AVP, Business Development Western Region

Overview

ViaPath is seeking a performance-driven, energetic Associate Vice President of Business Development to drive new business growth while strategically managing and expanding an existing portfolio of correctional agency clients throughout the Western Region. This role is responsible for achieving revenue targets through new customer acquisition, contract renewals, customer retention, account expansion, and the introduction of additional ViaPath products and services. The successful candidate will build long-term strategic partnerships with correctional leaders, identify opportunities to enhance customer value, and position ViaPath as a trusted technology partner.

Remote based position with a travel requirement of up to 75%. This is a regional focused role - must be located in one of the following states: AZ, CA, CO, ID, NM, NV, OR, UT or WA. 

Responsibilities

New Business

• Collaboration with Senior Management to help execute new initiatives and address new markets and product opportunities
• Maximizing sales team's potential, developing key growth strategies, tactics, and action plans, and presenting those plans to the executive team
• Providing daily feedback and reporting on lead generation, prospecting, and opportunities, and developing knowledge of internal systems used to qualify and track communications with prospective clients via SalesForce
• Utilizing SalesForce, track and managing leads through the appropriate stages of the sales funnel and logging all relevant customer activity, including but not limited to meetings, phone calls, and emails
• Generating, qualifying, and closing new business opportunities through various sales activities including, but not limited to cold calling, client visits, participation in RFP's, attending networking or trade events, and utilization of candidate's network
• Working with support teams internally to develop processes for effectively tracking and reaching out to prospective clients and leveraging these teams to create new techniques that further the sales outreach effort
• Building familiarity with internal processes, products/services, contractual engagements, etc.
• Collaborating with the marketing team to create presentations and content to be used to pitch prospective clients
• Designing and implementing a strategic sales plan that expands the company's client base and achieves revenue targets
• Developing a solid knowledge and understanding of the competitive landscape and be able to articulate ViaPath’s value proposition effectively
• Keeping abreast of market trends, key players, competitors, and industry jargon
• Leveraging the tools and platforms utilized to understand how potential clients can employ these products/services
• Defining project scope and requirements while liaising with clients a to deliver customized business solutions

Existing Business Management & Revenue Retention

• Develop and execute strategic account growth plans for existing customers to maximize retention, contract renewals, and revenue expansion
• Partner with Operations teams to maintain strong customer relationships and ensure customer satisfaction.
• Identify opportunities to introduce additional ViaPath solutions including investigative intelligence, communications, education, telehealth, and reentry services
• Conduct regular executive business reviews with key customer stakeholders to understand priorities, address challenges, and align solutions with agency objectives
• Monitor contract performance, renewal timelines, and customer health metrics to proactively mitigate risk and improve retention
• Collaborate with internal teams to resolve customer concerns and ensure successful delivery of contracted services
• Support strategic renewal efforts and contract negotiations to secure long-term partnerships and revenue growth

Qualifications

• Bachelor's degree preferred; equivalent years of related experience will be considered in lieu of a degree
• Minimum 10 years of experience in business development/account management
• Minimum 2 years of experience working in or with a corrections or law enforcement environment
• Minimum of 3 years of leadership or supervisory experience preferred
• Demonstrated ability to think strategically, plan proactively, communicate effectively, and develop and maintain effective relationships both internally and externally
• Prior experience with managing budgets and contract negotiation
• Self-starter with the ability to adapt interpersonal styles and techniques to network and influence across all levels of an organization
• Customer-focused attitude, with high level of professionalism and discretion
• Excellent organizational and advanced planning skills with commitment to the accuracy of company communications and standards
• Strong time management and organizational skills
• Excellent written and oral English communication and presentation skills
• Self-motivated, goal-oriented who is motivated by working in a small, highly collaborative environment
• Ability to stay focused while juggling a high volume of daily projects in varying stages of development; multi-task in a deadline-driven, fast-paced environment
• Experience with CRM software (i.e., Salesforce) and experience with ServiceNow preferred 
• Experience managing both new business development and existing customer relationships within a complex sales environment
• Demonstrated success in customer retention, contract renewals, and account expansion strategies
• Experience developing executive-level relationships and navigating government procurement processes
• Understanding of recurring revenue business models and long-term strategic account planning
• Must be able and willing to travel up to 75%

Additional Information

ViaPath is committed to providing equal employment opportunities to all qualified individuals and to maintaining a workplace free from discrimination and harassment. Employment decisions are based on individual merit, qualifications, performance, and business needs. In accordance with applicable federal, state, and local laws, ViaPath does not discriminate or permit harassment against any employee or applicant based on any characteristic protected by law. ViaPath’s commitment applies to the fullest extent required by federal, state, and local laws applicable to its contracts and operations.

Benefits Overview

ViaPath is committed to supporting the health, well-being, and security of our employees. Eligible full-time employees have access to a comprehensive benefits package that includes:

• Medical, Dental & Vision Insurance – Multiple plan options designed to support a variety of coverage needs.
• Health Saving Accounts (HSA) and Flexible Spending Accounts (FSA) – Employer provided contribution to the HSA for eligible medical plans. Healthcare and dependent care spending accounts available.
• Flexible Time Off (FTO) – Including vacation and sick time
• Company Holidays
• Retirement Plan (401(k)) – Traditional and Roth 401(k) options available including employer matching contributions.
• Life & Disability Insurance – Company-paid basic life insurance and short-term disability; additional voluntary coverage available.
• Employee Assistance Program (EAP) – Free, confidential support for personal, financial, and family matters.
• Additional Well-Being Resources – Includes access to Care.com, Calm, Active&Fit, Telavet, LegalShield, and other lifestyle resources and discounted services.

Eligibility for certain benefits may depend on employee status, work location, and applicable plan documents. Benefits and terms are subject to change. The information above provides a brief summary of our benefit programs. Actual coverage details are governed by the official plan documents, which control in the event of conflict. ViaPath reserves the right to modify or terminate any benefit program at any time.