Discovery Representative, Public Sector Sales

About the Role

The Discovery Representative position is a developmental program for ambitious early-career professionals focused on public sector technology sales. This program provides hands-on experience in various business units, sales motions, vendor relationships, and customer engagement strategies.

Key Responsibilities

• Sales & Business Development

• Conduct outbound call campaigns and customer outreach to identify and develop new business opportunities.

• Follow up on marketing-generated leads and customer inquiries via phone and email.

• Support subscription renewal activities and customer engagement.

• Build relationships with customers, channel partners, resellers, vendors, and government agencies.

• Partner with Account Managers to understand sales strategies, customer needs, and solution offerings.

• Schedule meetings and facilitate introductions between technology partners and public sector customers.

• Maintain accurate opportunity and activity records in CRM systems (SMaRT).

• Digital Design Rotation

• Learn DLT's role as the sole-source government aggregator for Autodesk solutions.

• Support government customers by providing quotes and responding to solution inquiries.

• Collaborate with Autodesk representatives, OEMs, VAR partners, and small businesses.

• Assist with renewal activities and marketing lead follow-up.

• Gain exposure to digital design technologies and public sector procurement processes.

• Emerging Team Rotation

• Assist with onboarding new vendors and supporting their integration into DLT's portfolio.

• Learn about government contract vehicles such as GSA, ESI, OMNIA, NASPO, and other procurement programs.

• Support quote creation, order processing, and sales operations activities.

• Track and manage sales opportunities and help maintain forecast accuracy.

• Participate in sales cadence calls and pipeline reviews.

• Build foundational knowledge of vendor management and emerging technology partnerships.

• Velocity Team Rotation

• Support high-volume accounts through collaboration with internal sales teams and partner networks.

• Assist with quote generation, order management, and customer support.

• Learn partner enrollment processes, credit authorizations, and operational workflows.

• Gain exposure to technology vendors, government customers, and procurement scenarios.

• Participate in customer meetings, technology discussions, and RFP-related activities.

• Professional Development

• Shadow Account Managers and sales professionals to learn consultative selling techniques.

• Participate in product, solution, and industry training programs.

• Develop knowledge of public sector technology procurement and partner ecosystems.

• Contribute to team initiatives and special projects.

• Meet and exceed established performance and development goals.

Requirements & Tech Stack

• Bachelor's degree required.
• Strong interest in technology sales, business development, customer engagement, or account management.
• Comfortable making a high volume of outbound calls and building relationships with customers and business partners.
• Excellent verbal and written communication skills.
• Strong organizational skills with exceptional attention to detail.
• Ability to learn quickly and adapt in a fast-paced environment.
• Demonstrated problem-solving, critical-thinking, and decision-making abilities.
• Ability to manage multiple priorities while maintaining accuracy and efficiency.
• Collaborative team player who can work effectively across diverse teams and stakeholders.
• Proficiency with Microsoft Office applications.
• Willingness to learn CRM and sales technologies.

What Makes Someone Successful

• Comfortable spending a significant portion of their day engaging customers and partners through outbound calling, email outreach, and follow-up activities to generate business opportunities.
• Curiosity and a desire to continuously learn.
• Confidence communicating with customers and partners.
• Resilience and persistence when following up on opportunities.
• Strong work ethic and accountability.
• A relationship-first mindset with a passion for helping customers solve problems.
• A competitive drive to achieve goals while contributing to team success.

Compensation

Qualified candidates can expect hourly compensation of $25.50 per hour (Roughly $53,040 annually).

Work Arrangement

This is a hybrid role (3 days per week in-office) with occasional non-standard work hours or overtime as business requires.