Federal Sales Director

Company Description: 

Our client helps companies soar through business changes without being tied down by their old processes. The company provides rules-driven business process management software designed to help clients in the financial services, insurance, and health care industries update their operations and systems to reflect changes to business goals and strategies. They offers tools for analyzing and simulating processes, integrating enterprise applications and portals, managing content integration, and managing processes for customer service, claims resolution, and transaction processing. Established in 1983, its customers have included many of the Fortune 500. Financial services and health care companies are their primary markets, but the company also sells to clients in the manufacturing, government, travel and hospitality, retail, consumer packaged goods, and telecommunications industries.

Position Description:

Due to expansion of their Federal team they are seeking a manager to drive their Federal sales organization. Responsible for managing an assigned target account sales team to achieve specified goals. This includes; hiring and coaching of world-class enterprise sales team, pipeline development, strategic planning, account mgt., accurate forecasting and consistent achievement of defined sales quota. Responsible for assisting account executives ensure customer success from initial sale through implementation by management of the entire sales cycles, with an emphasis on strong relationship building for continued customer reference ability.

Core Responsibilities:

• Meet or exceed overall individual and team sales goals and quotas.


• Performance management: Hire, train and coach sales team, and complete regular performance reviews to ensure AE productivity across your region.


• Build senior level relationships in assigned accounts and expertise within your vertical industry.


• Oversee successful execution of sales plays at every stage of the sales process.


• Liaise with services organization to ensure project success


• Manage the sales process and sales forecast in SF.com.


• Work with Marketing to build target account campaigns to generate pipeline in assigned accounts


• Maintain acceptable levels of expense control.


• Provide industry feedback from customers to feed the product development lifecycle

Qualifications/Requirements:

• Expertise in the specific vertical or assigned market-Federal


• Thorough knowledge of BPM and BRE market place.


• Understands business processes and the concepts of re-engineering and process automation.


• Understands the competitive landscape and how best to position their solutions.


• Proactively develops customer relationships by listening to, understanding and anticipating, and providing solutions to customer s.


• Possesses the appropriate level of technical/functional expertise and knowledge.


• Understands and applies procedures, regulations, and policies related to areas of specialized expertise.


• Utilizes technology-based tools and processes


• Business management: forecast accuracy, pipeline development, expense management


• Continuous learning and development


• Responsible for enforcing pricing guidelines and driving negotiations.


• Strong communication skills


• Customer service orientation


• Results oriented


• Team work


• Coaches employees to high levels of performance.


• Performance management


• Team builder


• Role modeling


• Managing a team of six to ten sales executives

Sphere of Influence:

• Sales Revenue and Bookings as assigned.

Minimum Level of Education:

• BA/BS Degree or equivalent work experience. MBA a plus.

Type of Experience and Minimum Number of Years:

• 8 to 12 years of sales experience in a defined vertical space, including at least 5 years experience in sales management. In depth knowledge of and proficiency in relationship selling software solutions to large target accounts.

All resumes should be submitted in a Microsoft word format and will be kept confidential. Qualified candidates will be contacted within 48 hours. Priority is given to candidates that apply directly to our website. Visit our site (www.sales-talent.com) to view similar jobs that may be of interest and match your background.

NO PHONE CALLS PLEASE