Build and maintain relationships with key stakeholders involved in grant funding, compliance, emergency management, homeland security, and preparedness.
• Lead the full sales cycle from prospecting and qualification to negotiation and closing.
• Collaborate with product and marketing teams to build a quality pipeline and align solution offerings with market needs.
• Stay informed on relevant legislation, funding, and programs (e.g., FEMA, HUD, CARES Act, ARPA, IIJA), and procurement trends.
• Represent the company at industry events, conferences, and webinars.
• Provide accurate sales forecasting and performance reporting to executive leadership.
• Facilitate existing customer contract renewals and expansion (new Grant Programs and Change Requests).
Requirements:
• Bachelor’s degree in Business, Public Administration, Information Technology, or related field.
• 7+ years of experience in enterprise software sales in the public sector or equivalent experience working for a government agency.
• Strong understanding of emergency management and homeland security grant funding cycles, compliance requirements, and reporting standards.
• Proven ability to navigate complex sales processes within government and nonprofit sectors.
• Excellent communication, negotiation, and presentation skills.
• Executive presence, capable of influencing Agency Directors, Procurement, and State IT leadership.
• Ability to travel as needed (up to 30%).
• 3+ years of experience focused on grant management or emergency management services (e.g., preparedness, response, recovery, mitigation).
• Familiarity with federal and state grant programs (e.g., FEMA Public Assistance, FEMA Hazard Mitigation, Grant Programs, Homeland Security, and Preparedness Programs).
• CRM proficiency (e.g., HubSpot).
• Familiarity with MEDDPICC sales methodology.
• Strategic thinker who is curious, coachable, and adaptable.
Benefits: