Key Responsibilities & Duties

• Achieve Revenue targets on a quarterly and annual basis
• Drive your business through customer contacts, outbound calls and email communication.
• Prospect, qualify and develop opportunities.
• Develop strategic account plans for Named Accounts and deals $100k or larger
• Be a trusted resource and counsel to marketing and R&D providing important customer input.
• Work with the Channel Partners in assigned territory in an effort to leverage selling efforts.
• Expand customer base by identifying and selling to Government entities not currently Industrial Defender customers while also maintaining regular contact and developing relationships with active customers.
• Work side-by-side pre-sales technical support, professional services, and engineering.
• Regular face-to-face appointments with customers, prospects, lobbyist, and government officials.
• Prepare and perform high quality virtual presentations to qualified opportunities.
• Proactively creating and developing a sales plan to close large transactions of $500k or greater
• Assist sales management in conveying customer needs to product managers, and technical support staff.
• All other duties as assigned. 

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Scope

The Federal Sales Director is focused on growing our Strategic Sales Accounts both existing and new. This includes, but is not limited to DOD, DOE, NSA, and others. You will be responsible for the revenue number in your territory along with reporting out to Sales Leadership on the territory. You will work independently, resolve a wide range of diverse problems utilizing personal judgment and experience to develop solutions in a creative manner. Interacts with employees at all levels internal and external to the organization and takes personal responsibility for meeting the needs of the customer while demonstrating an understanding of business objectives.

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Knowledge, Skills & Abilities Required

• College degree required.  
• Minimum five years sales experience in the software or related high-tech industry.
• Demonstrated success in selling into Industrial/ICS/OT accounts along with Government entities.
• Proven track record of achieving and exceeding quotas of $2.5 - $5 million
• Demonstrated experience in Government and Government Strategic Selling.
• Demonstrated success in account management with IT/OT Security management preferred.
• Strong interpersonal skills and ability to excel in a team-oriented atmosphere.
• Strong written/verbal communication skills.
• Currently hold or pass for TS/SCI.
• Location: Mid-Atlantic