Director of Field Engagement

JOB TITLE : Director of Field Engagement ORGANIZATION : NASPO DEPARTMENT: Business Development & Supplier Engagement LOCATION: Remote REPORTS TO : Deputy Chief Business Development Officer GRADE: 33 RANGE: $139,900-$171,375 JOB SUMMARY The Director of Field Engagement is responsible for building and leading a new demand-side field team for NASPO ValuePoint. This role will take charge of making our brand known and preferred across U.S. SLED — especially beyond NASPO ValuePoint’s existing state government customer base — educating end customers on the advantages of cooperative purchasing and orchestrating standardized, scalable sales plays that convert brand awareness into contract utilization and revenue growth. KEY RESPONSIBILITIES Build the function. Stand up the team's strategy, market segmentation, territory model, playbooks, tools, and operating cadence from the ground up. Brand awareness & preference. Design and execute the go-to-market plan to grow awareness and preference among SLED purchasing decision-makers — procurement officials, agency leaders, administrators, senior executives, etc. Market education. Develop the narrative, content strategy, and event/association presence (e.g., NIGP, NASPO-adjacent forums, school business official associations, etc.) that teaches end customers why cooperative purchasing — and NASPO ValuePoint specifically — is the best path. Competitive differentiation. Sharpen and evangelize our value proposition versus competing cooperatives; arm the team with clear, credible differentiation. Growth partnership. Partner with the Director of Supplier Engagement to align field enablement with supplier engagement and growth strategy and ensure that buyer needs are referred to suppliers through a neutral, equitable handoff process. Together with the Director of Supplier Engagement, ensure sales generated through NASPO ValuePoint portfolios consistently deliver a surplus to fuel NASPO organizational growth. Team leadership. Coach and manage the field engagement team —define vertical territories, the field-to-activation playbook, and performance standards. Measurement & insight. Instrument the funnel (awareness ? education ? first purchase ? repeat purchase) and regularly report on market penetration by vertical, segment, and geography. Strategic partnerships. Cultivate relationships with associations, buying groups, and influencer organizations across SLED verticals. SKILLS, EXPERIENCE & QUALIFICATIONS Substantial, progressive experience in business development, sales leadership, or market development experience, with meaningful time selling to or serving U.S. SLED customers; 3+ years managing people. Deep understanding of public procurement dynamics and the cooperative purchasing landscape, including the competitive set of national cooperatives. Track record of building a function, territory model, or go-to-market motion from scratch — comfortable operating without an existing playbook. Established network in relevant SLED communities (e.g., NIGP chapters, school business official associations, municipal leagues, higher-ed procurement groups) preferred. Strong marketing instincts: brand positioning, content-led education, event strategy, and funnel measurement. Collaborative operator able to effectively co-own growth goals with the Director of Supplier Growth and Engagement Strategy. SUPERVISORY RESPONSIBILITIES Direct supervision of the Vertical Field Managers. TRAVEL REQUIREMENTS Ability to travel (~35–50%), particularly during conference season. WHAT GOOD LOOKS LIKE Within the first year, the team has a documented strategy, defined vertical territories, working playbooks, and a measurable baseline for brand awareness in target segments. Earned and unearned brand awareness among SLED procurement decision-makers rises measurably year over year. First-time contract users grow steadily in greenspace segments — the market is discovering us ou…

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