Director Federal Systems Integrators Good Technology
THIS JOB HAS EXPIRED Description
At Good Technology, we secure enterprise information and applications on today?s most popular mobile devices?such as iPhone, iPad, and Android?protecting both company and personal data. An exceptional user experience enhances productivity, whenever and wherever people want or need access. Mobile is on fire. So are we. Join us!
The Director Federal Systems Integrators (FSI) is responsible for managing key strategic relationships with Raytheon, Northrup Grumman, SAIC, Lockheed Martin, Booz Allen and others calling primarily in the Federal System Integrator sector. They are responsible for developing winning strategies and selling enterprise mobility solutions into Federal System Integrator type companies. This position requires knowledge of the Federal customer segment and System Integrator segment, including: organization, decision making processes and procurement intricacies. This individual will also be responsible for engaging within Good Technology to drive the strategies that connect the system Integrator to the Federal Government contracts. Previous knowledge of the enterprise mobility sector space is strongly preferred. Experience selling IT and/or professional services into the System Integrator sector is required.
This person will be responsible for sales through and influenced by the Federal System Integrators with full account management with each assigned agency, building relationships, opening new strategic accounts and developing strong partner and customer relationships. Sales opportunities will be driven through telephone and face to face meetings. Some leads will be generated by other Good Technology sales arms, but primary responsibility for new leads will be driven by the FSI team under your management. Build business cases for bidding of RFPs, large programs and win strategies. Manage transactional daily bids and quotes to existing customers and new business for onsite solutions.
Responsible for coordination and management of internal processes for workflow and business opportunities.
Must be proficient and experienced at producing consistent, timely and accurate pipeline/ forecast reports to management, and functional working documents for account reviews. Experience calling at C-level offices. Proficient computer skills required. Experience working with common online research tools such as Deltek, Gov Win and Salesforce.com strongly preferred.
Strong communication and presentation skills, comfortable selling at the C-level within agencies.
Manage all partner activities within the region and align with the North America Sales Directors to drive partner strategy and execute a mutually agreed upon plan. This requires a strong team work and leadership qualities.
Achieve key business goals and revenue quotas: manage partner contract and quota negotiations. Ensure minimum certification and performance levels are met.
Prospect, identify, recruit, negotiate, enable and manage new FSI partners. This requires a complete understanding of the enterprise and mobility channel space to determine fit and enable predictable success at an account level.
Recruit new channel partners: This means owning the selection profiling process as well as the on-boarding processes such as contract negotiation and administration.
Enable FSI partners: Create and drive enablement activities based on automated and repeatable processes. Responsible for all development and enablement activities within the channel partner (sales, order placement, renewals, and services).
Manage partners: Work with existing partners to develop the business to be a highly profitable and strategic part of their overall business. Responsible for ensuring a strong relationship exists with partner senior management. Work closely with the channel & federal marketing team to drive successful demand generation programs through channel partners.
Create, implement and maintain a business plan with the channel partners that will
establish and maintain high awareness of GOOD?s value proposition and market position across the channel partner organization including executive relationships.
Strong Federal System Integrator background and experience in building and leveraging channel partners. Can influence and drive a channel-focused business.
6-10+ years technology vendor experience (preferably in enterprise selling, security, storage, mobility technology) selling into the channel space.
Track record of building and executing strategies to build best in class FSI partner programs based on quantitative and qualitative market opportunity assessment.
Ability to build relationships and influence cross functionally; experience negotiating licensing contracts, coordinating and leading executive level sales meetings and implementing quarterly business plans.
Great relationship skills, tenacity, resilience and inter-personal/presentation skills.
Strong organizational skills with the ability to multi-task and set priorities.
Bachelor's degree or equivalent preferred, MBA a plus.
||Marlborough, MA |
THIS JOB HAS EXPIRED