EXECUTIVE POSITION DESCRIPTION

Vice President of Client Success

www.govdelivery.com











KeyStone Search has been retained in the recruitment of a VP of Client Success Consulting for
GovDelivery, headquartered in St. Paul, Minnesota.
www.keystonesearch.com





GovDelivery
VP, Client Success
Page 2


COMPANY BACKGROUND

Mission: Connect with More People and Get Them to Take Action

GovDelivery is a high-growth software as a service (SaaS) company. As the world's leading provider
of government-to-citizen communication solutions, GovDelivery serves more than 1,000 public sector
organizations worldwide. Clients rely on GovDelivery technology and services to reach and engage
citizens while creating measurable impact in ways that positively impact peoples lives in many ways
ranging from increasing awareness of the benefits of flu shots and health insurance programs to
improving commutes and emergency preparedness.
Clients include every Federal Executive Department, over 75 European governments, and local and
state government organizations of all sizes.
In total, public sector organizations send more than four billion email, text, and social media
messages a quarter on behalf of government agencies.
GovDelivery has received recognition for its support of Heathcare.gov, and has been referred to as
Obamacares secret (traffic) weapon in The Washington Post.
GovDelivery launched its first government client in January 2001, and has been a leader in
government-to-citizen communications since that time. The company has been recognized for its fast
growth (Twin Cities Fast 50, Inner-City 100), environmental stewardship and innovation (City of St.
Paul), community leadership (St. Paul Area Chamber of Commerce), and for technology innovation in
the Federal sector (Federal Computer Week).

GovDelivery also owns GovLoop www.govloop.com which the Washington Post has called the
Facebook for Feds.

GovDelivery has around 150 employees and is based in St. Paul MN with additional offices in
Washington DC, and the United Kingdom.












GovDelivery
VP, Client Success
Page 3




POSITION OVERVIEW

The Vice President of Client Success leads the companys efforts to strengthen and grow its existing
client relationships.

GovDelivery delivers extraordinary value for its 1,000+ clients and maintains an industry leading
renewal rate. The companys growth is largely driven by its ability to ensure the value it brings is well
understood at all levels of client organizations and that new opportunities for GovDelivery to support
clients are positioned effectively so that the company can support its clients across a broader range
of communications and grow its revenue accordingly.

GovDelivery currently has in place teams of client success consultants across its three markets
(Federal, State/Local, and Europe) and a sales operations team with a manager or lead directing
them.
.
PRIMARY RESPONSIBILITIES

Positions GovDelivery for growth within clients by leading a team of CSCs who:
o Align our existing contributions within strategic and fundable needs
o Build trusted advisor relationships which influence client direction
o Use data to tell a story and position for growth

Contributes to growth beyond clients by leading CSCs to:
o Find success stories and champions in every client
o Drive referrals into sales organization
o Partner with sales executives to drive large opportunities leveraging our existing work

Establishes a business rhythm that is proactive and strategic:
o Sets clear expectations for how client relationships will be managed and grown
o Uses data to drive prioritization on a yearly, quarterly, monthly, and daily basis
o Moves the team to a proactive posture in moving clients to the next level rather than
reacting to client inquiries and demands
o Partners with product and marketing to use data and client feedback to drive lead
generation and product direction that grow revenue

Manages go to market strategy for CSCs
o Support structure
o Packages
o Messaging

Drives efficiencies and provides support as they continue to develop processes to maximize
the effectiveness of the sales operations organization in their charter to support the renewal
and contract process and support the sales efforts across all sales teams

Works collaboratively across the entire organization but most importantly with the outside
sales leaders responsible for driving new business opportunities and collaborating with CSCs
to drive upsell opportunities.





GovDelivery
VP, Client Success
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QUALIFICATIONS

The successful candidate will have proven experience leading expansive account management
functions at a high-growth technology company. Expect the candidates to have at least ten years
of proven leadership experience and a bachelors degree or equivalent. An MBA or other
advanced degree considered a plus.

The candidate will have a passion for leadership and developing team members.

It is vital that the VP Client Success has a consistent track record of results in account
management leadership roles and who possesses both a broad strategic understanding as well
as an ability to dive into tactical issues to support team members and to provide leadership during
high pressure situations in a 24/7 environment. The ideal candidate will have proven ability to
recruit and retain talented players and to leverage existing relationships to drive revenue growth.
S/he will possess the ability to position and close business in complex situations. They will travel
as much as necessary to be successful in this role with an expectation that it could be at least
50% of the time.

This individual will be skilled at gathering, assessing and sharing information, and will serve as a
coach, mentor and facilitator. This leadership position requires an ability to communicate
effectively on complex topics to employee groups, clients, and management at all levels of the
company.


COMPENSATION

The compensation for this position is highly competitive and consists of a base salary, annual
management incentive as well as an equity package.



FOR MORE INFORMATION, PLEASE CONTACT:

Mike Frommelt, Principal Lisa Curtin, Principal
612-375-8986 or 612-375-8989
mikef@keystonesearch.com lisac@keystonesearch.com



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