Sr. Director Sales - Federal
Apply NowCompany: Jones Lang LaSalle Incorporated
Location: Baltimore, MD 21215
Description:
JLL empowers you to shape a brighter way.
Our people at JLL and JLL Technologies are shaping the future of real estate for a better world by combining world class services, advisory and technology for our clients. We are committed to hiring the best, most talented people and empowering them to thrive, grow meaningful careers and to find a place where they belong. Whether you've got deep experience in commercial real estate, skilled trades or technology, or you're looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward.
About the Tech Advisory & Sales Team
Tech Advisory & Sales team supports both JLL Technologies (JLLT) and Work Dynamics (WD) to serve the needs of our enterprise occupier clients driving their sustainability, technology and real estate agendas through the use of technology. By combining innovative JLLT technologies with WD's world-renowned expertise, we're able to unveil untapped opportunities to shape the future of real estate for a better world.
Our Work Dynamics teams provide tech-enabled solutions and global, end-to-end, connected capabilities to help create more sustainable environments, keep people connected and address every aspect of the employee experience and their well-being.
Our JLLT teams deliver a comprehensive technology portfolio of purpose-built software platforms, apps, hardware and technology services, as well as innovations from venture-backed companies. Our best-of-breed portfolio is designed to meet and exceed the industry's demands for better business intelligence, workplace experience, and smart building platforms. JLL Technologies helps organizations transform the way they acquire, operate, manage, and experience space.
Role Purpose
The Senior Sales Executive, Federal is a sales position with primary responsibility of driving sales bookings contributing to revenue growth across assigned JLLT products within a defined territory of US Federal Government accounts. The role has a responsibility to identify and resolve the client's pain points and develop and sell winning and profitable solutions. This is achieved through selling outcome-based solutions using structured sales methodologies and tools such as Miller Heiman and Salesforce. The position requires well versed expertise across many domains of real estate and facilities culminating in the bringing together of multiple software product and services solutions to solve clients' needs. The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust.
Key responsibilities include:
The Candidate Experience
Behavioral Competencies
Estimated total compensation for this position:
150,000.00 - 170,000.00 USD per year
The total compensation range is an estimate and not guaranteed. An employment offer is based on an applicant's education, experience, skills, abilities, geographic location, internal equity and alignment with market data .
Location:
Remote -Atlanta, GA, Baltimore, MD, Boston, MA, Charlotte, NC, Chicago, IL, New York, NY
If this job description resonates with you, we encourage you to apply, even if you don't meet all the requirements. We're interested in getting to know you and what you bring to the table!
Personalized benefits that support personal well-being and growth:
JLL recognizes the impact that the workplace can have on your wellness, so we offer a supportive culture and comprehensive benefits package that prioritizes mental, physical and emotional health. Some of these benefits may include:
JLL Privacy Notice
Jones Lang LaSalle (JLL), together with its subsidiaries and affiliates, is a leading global provider of real estate and investment management services. We take our responsibility to protect the personal information provided to us seriously. Generally the personal information we collect from you are for the purposes of processing in connection with JLL's recruitment process. We endeavour to keep your personal information secure with appropriate level of security and keep for as long as we need it for legitimate business or legal reasons. We will then delete it safely and securely.
For more information about how JLL processes your personal data, please view our Candidate Privacy Statement.
For additional details please see our career site pages for each country.
For candidates in the United States, please see a full copy of our Equal Employment Opportunity and Affirmative Action policy here.
Jones Lang LaSalle ("JLL") is an Equal Opportunity Employer and is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process - including the online application and/or overall selection process - you may contact us at Accommodation Requests. This email is only to request an accommodation. Please direct any other general recruiting inquiries to our Contact Us page > I want to work for JLL.
Pursuant to the Arizona Civil Rights Act, criminal convictions are not an absolute bar to employment.
Pursuant to Illinois Law, applicants are not obligated to disclose sealed or expunged records of conviction or arrest.
