Description & Requirements
The Sales Enablement and Operations Team has developed a comprehensive sales strategy and implemented robust processes to facilitate the Client Growth Team's seamless adoption and optimal utilization of sales tools and technologies, ensuring consistent and predictable growth success. Reporting to the Senior Director of Sales Enablement and Operations, the Director of Federal Sales Operations plays a pivotal role in supporting all components of the sales organization, directing sales-related project initiatives, and leveraging extensive knowledge of MFS sales methodologies and lifecycle processes.
Essential Duties and Responsibilities:
- Identify and develop new Federal market and opportunities to drive new Federal business pipeline.
- Develop and maintain relationships with key partners, federal agency officials and other stakeholders.
- Maintain working relationships and collaborations with Maximus business consultants.
- Conduct opportunity pursuit in Federal as part of the overall Maximus Federal team.
- Collaborate and work with solution leads, capture team and other support teams to support opportunity pursuit and proposal development.
- Participate and represent Maximus at industry events, conferences and agency-focused initiatives.
- Develop opportunity, account and agency executable call plans and overall fiscal year account planning.
- Knowledgeable of key sales/growth processes, initiatives, and resources to assist the Client Growth Team with corporate goals.
- Proactively acts in response to complex problem-solving situations as needed.
- Ensures and drives an engaged culture.
Salesforce Administration
- Manage and maintain the Salesforce platform, including user licenses, user setup, security, customization of objects, fields, record types, page layouts, flows, and validation rules.
- Provide training and support to sales team members on the use of Salesforce, including best practices for data entry, opportunity management, and other sales-related activities.
- Manage change within the Salesforce environment, including implementing new features, updates, and enhancements, and communicating changes to the sales team.
- Handle Salesforce ticket requests.
Salesforce Data Management and Engineering
- Ensure data integrity within Salesforce, including data quality, data cleansing, and data deduplication.
- Create and maintain data governance policies and procedures (i.e., Salesforce User Guide, Salesforce Standard Operating Procedure Manual, Salesforce Change Board policies, Configuration Management, etc.).
Reporting and Analytics
- Support the Client Growth Team in tracking individual, agency, account, Market, Line of Business, Major Accounts, and Federal Segment financial and non-financial performance goals, forecasting, and progress against goals, as well as tracking the utilization of sales-related resources.
- Develop and maintain reports and dashboards to provide visibility into sales performance, pipeline metrics, and other key performance indicators. This may involve creating custom reports and dashboards to meet the specific needs of the sales organization.
- Support the development of briefing materials for Federal reviews, Corporate BD quarterly reviews, Board of Directors meetings, and other ad hoc meetings.
- Assist in developing special reports (opportunity, pipeline, financial, etc.) as needed.
Process Optimization, Integration and Automation
- Work with Sales leadership and other stakeholders to optimize sales processes within Salesforce, including lead management, opportunity management, forecasting, and sales productivity.
- Collaborate with Maximus support services organizations to integrate Salesforce with other systems and automate business processes using tools like Salesforce automation, workflow rules, AppExchange, and process builder.
Minimum Requirements
Minimum Requirements:
- Bachelor's degree or equivalent combination of education and experience required.
- Minimum of 5 years of management experience required.
- Minimum of 10 years of related experience required.
- Strong experience using Salesforce for pipeline management, not solely as a CRM tool.
- Familiarity with using analytics tools such as Salesforce Einstein and Power BI is highly desirable.
- Experience conducting or supporting sales in the federal government contracting industry, preferably for a large federal government contractor or system integrator.
EEO Statement
Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We're proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.
Pay Transparency
Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.
