American Society of Crime Laboratory Directors (ASCLD)

• Lead and oversee the delivery of complex, large-scale, or high-priority Versaterm implementation projects end to end. • Define implementation approaches, delivery frameworks, and client engagement strategies for advanced or non-standard deployments. • Serve as the senior client relationship owner for flagship implementations, building executive-level partnerships and navigating complex stakeholder environments. • Provide expert-level guidance on public safety software configuration, workflow design, and system integration. • Identify and resolve the most complex implementation challenges, drawing on advanced technical and functional expertise. • Drive the development of implementation standards, tools, and methodologies that elevate team-wide delivery quality. • Mentor and coach senior and intermediate implementation staff, sharing knowledge and elevating team capabilities. • Partner with Sales, Product, and executive leadership on strategic pre-sales pursuits, solution design, and organizational planning. • Contribute to cross-functional strategy discussions and represent implementation expertise in organizational forums. • Perform other related duties as assigned to support team objectives and overall organizational priorities.

• Lead and oversee the delivery of complex, large-scale, or high-priority Versaterm implementation projects end to end. • Define implementation approaches, delivery frameworks, and client engagement strategies for advanced or non-standard deployments. • Serve as the senior client relationship owner for flagship implementations, building executive-level partnerships and navigating complex stakeholder environments. • Provide expert-level guidance on public safety software configuration, workflow design, and system integration. • Identify and resolve the most complex implementation challenges, drawing on advanced technical and functional expertise. • Drive the development of implementation standards, tools, and methodologies that elevate team-wide delivery quality. • Mentor and coach senior and intermediate implementation staff, sharing knowledge and elevating team capabilities. • Partner with Sales, Product, and executive leadership on strategic pre-sales pursuits, solution design, and organizational planning. • Contribute to cross-functional strategy discussions and represent implementation expertise in organizational forums. • Perform other related duties as assigned to support team objectives and overall organizational priorities.

• Build, advance, and maintain a pipeline of qualified leads and sales opportunities through proactive prospecting, networking, and outreach using MEDDPICC for qualification and deal progression. • Apply Challenger Sale principles to teach, tailor, and take control of conversations, even in transactional contexts. • Conduct in-depth needs assessments and deliver product demonstrations to showcase the value and benefits of Versaterm’s technology solutions. • Understand and articulate Versaterm’s value proposition to agency decision-makers and end-users. • Negotiate and close deals while maintaining strong customer relationships. • Collaborate with Product, Customer Success, Marketing, and Sales Operations teams to align messaging and support clients throughout the sales cycle. • Attend in-person client meetings, industry events, conferences, and tradeshows as needed to build relationships and maintain a presence within your territory. • Perform other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities.

• Build, advance, and maintain a pipeline of qualified leads and sales opportunities through proactive prospecting, networking, and outreach using MEDDPICC for qualification and deal progression. • Apply Challenger Sale principles to teach, tailor, and take control of conversations, even in transactional contexts. • Conduct in-depth needs assessments and deliver product demonstrations to showcase the value and benefits of Versaterm’s technology solutions. • Understand and articulate Versaterm’s value proposition to agency decision-makers and end-users. • Negotiate and close deals while maintaining strong customer relationships. • Collaborate with Product, Customer Success, Marketing, and Sales Operations teams to align messaging and support clients throughout the sales cycle. • Attend in-person client meetings, industry events, conferences, and tradeshows as needed to build relationships and maintain a presence within your territory. • Perform other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities.

• Drive migration opportunities from legacy or competitive systems to vCAD/vRMS. • Promote adoption of vMobile applications to enhance operational efficiency and officer mobility. • Conduct Core Viability Assessments for customers using only Enterprise products to identify upgrade paths. • Lead structured RFP responses, discovery sessions, and competitive displacement strategies. • Apply MEDDPICC for rigorous deal qualification and progression. • Use Challenger Sale principles to uncover customer pain points, teach new perspectives, and tailor solutions that solve critical problems. • Focus on large accounts and foundational systems that create long-term partnerships. • Develop and execute strategic account plans to drive whitespace growth and multi-year relationships. • Partner with internal teams (Solutions Engineering, Customer Success, Marketing) to deliver compelling proposals and presentations. • Influence product roadmap through customer insights and competitive intelligence. • Maintain accurate pipeline data and forecasting in CRM. • Track MEDDPICC checkpoints and Challenger behaviors for continuous improvement.

