СШАHead of Market Strategy, Public Sector
вчера
225k–275k USD / годСШАHeadOnsite
Lead market strategy and planning for public sector segments to drive growth, partnerships, and competitive advantage.
О компании
- is building the identity trust infrastructure for the digital economy — verifying 100% of good identities in real time and stopping fraud before it starts. The mission is big, the problems are complex, and the impact is felt by businesses, governments, and millions of people every day.
- We hire people who want that level of responsibility. People who move fast, think critically, act like owners, and care deeply about solving customer problems with precision. If you want predictability or narrow scope, this won’t be your place. If you want to help build the future of identity with a team that holds a high bar for itself — keep reading.
Требования
- 15+ years of experience in strategy, business development, product, or go-to-market leadership in enterprise technology, SaaS, cybersecurity, identity, fraud, risk, or data.
- Significant experience in the public sector or a comparable complex, regulated market (financial services, healthcare, education, or other compliance-heavy industries), with the ability to build public-sector expertise quickly.
- Proven record of developing market plans or growth strategies that led to measurable revenue results, including segmentation, market sizing, and account or program prioritization.
- Strong analytical and financial skills: market modeling, business cases, unit economics, and scenario analysis, with the ability to turn analysis into clear recommendations.
- Experience building partnerships or ecosystem strategies with system integrators, resellers, primes, or technology partners.
- Executive presence and exceptional written and verbal communication, with the ability to influence senior leaders inside and outside the company without direct authority.
- Ability to work in close partnership with a business leader, translating their strategy into plans, analysis, and execution.
- Comfort being hands-on in an early-stage role while building toward a team over time.
- Ability to understand complex identity, fraud, security, compliance, and data concepts and translate them into outcomes that matter to buyers.
- Bachelor’s degree in Business, Economics, Public Policy, Computer Science, Engineering, or a related field; MBA, MPP, or equivalent experience preferred.
- Preferred Qualifications
- Understanding of how the public sector buys: appropriations and grant funding, contract vehicles (GSA, IDIQ, BPA, cooperative purchasing, state and local, group purchasing), and RFP/RFI/RFQ processes.
- Familiarity with federal, state, local, education, or healthcare markets, including programs such as Medicaid and Medicare, benefits delivery, and student financial aid.
- Experience developing value-creation or operating plans, such as in venture capital, growth equity, private equity operations, consulting, or corporate development.
- Experience leading product strategy, product management, or product marketing for an enterprise, platform, or regulated-industry business, with an interest in applying it to the public sector.
- Experience shaping pricing, packaging, and go-to-market strategy in partnership with Sales.
- Experience translating customer needs and market signals into roadmap priorities and investment decisions.
- Prior market planning or industry strategy leadership at a data, risk, or analytics company.
- Familiarity with FedRAMP, StateRAMP/GovRAMP, HIPAA, NIST digital identity guidelines, and program-integrity and benefits-fraud policy.
- Established relationships across public-sector organizations and the integrator ecosystem.
Другое
- is seeking a Head of Market Strategy, Public Sector to be a force multiplier for our public-sector business across federal, state, local, education, and healthcare. You will decide where plays, where it doesn’t spend a dollar, and what it takes to win, then build the plan and operating system to make it happen.
- Public-sector organizations are under pressure to deliver benefits and services to the right people while stopping fraud. Each segment buys differently, and this role exists to see the market before others do. You’ll find where mission, money, and policy collide, then build the partnerships, vehicles, and offers that put there first.
- This role combines market planning, strategic thinking, and value creation. You will size and prioritize public-sector buying centers, form a clear point of view on where the market is heading, and own the plan that compounds the business over time, with the rigor of a venture or growth-equity operator.
- You will serve as ’s senior business development strategist for the public sector, connecting mission, funding, policy, contract vehicles, partners, and product into one go-to-market plan, and identifying where ’s trust infrastructure for identity, fraud, and risk intelligence can become the new standard.
- This role reports directly to the Head of Public Sector and partners across Sales, Solutions Consulting, Customer Success, Product, Marketing, Government Affairs, Legal, and GRC.
- Develop the multi-year Public Sector market plan across federal, state, local, education, and healthcare, in partnership with the Head of Public Sector, who sets overall strategy and priorities.
- Recommend the target account and program portfolio: where to pursue, in what sequence, through which vehicle, and with what expected return.
- Develop ’s point of view on digital identity, fraud, and program integrity in the public sector, and spot inflection points early enough to build the offer before the market asks for it.
- Pressure-test strategy with scenario planning and competitive war-gaming, and serve as strategic thought partner to the Head of Public Sector.
- Build the Public Sector Value Creation Plan: the initiatives that grow revenue, retention, margin, and strategic position over a 3 to 5 year horizon.
- Drive execution of the plan through a small number of funded levers, each with an owner, milestones, and KPIs.
- Run a regular portfolio review and report progress, risks, and resourcing needs to the Head of Public Sector.
- Serve as the senior business development architect for the segment: shape opportunities, identify anchor programs, and design the path to revenue through direct, partner, and vehicle routes.
- Define the partner and alliance strategy with system integrators, prime contractors, resellers, cloud and technology partners, and associations, and lead the highest-value partner negotiations.
- Guide the contract-vehicle strategy (GSA schedules, IDIQs, BPAs, cooperative purchasing, state and local vehicles): which to pursue, own, or access through partners.
- Partner with Government Affairs on policy engagement and market shaping.
- Translate the Public Sector strategy into the priority accounts, vehicles, win themes, and bid/no-bid criteria that capture and proposal efforts execute against.
- Partner on pre-solicitation shaping, teaming strategy, and executive reviews of major pursuits.
- Bring structured government customer, competitive, and procurement insight into Product, Data Science, GRC, and Engineering roadmap decisions.
- Shape government-specific offers, packaging, pricing, and compliance positioning so they fit how agencies fund and buy.
- Build the library of plays, ROI models, and proof points that Sales and Solutions Consulting can repeat across accounts.
- Define KPIs and dashboards for market penetration, pipeline quality, win rate by segment and vehicle, sales cycle, and plan versus actual on value levers.
- Equip the field with market intelligence, account plans, and playbooks.
- Build additional capacity as the business scales, such as market intelligence, capture, and BD talent.
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