Description
Fortis Public Safety, a wholly owned subsidiary of Information Systems of Maryland (ISM) is seeking a mission-driven Public Safety Sales Representative to lead strategic sales initiatives across law enforcement, fire/EMS, corrections, and emergency communications agencies. This position combines enterprise software sales expertise with a deep understanding of how public sector organizations buy, fund, and deploy technology.
You will develop strong relationships with agency leaders, navigate complex procurement environments, and help deliver scalable solutions that enhance safety, operational efficiency, and community outcomes.
ISM is a technology firm that specializes in providing small, medium, and large private and public sector organizations with technology solutions, security solutions and human capital services. We want our associates to take part in our success and become key members of the company. If you would like to learn more about ISM and this exciting opportunity, please visit us on the web at www.is-md.com
ORGANIZATIONAL STATUS:
This position reports to the President and dotted line reporting to the Chairman, but will interface with executive staff, all internal and remote employees, including current and/or prospective customer(s).
RESPONSIBILITIES:
Lead with Purpose
- Build and maintain trusted relationships with command staff, agency executives, and IT leaders in public safety.
- Understand each organization’s mission, challenges, and objectives to Identify needs, demonstrate value, and align technology solutions that deliver real-world impact.
- Manage the Complete Sales Cycle
- Drive opportunities from prospecting through qualification, RFP response, presentation, and contract negotiation.
- Coordinate closely with internal teams—Product, Implementation, Legal, and Marketing—to deliver a seamless experience for customers.
- Maintain accurate forecasts and a disciplined pipeline in the company’s CRM system.
Navigate Government Procurement
- Understand government procurement, grant funding, and budgeting cycles at the city, county, state, and federal levels.
- Guide agencies through funding cycles, grants, compliance requirements, and multi-layered approval processes.
- Manage complex decision environments involving procurement teams, IT departments, and elected officials, building alignment and consensus among stakeholders.
Represent the Brand and the Mission
- Serve as a professional ambassador at trade shows, conferences, and regional public safety events and meetings.
- Share market intelligence and customer insights to shape product innovation and go-to-market strategy.
CULTURAL REQUIREMENTS:
- Integrity: The candidate must be honest and ethical at all times.
- Work Ethic: The candidate must be dependable, hardworking, and willing to go the extra mile.
- Team Player: The candidate must be collaborative and work well with others.
- Positive Attitude and Enthusiasm: The candidate must focus on the positive and not the negative. The candidate must also exude a “can do” attitude.
- Adaptability and Flexibility:The candidate will be someone who is not resistant to change and able to adapt to a new direction, often at a moment's notice.
- Effective Communication and Confidence: The candidate will be someone who is a good listener and who must clearly articulate their ideas verbally or via written form.
- Openness and Receptivity to Feedback:The candidate must be able to accept feedback, learn from it, and grow from the feedback, positive or negative.
- Creative Thinking: The candidate should be an individual who is intentional about innovating and “thinking outside the box”.
- Critical Thinking and Problem Solving: The candidate must be able to see the link between different aspects of the organization and creatively find solutions to problems.
- Collaboration & Conflict Management:The candidate must be able to work with people and organizations that may not be easy to work with take ownership of the relationship.
- Negotiation Skills: The candidate must be able to persuade and influence others.
- Entrepreneurial Thinking: The candidate must have clarity on why we are in business, how we overcome challenges and capitalize on our experience and knowledge.
QUALIFICATIONS & REQUIREMENTS:
Education:
Bachelor’s Degree; Candidate can supplement degree requirement with years of functional and verifiable work experience.
Experience:
- 4+ years in enterprise or government software sales (public safety strongly preferred).
- Demonstrated success managing long, consultative sales cycles, high-value contracts, and multi-stakeholder engagements.
- Proven experience responding to RFPs and negotiating public sector contracts.
Skills
- Exceptional communication, presentation, and relationship-building abilities.
- Strategic and consultative approach to solution selling.
- Strong organizational skills and comfort managing multiple priorities.
- Proficiency with CRM and productivity tools.
Attributes
- Mission-oriented and respectful of the culture and responsibilities of public safety professionals.
- Self-motivated, ethical, and collaborative
- Patient and Persistent — comfortable with extended sales cycles and understanding that success in government sales is built on relationships and reputation.
About ISM:
Information Systems of Maryland is a leading-edge information technology services firm that provides information technology services and solutions to the public sector and commercial markets. With over 16 years of information technology experience, we deliver solid solutions for today’s technology needs. To learn more about ISM, visit us on the web at https://www.is-md.com
Equal Employment Opportunity/AA:
We are an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
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