Pursuant to Columbia, SC ordinance, this position is subject to a background check for any convictions directly related to its duties and responsibilities. Only job-related convictions will be considered and will not automatically disqualify the candidate.
California Residents only
If you are a California resident as defined in the California Consumer Privacy Act (CCPA) please view our Supplemental Privacy Statement which describes your rights and disclosures about your personal information. If you are viewing this on a mobile device you may want to view the CCPA version on a larger device.
Pursuant to the Los Angeles Fair Chance Initiative for Hiring Ordinance, JLL will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Accepting applications on an ongoing basis until candidate identified.
Our people at JLL and JLL Technologies are shaping the future of real estate for a better world by combining world class services, advisory and technology for our clients. We are committed to hiring the best, most talented people and empowering them to thrive, grow meaningful careers and to find a place where they belong. Whether you've got deep experience in commercial real estate, skilled trades or technology, or you're looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward.
About the Tech Advisory & Sales Team
Tech Advisory & Sales team supports both JLL Technologies (JLLT) and Work Dynamics (WD) to serve the needs of our enterprise occupier clients driving their sustainability, technology and real estate agendas through the use of technology. By combining innovative JLLT technologies with WD's world-renowned expertise, we're able to unveil untapped opportunities to shape the future of real estate for a better world.
Our Work Dynamics teams provide tech-enabled solutions and global, end-to-end, connected capabilities to help create more sustainable environments, keep people connected and address every aspect of the employee experience and their well-being.
Our JLLT teams deliver a comprehensive technology portfolio of purpose-built software platforms, apps, hardware and technology services, as well as innovations from venture-backed companies. Our best-of-breed portfolio is designed to meet and exceed the industry's demands for better business intelligence, workplace experience, and smart building platforms. JLL Technologies helps organizations transform the way they acquire, operate, manage, and experience space.
Role Purpose
The Senior Sales Executive, Federal is a sales position with primary responsibility of driving sales bookings contributing to revenue growth across assigned JLLT products within a defined territory of US Federal Government accounts. The role has a responsibility to identify and resolve the client's pain points and develop and sell winning and profitable solutions. This is achieved through selling outcome-based solutions using structured sales methodologies and tools such as Miller Heiman and Salesforce. The position requires well versed expertise across many domains of real estate and facilities culminating in the bringing together of multiple software product and services solutions to solve clients' needs. The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust.
Key responsibilities include:
- Achieve and exceed individual annual sales booking quotas while meeting target margins, as well as in-year won & earned revenue targets for assigned accounts.
- Manage multiple existing Federal accounts while targeting new accounts.
- Responsible for understanding all aspects of the assigned customers globally; including but not limited to: Available Market, Market Share, Customers Business Objectives, Goals, and Technology Landscape.
- Cosell with business partners in the software space to build relationship and drive closed sales.
- Develop and maintain accurate Account Plans and Share of Wallet data in Account Planning Systems, inputting opportunities into early-stage pipeline in Salesforce and maintaining opportunities in Salesforce throughout the sales cycle.
- Build strong relationships with Client contacts across CRE, IT and other department contacts, in collaboration with JLL Client Account Team to introduce products and solutions to the client.
- Alongside sales leadership, assist in driving client pursuit teams to develop, sell and contract JLLT products and solutions to meet the client's requirements. Facilitate the contract negotiation with support from JLL legal team to maximize profitability and appropriately manage risk to the firm.
- Maintain accurate sales reporting information in Salesforce while following JLL's robust sales and solution processes.
- Develop a thorough understanding of JLL's broad capabilities to meet client needs, recognizing opportunities to expand the client share of wallet by partnering with WD and JLLT product, business and service line leaders.
- Collaborate with additional Markets, Capital Markets, JLL Technologies and Work Dynamics team members to deliver the full value of OneJLL.
The Candidate Experience
- 10+ years of sales or sales solutioning experience at a large, global organization.
