REGIONAL ACCOUNT MANAGER FEDERAL SALES (JOB #325) Tripwire
THIS JOB HAS EXPIRED Responsibilities:
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 (DOE, USDA, Interior, NASA and Department of Justice are anchor accounts.
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
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.
||326 Southwest Broadway |
Portland, OR 97205
THIS JOB HAS EXPIRED