Director of Sales - Federal Accounts

Sales Director - Government Accounts

Must have Current Top Secret clearance 

HUNTER/CLOSER 

Must have a working knowledge of Federal Account and a track record of successful business deals with them (knows their Capture Managers, BD, Program Managers, etc.)

-       Knowledge and experience of working deals through a partner/defense contractor (Channels experience)

Other good to have:

-       Experience and relationships in Intel, DHS, DoD

-       Experience with other Defense Contractors like Lockheed Martin, Harris, etc.

-       Knowledge and experience with Cyber Security solutions

-       Understanding of IP telecom and systems selling

In this role, the Sales Director will be responsible for driving sales opportunities and managing our most important federal government channel partners. This position will be held accountable for helping achieve specific direct sales revenue goals as well as perform agreed upon major business objectives designed to further company wide business goals. This position will report to the VP of Federal and will require approximately 10-30% travel.

The sales director responsibilities will include, but are not limited to the following:

Conducting sales presentations and demonstrations for existing and potential customers as well as partners.

Management of the channel relationship with all targeted channel customers and prospects during the sales process. This includes maintaining relationship with contacts within the customer and channel partner, keeping account information up to date in the CRM system, and attendance at all sales and management meetings regarding the customer.

Detailing/presenting our product features, operation, support services and outlining the resulting value propositions to customer/partner.

Coordinating the response to RFP/RFI/RFQs.

Developing and updating strategic sales plans to describe the process plan and progress against objectives.

Providing detailed, timely customer feedback and status on progress of strategic sales efforts.

Achievement of an annual quota target that is set based upon corporate criteria combined with business potential of the target area.

Required Skills and Experience:

Previous Sales experience (seeking 5-10 years minimum) for a systems supplier, defense contractor, data network vendor, service provider or network security company including both presentation and hands-on channel/account management responsibilities

Proven track record of selling and consulting with Federal Government channels and customers in their pursuit of system solutions

Current Top Secret clearance at minimum (Prefer TS/SCI with Polygraphs)

Previous experience successfully responding to RFIs, RFPs, RFQs to Federal Government customers and/or data service/hosting providers

Excellent communication skills and familiarity with computer tools, such as MS Powerpoint, Salesforce.com, Excel, MS Word.

Broad understanding of network topologies, equipment and protocol analysis is helpful

Packet capture/intercept experience is a plus

Strong security background with knowledge of Firewall, IDS, IPS, Virus, Internet worms, DDoS, and network exploits is desirable