Lead Specialist, Federal Sales Operations - Maximus

MAXIMUS is seeking a Lead Specialist, Federal Sales Operations. The Federal Services segment's Sales Enablement and Operations Team ensures the Federal Growth & Strategy Team seamlessly adopts and optimally utilizes sales systems, tools, and resources, driving consistent and predictable growth. Reporting to the Lead Specialist, Federal Sales Operations supports all aspects of the sales organization. This role involves managing sales operations, providing Salesforce administration, and directing sales-related project initiatives, leveraging extensive knowledge of Maximus' Federal Services segment's sales methodologies and lifecycle processes. This is a remote position, preferably in the DMV area.

Essential Duties and Responsibilities:
- Sales Tools & Processes: Collaborate with market growth and strategy leadership to implement tools and processes that enhance sales effectiveness, including sales methodologies, lead and management knowledge content management, and performance metrics. Analyze and provide insights and recommendations based on Salesforce data to drive sales strategy and business growth. Manage the development and deployment of new sales tools and ensure their adoption across the sales team.
- Process Optimization: Collaborate with sales leadership and stakeholders to direct optimizing sales processes, procedures, and policies. Manage and track record keeping of developing and executing successful enablement programs, content, and integrated sales communications. Lead initiatives to streamline sales workflows and improve efficiency, ensuring alignment with overall business objectives.
- Sales Onboarding & Training: Oversee all sales training programs, from foundational training to continuous learning. Develop and maintain online and instructor-led courses, update recorded trainings, and improve courses based on feedback. Track and analyze training usage and effectiveness. Supervise the onboarding process for new sales hires, ensuring they are equipped with the necessary tools and knowledge to succeed.
- Communications & Collaboration: Act as a liaison between the growth and strategy team and support services (proposals, marketing, operations, technical solutions, finance, contracts) to align activities, tools, and resources. Conduct partnership with sales operations and market growth and strategy team to drive scale and repeatability across the opportunity pipeline. Facilitate regular cross-functional meetings to ensure alignment and address any challenges promptly.
- Technology & Content Management: Manage the internal business development site and organize all sales-related content for easy access. Create content maps, organize data, track analytics, and enhance sales performance. Oversee the maintenance and updating of sales content, ensuring it remains relevant and accessible to the sales team.

- Manage and maintain the Federal Salesforce apps, including user licenses, setup, and case management system.
- Provide Salesforce training and support to users, covering best practices for data entry, opportunity management, and other sales activities.

- Implement and communicate changes within Salesforce, including new features, updates, and enhancements.

- Ensure data integrity through data quality checks, cleansing, and deduplication.

- Create and maintain data governance policies and procedures (e.g., Salesforce User Guide, Standard Operating Procedures, Change Board policies, Configuration Management).

- Support the Growth & Strategy Team in tracking performance goals, forecasting, and resource utilization across various levels (individual, agency, account, market, line of business, major accounts, federal segment).

- Develop and maintain Salesforce reports and dashboards to provide visibility into sales performance, pipeline metrics, and key performance indicators, including custom reports as needed.

- Assist in preparing briefing materials for Federal reviews, Corporate BD quarterly reviews, Board of Directors meetings, and other ad hoc meetings.

- Collaborate with Sales Market leadership and other stakeholders to optimize sales processes within Salesforce, including lead management, opportunity management, forecasting, and productivity.

- Schedule and facilitate gate/business review committee meetings, capturing actions and decisions for follow-up and documenting them in Salesforce.

Minimum Requirements

- Bachelor's degree in relevant field of study and 7+ years of relevant professional experience required, or equivalent combination of education and experience.

- At least 5 years of experience in sales enablement, sales operations, marketing, or a related role.
- Proven work experience in business development, sales, or a similar role.

- Minimum of 3+ years management experience.

- Proficient in Microsoft Office 365.

- Proficient Salesforce CRM Tool experience.

- Fundamental understanding of Federal government contracting procurement lifecycle process.

Additional Requirements, as per Contract/Client:

- Strong analytical and problem-solving skills. Ability to handle multiple projects, meet deadlines, and think creatively to solve problems.

- Ability to work closely with sales, marketing, finance, contracts, and other departments.

- Ability to interact with all levels of management, partners, team members, staff, and customers with a high degree of tact and diplomacy.

- Must possess business and solution vision, disciplined strategic thinking, and strong analytical and problem-solving skills.

- Ability to perform comfortably in a fast-paced, deadline-oriented work environment.

- Excellent organizational and interpersonal skills.

- Excellent written and oral communication skills required to interact with internal clients and stakeholders.

- Ability to work effectively within a team, as well as independently.

- Ability to maintain strict confidentiality and security of company proprietary information.

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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.

Annual Base Pay Minimum for this Position

$

120,000.00

Annual Base Pay Maximum for this Position

$

140,000.00