- 5+ years of experience selling into Federal government or prior work experience in Federal government directly.
- Experience across multiple disciplines of Corporate Real Estate services, technologies and/or solutions to include but not limited to IWMS, EAM, CMMS solutions and related services.
- Proven capabilities in growing relationships at the executive level.
- Demonstrated ability to develop opportunities and close new business or expansion sales.
- Experience with successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce.
- Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers.
- Dedicated to exceeding client's expectations by working alongside the services teams to ensure excellence in delivery is achieved delivering win/win outcomes.
- Strong influential skills with ability to work across diverse stakeholders to drive common solutions.
- Understands the market of CRE Technologies, particularly IWMS solutions.
Behavioral Competencies
- Passion to Win - wakes up every day thinking about how to engage new clients and beat the competition.
- Strategic mindset - able to see big picture and future direction of the business, then translate into achievable new business development opportunities.
- Influential - persuasive yet instills confidence among stakeholders, gravitas to drive change and obtain results.
- Connector - can bring together various constituents across the organization to help drive client solutions.
- Thrives in Ambiguity - can navigate through a complex, multi-faceted organization with multiple stakeholders.
- Obsessed with customer habits - can use data derived from those behaviors; and trends within the industry to drive share of wallet.
Estimated total compensation for this position:
150,000.00 - 170,000.00 USD per year
The total compensation range is an estimate and not guaranteed. An employment offer is based on an applicant's education, experience, skills, abilities, geographic location, internal equity and alignment with market data .
Location:
Remote -Atlanta, GA, Baltimore, MD, Boston, MA, Charlotte, NC, Chicago, IL, New York, NY
If this job description resonates with you, we encourage you to apply, even if you don't meet all the requirements. We're interested in getting to know you and what you bring to the table!
Personalized benefits that support personal well-being and growth:
JLL recognizes the impact that the workplace can have on your wellness, so we offer a supportive culture and comprehensive benefits package that prioritizes mental, physical and emotional health. Some of these benefits may include:
- 401(k) plan with matching company contributions
- Comprehensive Medical, Dental & Vision Care
- Paid parental leave at 100% of salary
- Paid Time Off and Company Holidays
JLL Privacy Notice
Jones Lang LaSalle (JLL), together with its subsidiaries and affiliates, is a leading global provider of real estate and investment management services. We take our responsibility to protect the personal information provided to us seriously. Generally the personal information we collect from you are for the purposes of processing in connection with JLL's recruitment process. We endeavour to keep your personal information secure with appropriate level of security and keep for as long as we need it for legitimate business or legal reasons. We will then delete it safely and securely.
For more information about how JLL processes your personal data, please view our Candidate Privacy Statement.
For additional details please see our career site pages for each country.
For candidates in the United States, please see a full copy of our Equal Employment Opportunity and Affirmative Action policy here.
Jones Lang LaSalle ("JLL") is an Equal Opportunity Employer and is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process - including the online application and/or overall selection process - you may contact us at Accommodation Requests. This email is only to request an accommodation. Please direct any other general recruiting inquiries to our Contact Us page > I want to work for JLL.
Pursuant to the Arizona Civil Rights Act, criminal convictions are not an absolute bar to employment.
Pursuant to Illinois Law, applicants are not obligated to disclose sealed or expunged records of conviction or arrest.
Pursuant to Columbia, SC ordinance, this position is subject to a background check for any convictions directly related to its duties and responsibilities. Only job-related convictions will be considered and will not automatically disqualify the candidate.
California Residents only
If you are a California resident as defined in the California Consumer Privacy Act (CCPA) please view our Supplemental Privacy Statement which describes your rights and disclosures about your personal information. If you are viewing this on a mobile device you may want to view the CCPA version on a larger device.
Pursuant to the Los Angeles Fair Chance Initiative for Hiring Ordinance, JLL will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Accepting applications on an ongoing basis until candidate identified.