Federal Sales Manager (DHS- CBP, TSA, ICE etc.)

We provide U.S federal government customers with the necessary insights to drive technology transformation. We enable visibility and insight to transform, protect, and optimize agency infrastructure. We are an Information Technology solutions provider, exclusively focused on supporting the public sector with the best breed technologies, services, and solutions. Our approach to designing and implementing secure IT transformation solutions is driven by our dynamic, people-first culture.  We possess an expansive portfolio of contracting vehicles to deliver integrated product and service solutions that deliver exceptional mission results covering Cyber Security, Cloud Infrastructure, and Intelligent Performance monitoring.

Our team creates and brings market-leading, transformative technology solutions to the Federal Government, and our goal is to support them in building an exciting and profitable career by providing opportunities for professional and personal growth, competitive benefits, and work/life balance. The people at We help create the culture, and we hire individuals that will thrive in our environment of innovation, collaboration, intellect, and fun.

About the Role 

We are seeking a motivated and driven Account Executive. They will be responsible for driving strategic sales initiatives into target accounts within key Federal Civilian agencies. This includes targeting new names as well as existing accounts and managing existing customers. They must be able to work in a highly competitive environment and deliver measurable and quantitative results. Delivering desired results in the highest quality manner with a strong attention to detail is needed. The Account Executive will serve and maintain relationships with OEMs and key customers to deliver innovative and effective solutions.  

Responsibilities 

• Develop and maintain a pipeline of addressable business within client through direct customer interaction, vendor relationship development, and key partner alignment 
• Demonstrate comprehensive understanding of our core offerings, map those to account needs and establish a resource and action plan to generate pipeline 
• Uncover addressable business issues within government agencies and lead the effort to provide solutions and plans with key decision makers.
• Demonstrate consistency in proactive customer engagement utilizing internal resources including pre-sales engineers, key partners and executive resources 
• Provide a comprehensive briefing on target account goals and high priority projects to management 
• Work closely with inside support resources to ensure accurate and standardized data population in CRM 
• Manage multiple concurrent sales cycles effectively. 
• Negotiate and close complex long-cycle deals. 
• Nurture mutually beneficial long-term relationships with clients and strategic partners. 
• Apply forward creative thinking and problem solving. 

Requirements

• Bachelor’s degree or equivalent experience 2-4 + years successful outside sales/lead generation management of technical products or services  
• Experience selling to cabinet level Civilian agencies and relevant, current contacts within those agencies.
• Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment 
• Consistent over-quota performance and top tier company ranking 
• Consistent and high-income track record of above OTE achievement 
• Stability: proven history of being a top performer in a company for multiple years running 
• Strong analytical, organizational, and financial management skills  
• Demonstrated ability to take initiative, multi-task, and prioritize  
• PC/Microsoft Office Understanding of IT technology and service solutions and associated products and applications.  
• Strong C-level/board level communication and presentation skills 
• Ability to demonstrate strong verbal and written business communication.  
• Highest level of professional courtesy, mutual respect, and ethics 
• High standard of excellence, professionalism, and role model behavior 
• High energy level, comfortable performing multifaceted projects in conjunction with day-to-day activities 
• Ability to establish credibility and be decisive and able to recognize and support the organization's preferences and priorities 

Great to Have

• Familiarity with value selling methodologies 
• Resourceful and well organized with superior attention to detail 
• Self-starter attitude with the ability to work in a dynamic, predominantly remote environment