VP, Federal Accounts

About Us:

ImageTrend, Inc. is dedicated to connecting life's most important data in the healthcare and emergency response community. We deliver software solutions, data analytics and services for EMS, hospitals, community paramedicine (CP), critical care, fire, and preparedness to enable fully integrated patient-centric healthcare and public safety. Our commitment to innovation, its clients, and providing world-class implementation and support is unsurpassed. Based in Eagan, MN, ImageTrend combines business analysis, creative design and data driven architecture to offer scalable solutions and strategies for today and the future.

Employment at ImageTrend is not just about doing a job; it's about being a part of a community. We are top-notch talent, passionate about making a difference through the work we do together!

About the Opportunity:

The VP, Federal Accounts will be responsible for leading the federal go-to-market strategy and drive new business revenue growth within key government agencies and channels. The role will establish relationships and build a robust pipeline at the federal level, from opportunity identification through program delivery, and will act as a primary liaison between internal team members, agencies, and all other strategic partners or stakeholders involved.

The VP will also support and influence internal direction on pivotal governmental initiatives to ensure our products and solutions remain federally compliant and continue evolving to meet the needs of the industry.

What You'll Do:

• Achieves strategic objectives and an annual sales quota as stipulated in the Sales Compensation Plan incentive agreement, handling increased goals and higher ASP as assigned
• Consistently build and manage a qualified federal opportunity pipeline, identifying and closing high-value opportunities across relevant agencies, programs, and initiatives
• Support and execute the federal government partnership strategy, including identifying and engaging with critical prime contractors, subcontractors, and solution partners essential for federal market success
• Identify, pursue, and secure participation or engagement in relevant government and federal working groups, industry committees, and agency-led forums to strengthen ImageTrend's presence and credibility in the federal market and act as a company ambassador with high integrity and professionalism
• Facilitate sales meetings and deliver engaging solution demonstrations to high-value federal accounts with excellent knowledge of the ImageTrend sales processes and products
• Clearly articulates and demonstrates ImageTrend's value proposition, creating urgency, excitement and enthusiasm among federal prospects, including anticipating & removing any obstacles to ensure the sale moves forward to close
• Create and deliver exceptionally accurate sales forecasts through strong pipeline management and maintaining data hygiene, including capturing, updating, and reporting pertinent or required sales data in the CRM, Gong or other systems, or providing data and territory reports to management as requested
• Builds excellent, deeply rooted relationships internally and externally, collaborates and communicates effectively with team members, colleagues, and all other stakeholders to identify opportunities, develop sales strategies, retain federal clients, navigate complex sales cycles, share best practices or feedback for product enhancements, and assist with strategy for team improvement
• Forecasts needs, sets and proactively adjusts priorities, and executes approved business strategy, and reviews territory planning progress with leadership to ensure achievement of goals
• Oversee and coordinate the RFP and contracting processes for federal accounts and adeptly collaborate with appropriate stakeholders to complete necessary steps and ensure the deal progresses through the sales cycle
• Navigate complex federal acquisition regulations, including FAR/DFAR, and contracting vehicles, ensuring compliance while identifying optimal procurement pathways, such as GSA Schedule, GWACs, BPAs, and more
• Collaborate and partner with Product, Engineering, Legal, Compliance and other cross-functional teams to align offerings and delivery models with federal requirements and standards
• Support and provide input to achieve FedRAMP certification, coordinating cross-functional teams and third-party vendors to ensure timely and successful certification
• Attend and actively participate in meetings, including but not limited to recurring team meetings, trainings and 1:1's with leadership, territory or pipeline reviews, Community Updates, Product or cross-functional updates and other meetings as required
• Stay informed of industry trends, competition, agency funding priorities, market opportunities, emerging technologies, or other developments and take initiative to implement or provide insights or ideas to help us continue improving products and processes relevant to the federal sector
• Adhere to departmental standards, workflows, SLA's and other metrics or processes as required
• Travel to tradeshows, industry or company events, or other onsite meetings as required
• Assist with special projects or perform additional duties and tasks as assigned

Position Qualifications:

• Degree in Business, Marketing, Communications, or related field, or the equivalent combination of education and relevant experience
• Extensive full-cycle, federal sales, business development, or program management experience handling multi-million dollar pipelines in a SaaS environment with a longer sales cycle, preferably within the public safety or healthcare industries
• Excellent interpersonal, relationship management, and communication skills both written and verbal, with the proven ability to present, influence, negotiate and persuade key governmental stakeholders and executive-level decision makers
• Extensive, proven track record in driving successful sales growth year over year by managing and proactively developing an assigned territory of high-value, key accounts with a strategic plan for prospecting
• Deep understanding of federal acquisition processes, contracting vehicles, and procurement cycles, preferably also with familiarity or experience with FedRAMP certification or other federal compliance and accreditation efforts
• Strong understanding of and network within federal agencies, prime contractors, and other relevant industry or government associations
• Extensive experience with Sandler Selling, or another similar consultative sales methodology
• Strong ability to efficiently manage complex sales cycles involving multiple stakeholders who may have competing priorities, including taking proactive steps or initiative to remove obstacles or resolve issues that may impact the sale
• Proven to be a motivated self-starter and work independently within a highly collaborative and team-oriented environment
• Strong analytical and problem-solving capabilities and adept ability to simplify complex concepts and tailor by audience
• Strong technical aptitude to learn new systems and extensive experience using MS Office Suite, CRM, Gong or other similar sales technologies tools
• Excellent time management, organizational, and prioritization skills, and the ability to manage multiple high-priority and complex objectives simultaneously in a fast-paced environment
• Excellent ability to forecast an accurate sales pipeline using data-driven insights
• Ability to maintain discretion when handling proprietary and confidential information
• Enthusiasm for learning and expanding knowledge or skills
• Strong work ethic, integrity, honesty, collaboration and team orientation
• Ability to travel as required, up to 50%

This role can be performed 100% virtually anywhere in the US while following our Remote Work Policy. Deadline to apply is at least 1 day after the posting date listed.

Position Salary Range: The annual base salary range for this full-time role is $175,000 - $230,000 USD + variable commission + benefits + perks + community gains. Within the range, individual pay is determined by job-related skills, education or training and other relevant qualifications.

ImageTrend is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities.

If you are unable to submit your application because of incompatible assistive technology or a disability, please contact us at 952-469-1589, and ImageTrend will reasonably accommodate qualified individuals with disabilities to the extent required by applicable law.

ImageTrend participates in the Electronic Employment Verification Program (E-Verify) to validate employee Form I-9 documentation. Please visit everify.gov to learn more.