Public Sector Enterprise Presales Leader

Accountabilities: Lead overall presales operations for the assigned public sector organization, translating business objectives into actionable coverage, utilization, and resource plans. Manage and optimize presales resources to address regional coverage gaps, support strategic opportunities, and maximize impact on revenue and customer outcomes. Partner closely with sales and account teams to assess pipelines, prioritize opportunities, shape account strategies, and ensure timely presales engagement. Monitor operational performance, budgets, forecasts, resource utilization, and business processes while identifying opportunities to improve organizational effectiveness. Build strong relationships with senior internal stakeholders and customer executives, contributing strategic insight and representing the presales organization in business decisions. Coach, develop, and manage individual contributors, providing performance guidance, career development, technical skill-building, and support through complex selling situations. Strengthen team capabilities by anticipating evolving market and industry requirements and creating development initiatives that improve presales productivity and effectiveness. Guide teams in strategic, consultative, and financial selling, including the development of business cases that connect technology solutions to customer objectives and measurable business value. Support complex sales engagements by articulating technology strategy, differentiators, competitive positioning, and long-term enterprise value to customers. Encourage innovation and organizational change by developing approaches that improve collaboration, execution, and the effectiveness of remote presales teams. Collaborate across sales, technical, product, and other business functions to develop best-in-class solutions and maintain a strong customer-focused presence. Help resolve customer challenges and contribute to overall customer satisfaction while supporting profitable, sustainable revenue growth. Requirements Bachelor's or university degree required; an advanced or master's degree is preferred. 10+ years of experience in sales, with a demonstrated record of progressively increasing responsibility and achievement against sales or business objectives. Direct management experience leading presales, sales, technical consulting, or related teams, including responsibility for performance and talent development. Proven success managing resources in support of complex, strategic sales opportunities and broader business objectives. Strong business management capabilities, including strategic planning, execution, forecasting, budget control, operational improvement, and resource allocation. Demonstrated expertise in strategic account support, consultative selling, business development, and complex opportunity management. Strong negotiation, presentation, communication, and executive relationship-building skills, with the ability to engage effectively with C-level customers. Ability to develop compelling business cases that connect solutions to customer goals, business strategies, financial outcomes, and measurable value. Strong workforce planning, career development, coaching, supervision, and performance management capabilities. Ability to manage underperformance constructively while maintaining accountability, engagement, and team effectiveness. Strong change-management skills and the ability to foster innovation and collaboration within a distributed organization. Sound business, financial, and commercial judgment, with the ability to turn complex information into meaningful recommendations. Ability to operate effectively across organizational boundaries and influence stakeholders without relying solely on formal authority. Residence in the Washington, DC area is required, with the position structured as a remote/teleworker role. Benefits Annual total compensation range of $198,000–$465,500 , including base salary and target-level sales compensation, depending on location, experience, education, skills, and other relevant factors. Compensation structure is approximately 80% base salary and 20% target-level sales compensation at 100% achievement of the sales plan. Comprehensive benefits designed to support physical, financial, and emotional health and well-being. Remote/teleworker work arrangement for eligible employees. Professional development programs and opportunities for career advancement across different areas of the organization. A culture focused on inclusion, flexibility, collaboration, innovation, and meaningful career growth. Support for accessibility and reasonable workplace accommodations for qualified individuals. Opportunity to lead and develop a high-impact public sector presales organization while working with senior executives and strategic customers.