Fast Facts

Trafera is seeking a Field Sales CTO for the Public Sector, responsible for driving revenue growth and managing customer relationships in state and local governments, transportation, and public safety sectors.

Responsibilities: Manage the full sales lifecycle, generate sales growth through outreach and networking, maintain customer and market data in CRM, and develop strategic pricing proposals.

Skills: 10+ years of experience in IT or sales roles, strong communication skills, analytical abilities, and knowledge of CRM systems; must be results oriented and able to collaborate effectively.

Qualifications: Bachelor's degree in business or IT, or equivalent experience; demonstrated success in strategic planning and consultative sales.

Location: Arden Hills, MN (with travel requirements up to 50%)

Compensation: $150000 - $200000 / Annually

Trafera is an industry leader in delivering innovative IT products and integrated solutions for K-12, higher education, and state and local governments. Headquartered in Arden Hills, MN, and supported by strategically positioned service centers in the Twin Cities, Louisiana, North Carolina, Oklahoma, and West Virginia, we are uniquely equipped to meet the diverse needs of our customers.

Supported by Rotunda Capital Partners and our strategic investments, we are expanding into new markets. Our recognition on The Channel Company’s CRN Solution Provider 500 List, where we rank among the top 100 providers, demonstrates our excellence as a strategic service provider and our ability to deliver high-impact IT solutions.

We are committed to creating a welcoming and inclusive workplace that respects and values diverse perspectives and talents. Our shared values of embracing growth and continuous improvement, making connections, being dependable, maintaining integrity by doing the right thing, and taking action drive our culture and serve as a guide for how we treat one another and accomplish our work.

Your contributions as a Field Sales CTO (Public Sector) on the Sales team will play a vital role in maintaining our strong customer partnerships, enabling them to manage their technology, connectivity, and security needs so their organizations are equipped to solve today's challenges and shape tomorrow.

Position Summary:

The Field Sales CTO (Public Sector) is responsible for building and maintaining customer relationships, identifying new customers and markets to drive revenue growth and market share for defined territories in state and local governments, transportation, and public safety. 

Competencies:

Nimble Learning

Collaboration

Customer Focus

Instills Trust 

Action Oriented

Courage

Persuades

Decision Quality

Manages Conflict

Optimizes Work Processes

Essential Responsibilities:

The following essential functions represent the primary work performed; however, other responsibilities could be expected that are not detailed here but fall within the scope of this role. 

• Manage full sales lifecycle in collaboration with internal and external sales and operations teams
• Generate sales and revenue growth through proactive outreach to new and existing customers, including cold calling, in person networking and customer visits, attending industry events, and leveraging existing relationships in the defined territory in state and local governments, transportation, and public safety 
• Manage input and data integrity for customer and market data using the Customer Relationship Management (CRM) system and other tracking tools to create reports and analysis to forecast and manage sales growth and customer relationships.
• Create and maintain a strategic prospective customer pipeline using competitive analysis and other market intelligence data to generate revenue and market share growth
• Manage Requests for Information (RFIs), Requests for Proposal (RFPs), and contract negotiations, to secure new business deals
• Stay informed about vendor offerings, new technologies, and market trends to strategically position Trafera's value proposition
• Develop a deep understanding of the competitive landscape (market/economic trends, competitors, industry trends, future projections) and differentiate Trafera products and service solutions
• Research market pricing and prepare proposals that are competitive and satisfy margin requirements 
• Leverage Trafera’s relationships with top tier manufacturers and distribution partners such as Lenovo, TD Synnex, and Google to build best in class solutions for Trafera customers
• Represent the organization in regional and national educational conferences, to advance sales activity, revenue and pipeline growth, and relationship building
• Achieve revenue growth targets, margin levels, key performance indicators (KPIs), and annualized quota.
• Manage a sales territory that includes state and local governments, transportation, and public safety customers

Minimum Skills and Abilities:

• Bachelor’s degree in business, IT or a relevant field, or the equivalent amount of training and hands-on experience sufficient to perform the essential functions of the position
• 10+ years of progressive experience leading teams and business functions such as CIO, CTO, IT Director CISO or IT Practitioner or sales roles in state and local government, transportation, public safety or other relevant industries.
• Demonstrated ability to produce strategic plans or influence revenue growth through curating comprehensive IT solutions or consultative sales 
• Ability to understand customer goals and technical needs, and position Trafera’s entire portfolio of products, solutions, services, and capabilities
• Demonstrated ability to identify and pursue new customers or markets and create a sales strategy to promote revenue and market share growth 
• Demonstrated analytical and problem-solving skills 
• Strong written and verbal communication skills with the ability to effectively present ideas and deliverables to internal and external stakeholders
• Creative, and results oriented mindset with the ability to collaborate with others to identify and solve issues, make proactive recommendations, and lead through influence
• Self-directed work style, able to work autonomously, prioritize and deliver results
• Ability to travel with defined territory, up to 50%, with some nation-wide travel, as necessary

Technology and Systems:

• CRM, preferably Hubspot
• Microsoft Suite, especially PowerPoint

Trafera is proud to be an equal opportunity employer, providing equal opportunity to all employees and applicants based on an individual's qualifications, without regard to race, gender, religion, color, age, national origin, disability, genetic information, sexual orientation, gender identity, familial status, marital status, status with regard to public assistance, local human rights commission activity, amnesty, status as a covered veteran or any other protected factor in accordance with applicable federal, state and local laws. The hiring process includes successfully completing an interview and background screen process including verification through E-Verify.