Executive Job Description | Description – Director, Federal Sales
BRIEF DESCRIPTION:
Director, Federal Sales - This is a ground floor opportunity to build a highly successful Federal business for an aggressive fast growing company. This will include developing the strategic business plan detailing the go-to-market strategy and goals for the Federal sector. This individual will be accountable for ensuring maximum revenue growth of the company’s products and services within the Federal market. A key component of the role is the ability to hire top quality talent and assist those individuals with quickly ramping up to full sales productivity.
DESCRIPTION:
The Director of Federal Sales establish/expand relationships with new clients, while developing relationships with current and future system integrator partners. The successful candidate must be able to utilize these strategic relationships to gain access to new programs and opportunities with the federal market. The individual must take a strong leadership role while also being a willing and productive individual contributor to federal team results.
He/she will drive the federal sales processes, including direct customer contact, account qualification, understanding of decision making processes, identification of the specific decision makers, proposal generation and an effective means of closing and tracking orders. The individual will work with product management team to determine and facilitate necessary certifications requested by various Federal organizations such as Common Criteria, FIPS & DIACAP.
Constant communication is of high importance. This individual will be responsible for defining the sales pipeline goals and forecasting sales projections to the senior executive team and participate in the company’s overall sales management process. Extensive travel will be required to sell to various organizations throughout the U.S. and to build strong relationships with the team located at headquarters.
REQUIREMENTS:
This person must have at least ten years experience in sales/revenue generation/market expansion roles to the Federal government within high growth, rapidly evolving networking companies. He/she should be familiar with the steps necessary to close large, complex contractual deals and have demonstrated ability to introduce complex products and concepts to the user community.
To be considered, applicants must possess the following:
• Proven success in a sales leadership role selling complex solutions into the highest levels of the U.S. Federal government, across both defense and civilian agencies, demonstrating an intimate grasp of the complex government regulatory environment.
• The ideal candidate will have already overseen the successful growth of a Federal business unit.
• A demonstrated track record in building, developing and retaining high performing sales teams.
This individual must be comfortable and confident with the skills he/she will bring to this critical position and be a respected member of the sales community within the Federal target markets. He/she must have experience dealing with a new and emerging technology and a strong networking technology foundation. He/she must be able to hire, develop and motivate superior talent and build an infrastructure that will grow and develop as the company continues to increase its revenues.
This individual will have a network of relationships at the senior executive level within the Federal markets and strong relationships with many of the significant federal systems integrators. He/she will have a long track record of exceptional performance and superior results.
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