• Drive migration opportunities from legacy or competitive systems to vCAD/vRMS. • Promote adoption of vMobile applications to enhance operational efficiency and officer mobility. • Conduct Core Viability Assessments for customers using only Enterprise products to identify upgrade paths. • Lead structured RFP responses, discovery sessions, and competitive displacement strategies. • Apply MEDDPICC for rigorous deal qualification and progression. • Use Challenger Sale principles to uncover customer pain points, teach new perspectives, and tailor solutions that solve critical problems. • Focus on large accounts and foundational systems that create long-term partnerships. • Develop and execute strategic account plans to drive whitespace growth and multi-year relationships. • Partner with internal teams (Solutions Engineering, Customer Success, Marketing) to deliver compelling proposals and presentations. • Influence product roadmap through customer insights and competitive intelligence. • Maintain accurate pipeline data and forecasting in CRM. • Track MEDDPICC checkpoints and Challenger behaviors for continuous improvement.

• Develop and maintain project plans, schedules, and budgets for complex implementation engagements, tracking progress against milestones and adjusting as needed. • Coordinate cross-functional project teams, including Implementation Specialists, Data Migration & Integration Specialists, and Deployment Specialists, to align work efforts and timelines. • Manage project scope and change control, identifying and resolving scope deviations in collaboration with technical and client stakeholders. • Identify, track, and mitigate project risks and issues, maintaining action logs and escalating as appropriate. • Facilitate project status meetings, steering committee updates, and governance forums with internal and client stakeholders. • Maintain project financials, including budget tracking, invoicing milestones, and revenue recognition activities. • Support client relationship management throughout the implementation lifecycle, ensuring expectations are clearly set and met. • Contribute to the refinement of project management tools, templates, and processes used across the implementation team. • Perform other related duties as assigned to support team objectives and overall organizational priorities.

• Develop and maintain project plans, schedules, and budgets for complex implementation engagements, tracking progress against milestones and adjusting as needed. • Coordinate cross-functional project teams, including Implementation Specialists, Data Migration & Integration Specialists, and Deployment Specialists, to align work efforts and timelines. • Manage project scope and change control, identifying and resolving scope deviations in collaboration with technical and client stakeholders. • Identify, track, and mitigate project risks and issues, maintaining action logs and escalating as appropriate. • Facilitate project status meetings, steering committee updates, and governance forums with internal and client stakeholders. • Maintain project financials, including budget tracking, invoicing milestones, and revenue recognition activities. • Support client relationship management throughout the implementation lifecycle, ensuring expectations are clearly set and met. • Contribute to the refinement of project management tools, templates, and processes used across the implementation team. • Perform other related duties as assigned to support team objectives and overall organizational priorities.

• Lead end-to-end implementation of Versaterm products, including scoping, configuration, testing, training, and go-live support. • Assess client use cases and business requirements to develop tailored system configurations and delivery strategies. • Define and manage implementation plans, ensuring projects are delivered on time, within scope, and to client satisfaction. • Facilitate client meetings and training sessions, communicating complex technical concepts to diverse audiences. • Identify and resolve technical issues proactively, collaborating with product and support teams as needed. • Mentor and provide guidance to junior Implementation Specialists on delivery practices and client engagement. • Contribute to process improvement initiatives and provide input on implementation methodology and tooling. • Support pre-sales activities including solution demonstrations, project scoping, and proposal development. • Perform other related duties as assigned to support team objectives and overall organizational priorities.

• Lead end-to-end implementation of Versaterm products, including scoping, configuration, testing, training, and go-live support. • Assess client use cases and business requirements to develop tailored system configurations and delivery strategies. • Define and manage implementation plans, ensuring projects are delivered on time, within scope, and to client satisfaction. • Facilitate client meetings and training sessions, communicating complex technical concepts to diverse audiences. • Identify and resolve technical issues proactively, collaborating with product and support teams as needed. • Mentor and provide guidance to junior Implementation Specialists on delivery practices and client engagement. • Contribute to process improvement initiatives and provide input on implementation methodology and tooling. • Support pre-sales activities including solution demonstrations, project scoping, and proposal development. • Perform other related duties as assigned to support team objectives and overall organizational priorities.