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Director of Sales - State & Local Government in Los Angeles, CA at NEC America

Date Posted: 3/14/2019

Job Snapshot

Job Description

Location: Los Angeles, CA

With more than 119 years of technology innovation, a global team of 100,000, and 64,000+ technology patents, NEC is in the business of providing solutions that focus on safety, security, operational efficiency - enabling people to live brighter, more enriched lives. We call this orchestrating a brighter world. As recognized leaders in Biometric technologies, we boast an array of award winning solutions which support Law Enforcement, Citizen Services & Immigration, Commercial Markets, and Public facilities Management. NEC Advanced Recognition Systems are experiencing significant growth and expect to soar to new heights with the addition of key talent like you.

We are now seeking a passionate Sales Leader who has proven experince leading sales teams to win business within the State & Local Government market. Responsible for developing and executing strategic plans designed to sell NEC Advanced Recognition Systems products to meet corporate goals. The position will manage a complex field sales environment of regional account teams, managing channels and major account sales of NEC’s face recognition, fingerprint and loss prevention software, hardware and professional services. The position has the following responsibilities:

1. Primary accountability for the sales revenue budget for NEC Advanced Recognition Systems Products & Services

2. Development and execution of the sales strategy of the field sales organization

3. Marshalling company resources necessary to achieve a high degree of customer satisfaction

Essential Duties and Responsibilities -

50% Sales Leadership & Staff Management:  Responsible for establishing sales strategy and positioning of NEC Advanced Recognition Systems products within the North American Market to meet established budget goals.  Functions include: Establishing sales territories, establishing quarterly quotas & MBOs, approving pricing beyond standard discounts, ensuring staff are trained on products & services, and oversight of proposal response to RFI/RFQs. The individual will ensure that the field resources develop new and maintain Major Accounts and Channel Partners on a continuous basis, ensuring that meetings are reported and CRM systems are updated to reflect account and opportunity pipeline status.  Also the individual will rank and continuously seek to improve the performance of underachievers. The candidate will also rationalize, summarize, and escalate suggestions to improve service, product, and operational delivery raised by the channel and major account teams and customers. The Sales Director will provide leadership to Product Management, Customer Service, and Operational teams to align resources to meet budgetary goals.

25% Channel Management: Responsible for ensuring key distributors and focused channel partners are kept up to date on NEC Advanced Recognition Systems products & services. The individual will develop and maintain relationships with senior channel partner management and ensure that field channel resources are engaged in channel development activity including; Sales and technical training of partner sales and support staff, business development in terms of campaigns designed to drive more sales of NEC Advanced Recognition Systems products to existing accounts, and to develop new account business. The candidate will initiate quarterly business reviews with channel partners to confirm stated business volumes are achieved, as well as to review and approve business development plans developed by the Channel Management team. Additionally, the Director will oversee deal registrations to minimize channel conflict within the territory, as well as review and escalate new reseller applications. The candidate will rationalize and present monthly Channel reports containing pipeline information as well as historical sales, and program status & future plans.

25% Major Account Management:  Responsible for ensuring major accounts are kept up to date on NEC Advanced Recognition Systems products & services. The individual will develop and maintain relationships with Sr. management of NEC BIOMETRICS Enterprise products and services and ensure that field account resources are engaged in managing the overall account relationship. The candidate will ensure that field sales members are meeting with such accounts on a quarterly basis and developing strategic account plans as well as administering quarterly roadmap & service updates. In the event of missed service SLA, the Sales Director will engage with service and executive management to maintain service communications with client management and make compensation recommendations. The candidate will rationalize and present monthly Major Account reports containing pipeline information as well as historical sales and future opportunities. 

Prerequisites –

Education:    Bachelor's degree or equivalent training in business or sales management.

Experience:  The ideal candidate will have more than 10-15 years experience selling Technology Solutions to State and Local Government. The candidate must have deep and broad business knowledge with a proven track record of applying this expertise across multiple field sales roles (including inside sales, system engineers, major account, and channel sales roles).


  - More than ten years of State & Local Government business experience in the IT related sales field

  - More than five years of experience managing sales team members

  - More than five years of experience in managing channel accounts

  - More than five years of experience in selling to major accounts

We are passionate about our people and growing our NEC family. If you believe you meet the position criteria coupled with seeking a career home, then apply now.


NEC is consistently recognized as one of the 50 most innovative companies globally. (by Boston Consulting)


Headquartered in Irving, Texas, NEC is a leading provider of innovative IT, biometrics, network, and communications products and solutions for service carriers and Fortune 1000 and SMB businesses across multiple vertical industries, including healthcare, government, education, and hospitality. NEC delivers one of the industry's broadest portfolios of technology solutions and professional services, including unified communications, wireless, voice and data, managed services, server and storage infrastructure, optical network systems, microwave radio communications, and biometric security. NEC is a wholly owned subsidiary of NEC Corporation, a global technology leader with a presence in over 44 countries and more than $37.5 billion in revenue. For more information, please visit

NEC Corporation of America and its subsidiaries is committed to the maximum utilization of all human resources and the goal of Equal Employment Opportunity/Affirmative Action. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, marital status, disability, genetic characteristics, height, weight, arrest record pertaining to misdemeanors or status as a Vietnam era or special disabled veteran, or any other class protected by applicable federal, state or local laws.

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