Regional Account Manager - Federal Sales (JOB #267) Tripwire
THIS JOB HAS EXPIRED Responsibilities
The Regional Account Manager Federal Sales will be responsible for driving strategic sales initiatives by working with Government agencies in the Civilian sector. This includes developing and executing on a sales strategy as well as identifying, qualifying, and capturing new business in support of Tripwire?s Federal business objectives. The Regional Account Manager Federal Sales will also be responsible for developing channel partners and programs to help market, educate and sell Tripwire?s suite of products/services via federal system integrators and resellers.
Achieve Revenue targets on a quarterly and annual basis
Maximize sales into assigned territory, working with Inside Sales Representative when appropriate
Ensuring consistent sales and pipeline growth within the Federal sector.
Engage directly with major Federal-Civilian clients to foster solid relationships to promote the development of new programs and market opportunities
Create strategic alliances with Federal System Integrators and Channel Partners in the Federal space to present compelling solutions to customer business issues
Forecast the business accurately
Develop strategic account plans on deals $100k or larger
Maintain the integrity of Salesforce.com
Work with Marketing and PR to build a rich set of programs for business development, including content for sales presentations, tradeshows, and media coverage
Be a trusted resource and counsel to management team, HQs marketing and R & D teams, providing important input on customer needs
Proactively and aggressively prospect for new-name business in the Global 2000
Act as mentor to Inside Sales Representative and work side-by-side pre-sales technical support
Regular face-to-face appointments a week with customers and prospects.
Proactively creating and developing a plan to close large transactions of $500k or greater
A significant amount of travel is required
Minimum Education and Experience:
10+ years of successful direct sales experience selling to Federal government Civilian customers.
Experience leveraging a solution-based sales approach to include sales of professional services
Proven record of exceeding a direct sales quota
In-depth knowledge of relevant software domain space (IT security, compliance)
College degree required. Masters in Business ideal.
Experience working with Federal System Integrators and Channel partners
Knowledge of Federal contracting and buying processes
Knowledge of Federal regulatory requirements & mandates (FISMA, SCAP, DIACAP, FIPS, Common Criteria, etc)
Familiarity with Intel, DoD, and Civilian sectors is ideal
Excellent written and verbal communication skills
||Washington, DC |
THIS JOB HAS EXPIRED