American Society of Crime Laboratory Directors (ASCLD)

Solutions Engineer

• Support sales teams throughout the pre‑sales cycle by applying product expertise to customer discovery and solution development
• Translate customer operational requirements into solution narratives aligned to assigned product(s)
• Contribute to deal strategy discussions by identifying solution strengths, limitations, and configuration considerations
• Support qualification and opportunity progression in alignment with established sales methodologies
• Prepare, configure, and deliver high-impact product demonstrations for prospects, customers, and internal sales audiences
• Leverage AI tools and emerging technologies to enhance solution discovery, demo preparation, proposal development, and customer engagement
• Tailor demonstrations to customer use cases, workflows, and evaluation criteria
• Ensure demonstrations accurately reflect product functionality, roadmap commitments, and implementation expectations
• Maintain demo environments, data, and scripts for assigned product lines
• Maintain current, working knowledge of assigned enterprise SaaS products, including features, integrations, and deployment considerations
• Stay informed on product updates, enhancements, and positioning to ensure accurate customer representation
• Provide ongoing feedback to the product team on feature requests, workflow gaps, and user insights
• Support the development of technically accurate and compliant RFP/RFI responses

Solutions Consultant

General

• 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.

Project Implementation Lead

Account Executive

• 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.

Inside Sales Representative

Account Manager

• 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.

Strategic Account Manager

Project Manager

• 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.

Implementation Specialist

• 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.

Product Manager

• Define the product's vision and long-term strategic direction, ensuring alignment with company objectives and customer needs.
• Clearly articulate the business case and customer value for each initiative or feature.
• Lead strategic planning by identifying major areas of investment, building business cases, and securing internal approvals.
• Serve as the recognized subject matter expert on the product, the market, technology trends, and the competitive landscape.
• Use P&L insights to guide roadmap prioritization, ensuring financial targets are considered.
• Translate product strategy into actionable plans, determining what to build and when to release it.
• Build and maintain both a detailed development roadmap for internal teams and a high-level roadmap for executives and customers.
• Gather input from customers, internal stakeholders, market research, and industry insights.
• Partner with engineering, design, and cross-functional teams to ensure delivery that meets market needs and quality standards.
• Establish pricing strategies, define core product positioning and messaging, and drive go-to-market launch plans.
• Collect, develop, and curate ideas from customers, sales, and internal stakeholders for the backlog.
• Prioritize features by balancing user value, development effort, time to market, and competitive differentiation.
• Track and evaluate product performance including sales, feature adoption, and user satisfaction.
• Run trials, pilots, and MVPs to validate assumptions and refine the product before broader launches.
• Perform ongoing market and competitor research.
• Track and evaluate product market performance including sales, renewals, and win/loss data.
• Track and evaluate product financial performance including revenue, operational costs, and P&L impact.
• Track feature adoption, usability, and user satisfaction to drive continuous improvement.
• Collaborate internally with engineering, design, sales, marketing, partner success, support, implementation, finance, legal, and the leadership team.
• Engage externally with customers, end-users, and partners to gather feedback, build relationships, and deliver demos.
• Promote the product through training, sales enablement, webinars, newsletters, and direct customer interactions.
• Act as a product evangelist and build trust as a leader across the business.

Senior Product Manager – Professional Standards

Customer Success Manager

• The Director of Customer Success leads the post-sale customer lifecycle across all customer segments, ensuring customers realize measurable value, adopt solutions effectively, and renew and expand over time.
• This role is accountable for building and scaling a high-performing Customer Success organization operating under a “One Account, One Owner” model, with clear ownership of customer outcomes across Strategic, Enterprise, State, and Transactional accounts.
• The Director defines how Customer Success operates—establishing engagement models, operating cadence, and cross-functional alignment—while ensuring consistent execution across the core pillars of Strategic Engagement, Adoption, Expansion, and Retention.
• The role partners closely with Sales, Project Delivery/Onboarding, Support, Product, and Marketing to deliver a seamless and scalable customer experience.

Director, Customer Success

• Build, advance, and maintain an active pipeline aligned to annual quota and forecasting expectations
• Target customer segments include Public Safety Answering Points (PSAPs), Fire and Police Services, municipalities and regional authorities, Emergency Operations Centers (EOCs), and organizations requiring mass notification and public alerting capabilities
• Adopt AI tools as part of daily support workflows to enhance productivity, improve response quality, and support continuous learning.
• Accurately understand, deliver, and articulate Versaterm’s value propositions to local government agency prospects and decision-makers
• Demonstrate software solutions to agency leadership and end-users
• Operate effectively in a fast-paced, growing business unit while working within Versaterm’s overall sales parameters
• Manage all activity related to your sales opportunities within Versaterm’s Salesforce CRM system
• Stay up to date on the public safety competitive landscape and emerging technologies
• Perform other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities
• Operate comfortably in regulated environments with long sales cycles, multiple approval layers, and high operational accountability
• Position NG9-1-1 call handling and emergency notification solutions in compliance with Canadian standards, including CRTC directives, provincial frameworks, and telecom partner requirements
• Drive solution-based selling across call handling, UCMS, logging, and emergency notifications, positioning Versaterm as a long-term public safety partner
• Lead complex, multi-stakeholder sales cycles involving procurement teams, technical authorities, telecom partners, and executive leadership
• Collaborate closely with Canadian telecom providers, technology partners, and system integrators to support successful deployments and long-term customer success

Solutions Consultant

Project Implementation Lead

Project Implementation Lead

Inside Sales Representative

Inside Sales Representative

Strategic Account Manager

Strategic Account Manager

Project Manager

Project Manager

Implementation Specialist

Senior Product Manager – Professional Standards

Director, Customer Success

Enterprise Account Executive – Canadian 9-1-1, Emergency Notifications