• Director Government Sales

    Location US-DC-Washington, DC | US-DC-Remote
    Job ID
    Sales - All Openings
    Pos. Type
    Full Time
  • Company Overview

    At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.


    Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.


    Join our Enterprise team…great customer service starts here. We design virtual assistants for intelligent and effortless customer service helping customers find the information they need using whatever channel they prefer.

    Job Summary

    Report to Commercial/Gov VP and lead a team of State/Local and Gov Sales Reps to increase bookings and revenue,  and develop them personally and professionally.  Work with them to develop new customers, partners and expand existing accounts and relationships within the Enterprise Government market, with emphasis on driving strong relationships with our partners and our customers to fulfill through our channel partners.  Take a leadership role at Nuance regarding Government Business, continuing to support Product, Business Unit leaders, Marketing and Legal on the specific requirements for this vertical.


    Principal duties and responsibilities:

    • Manage a sales team of 4-5 Government Account Executives to expand existing accounts and develop new accounts in the US. This role is one where you will be expected to both play a management role (and all that that entails) and roll up your sleeves to drive the business forward when required.
    • Establish and foster critical partner relationships at all levels with the partners. Sales reps, overlays, sales management and executives. Our GTM is based upon fulfillment through the channel so this is a critical element of success
    • Teaching and developing territory account representatives in how to navigate the complexities of the channel relationships and work closely with the Nuance channel team to educate and drive new business with our partners.
    • Manage and develop a range of skill sets across the Gov Sales Rep team to optimize performance results.
    • Work with the Gov sales professionals to assess customer's ability and likelihood of partnering with Nuance by evaluating how the customer's objectives, processes, and budget allocation align with Nuance products and our service goals. Provide recommendations for automation and enhancements that generate initial sales and/or additional revenue
    • Assist and develop the Gov rep in how to work with Sales Engineers, Business Consultants and other Professional Services teams in pre- and post-sales capacity to provide solutions, seeing the client through implementation
    • Collaborate with Product Management and R&D/PS teams in customer and/or product support to identify revenue opportunities within assigned accounts and ensure successful broad deployment of our products and services throughout the enterprise Gov space
    • Work with Marketing on programs to create awareness and demand for company products, and pay an active role introducing program and initiatives that ensure successful, broad deployment of our products/services for Government sector
    • Lead team meetings highlighting best practices and identifying opportunities for growth and optimization, track and document performance standards, incorporate the appropriate plans of action and communicate accordingly.
    • Cooperate with the Legal Department to draft contracts and ensure we are aligned with the requirements, and the Gov terms  are accurately reflected in contracts, statements of work, service level agreements, etc.
    • Work with the Gov reps to understand their opportunities and activity and maintain a sales forecast by keeping accurate records of discussions and opportunities on Nuance's customer/partner relationship/forecast management system and accurately roll up the forecast data to the next level of management forecasting.
    • Work with sales reps to optimize their territory business plan and assure the required pipeline is generated.

    Education: Bachelors or Graduate Degree Preferred


    Minimum years of work experience: 10 in Sales Management


    Required skills: People management, new business development, deal/contract negotiation and closing, strategic thinking, account development, customer/partner relations, forecasting, Business Case Modelling, SaaS ,Government business experience, Proficiency in Microsoft Office and other desktop applications, complex team management   


    Preferred skills: Customer Experience Product knowledge, knowledge of contact center technologies and customer service processes, IT security experience, Web/digital experience, Artificial Intelligence understanding

    Additional Information

    Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  


    Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.


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