DLT Solutions, LLC

Strategic Market Director, SLED

Job Locations US-VA-Herndon
Posted Date 2 months ago(1/8/2018 11:59 AM)
Job ID
# of Openings


DLT is looking for an experienced and  motivated Market Executive with deep ties in the State and Local Government and Higher Education (SLED) market, an innate sense of curiosity and a passion for sharing knowledge to grow the business.  As a Market Executive within the Office of the CTO, your expertise in the SLED market will be called upon to assist DLT's sales force, vendors, and partners with the necessary information needed to navigate the SLED market and key Information Technology (IT) programs, develop account strategies, and pursue key IT opportunities.  In collaboration with other Office of the CTO members, you will develop knowledge products designed to raise the understanding of the SLED market.  This position is high impact with very high visibility, as you will regularly be interacting with SLED customers, IT vendors, partners and executives.


  • The Market Executive's primary responsibilities are expected to be as follows:
  • -65% Customer Interaction and Research

           -SLED Customers, Vendors, & System Integrator meetings
           -Program/Project research
           -Events, Panels, Briefings, Industry Days

  • 35% Information Sharing / Collaboration

           -Document key agency/IT program findings
           -Identify use cases for specific technology domains
           -Analysis of SLED materials, including budget requests and solicitations
           -Development of SLED market and IT Program profiles
           -Tracking strategic IT opportunities
           -Creating knowledge products
           -Briefing DLT staff, vendors, and partners
           -Assess and report on existing and future public sector requirements

  • Develop and maintain deep relations with SLED personnel and the supporting ecosystem of strategic system integrators and consulting firms
  • Conduct primary and secondary research about SLED missions, initiatives, IT programs, and challenges and the technology opportunity within the SLED market
  • Develop knowledge products in the form of presentations (1:many), briefings (1:1), datasheets, whitepapers, webcasts, and the like to further educate DLT staff, vendors, and partners
  • In partnership with DLT Sales leadership, assist with the formulation of specific contract, program, project or opportunity strategies
  • Socialize and evangelize DLT and DLT's vendors' capabilities to SLED customers and supporting System Integrators and Consulting firms
  • Develop and the SLED Community of Practice within DLT and provide mentorship to DLT staff
  • Actively develop business and vendor client relationships

Minimum Qualifications


  • 10+ years experience with enterprise sales and/or business development within the public sector OR 10+ years experience consulting to or working within the public sector
  • 3+ years of experience in a sales/business development OR staff/consulting role in support of SLED customers
  • Expertise in the sales and acquisition lifecycle within the SLED market
  • Expertise in public sector procurement methods
  • Expertise in enterprise technology sales and sales strategies 


  • Knowledge in one (or more) of the following technology domains: Application Lifecycle / DevOps; Big Data & Analytics; Cybersecurity; Data Center and Infrastructure; IT Management; Business Applications; Digital Design; Cloud Services
  • Examples of presentations, public speaking and/or written artifacts
  • Experience mentoring and/or training
  • Knowledge of the entire business development lifecycle through contract award

Preferred Qualifications

  • Demonstrated ability to adapt to new technologies and markets and learn quickly
  • Excellent interpersonal skills with the ability to communicate effectively across internal and external organizations
  • Excellent presentation skills and the ability to build and present high quality presentations and briefings to sales and executive audiences (i.e. experience presenting to C-level/stakeholder audiences, large (seminar) audiences, panels, etc.)
  • Strong negotiating skills
  • Strong written communication skills
  • Strong analytical skills (i.e. requirements capture)
  • Ability to both lead teams and support them without oversight responsibility


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