Position Title: Federal Sales Director - Army
Location: This position is remote, with approximately 25% travel to prospect/customer sites. Candidates should reside in the Washington D.C. area.
Application Process: Interested candidates who embody the hunter mentality and are passionate about serving public sector missions should apply with their resume and cover letter.
Join Us: Our mission is to make an impact within communities by providing the knowledge, resources and innovative solutions delivered through an alliance of Information Technology Integrators, Independent Software Vendors, and Cloud Providers with a common vision in resolving critical challenges directly impacting citizens. If you are a hunter ready to take on the cloud/enterprise solutions market and make a significant impact while serving as a trusted advisor to the public sector, we want to hear from you.
Compensation will include a base salary + commission/bonus incentives. Total compensation will be determined based on a variety of factors to include: knowledge, skills, experience, education, geographic location and certifications.
Position Overview: We are seeking a driven and passionate individual contributor who embodies the sales hunter mentality and has past experience building relationships with Army agencies. Your mission is to close new business and serve as a trusted advisor to our public sector clients. You understand that sales is a numbers game, thrive on competition, are confident in overcoming objections, and excel in driving results independently. Your dedication and excitement for serving public sector missions will drive our collective success.
Company Overview: Are you ready to make a real impact? Join our dynamic Public Sector Enterprise Solutions division where your passion for innovation and dedication to mission success will shine. As a leading provider of cloud solutions, we empower state, local, education (SLED), federal government, and commercial enterprises with cutting-edge technology. With top-tier authorizations from major Cloud OEMs such as AWS, Microsoft, Google, Oracle, IBM, and Equinix, and contract vehicles including ITES 4-H, NASPO ValuePoint, Omnia, and NASA SEWP-V, we are poised for exponential growth. Become a trusted advisor and mission partner to some of the largest federal and state agencies.
Key Responsibilities:
- Prospecting and Closing: Relentlessly identify, qualify, and close new Cloud and Managed Services customer agreements, driving new and recurring revenue streams. Your passion for helping clients solve problems will guide your efforts.
- Cold Calling: Make a minimum of 30 cold calls per week to generate new business opportunities and expand our client base.
- Go-to-Market Strategy: Develop and execute expansion plans to grow Cloud and Managed Services revenues through various channels, field sales, and partnerships, always with an eye on supporting the public sector mission.
- Sales Coordination: Collaborate with technical engineers to capture business requirements and deliver compelling sales presentations that demonstrate ROI and value propositions, positioning yourself as a trusted advisor.
- Proposal Generation: Create formal quotations and respond to RFPs, ensuring accuracy and alignment with client needs, driven by a desire to support public sector objectives.
- Opportunity Tracking: Utilize CRM tools for meticulous opportunity tracking and management.
- Professional Development: Participate in sales meetings, training, networking, and business development events to stay ahead in the competitive landscape, fueled by your excitement for innovation and public sector service.
Required Qualifications:
- Experience: 5+ years of B2B sales with a proven track record of exceeding sales quotas, and 2+ years of experience selling IaaS (AWS, Azure, GCP), SaaS, and security solutions. OEM sales certifications are preferred.
- Industry Knowledge: Thorough understanding of IT terminology, with the ability to translate technical concepts for non-technical stakeholders. Prior experience selling to Department of Defense (DoD) agencies, specifically the Army, is required. Experience selling to Navy, Air Force, or other DoD or federal civilian customers is strongly preferred.
- Contracts: Understanding of IDIQ and GWAC contracts such as GSA, ITES, OMNIA, and NASA SEWP-V strongly preferred.
- Sales Acumen: Demonstrated success in building new business relationships and comfort with cold-calling and interacting with C-level executives.
- Technical Proficiency: Intermediate proficiency in Microsoft Office and experience with CRM software (Tigerpaw and Hubspot preferred).
- Education: Diploma required; Bachelor’s degree or higher preferred. AWS Cloud Practitioner certification to be completed within ninety (90) days of hire.
- ISO 9001:2015 internal training to be completed within ninety (90) days of hire.
Bonus Qualifications:
- Government Sales Experience: At least 3 years of experience in solution selling to federal government entities with a referenceable list of past customer relationships with Army agencies.
- Immediate Impact: Ability to leverage existing relationships and hit the ground running within 90 days.
Key Competencies and Behaviors:
- Mission Focused: Your sole mission is to close new business and support public sector clients. Anything that detours you from this mission is a hindrance.
- Numbers Driven: You know sales is a numbers game and are always seeking ways to be more productive and efficient.
- Competitive: You thrive on competition, whether against others or personal benchmarks, and hate losing more than you love winning.
- Persistent: You are confident in overcoming objections and are comfortable being seen as persistent.
- Independent: You are a self-driven professional who operates effectively with minimal oversight and drives results independently.
- Trusted Advisor: Your passion for serving public sector missions makes you a valued partner and advisor to your clients.
- Positive Attitude: Warm and inviting personality that fosters strong relationships.
- Team Oriented: Works well in collaborative environments and with cross-functional teams.
- Adaptable: Demonstrates strong adaptability and stress tolerance in a fast-paced environment.
Physical Requirements:
Work is generally sedentary in nature, but may require standing and walking for up to 20% of the time. The work environment is generally favorable. Lighting and temperature are reasonable. Work is generally performed within an office environment, with standard office equipment available.
Require use of multiple computer monitors and software programs simultaneously, desk phone, mouse and keyboard.
Benefits: Medical Insurance, Dental Insurance, Life Insurance, Vision Insurance, Long-term and Short-term Disability Insurance, 401k Plan, Paid Vacation Days, Paid Sick Days, Paid Holidays
Other Benefits: Dog-friendly corporate office, wellness incentives, referral bonuses
Screening Requirements: Background Check, Drug Testing
