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Principal Federal Sales Account Manager
Forcepoint Herndon, VA

Principal Federal Sales Account Manager

Forcepoint
Herndon, VA
Expired: November 03, 2023 Applications are no longer accepted.
  • Full-Time
Who is Forcepoint?

Forcepoint simplifies security for global businesses and governments. Forcepoint's all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you're in the right place; we want you to bring your own energy to help us create a safer world. All we're missing is you!

Who is Forcepoint?

Forcepoint simplifies security for global businesses and governments. Forcepoint's all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you're in the right place; we want you to bring your own energy to help us create a safer world. All we're missing is you!

Title: Principal Federal Sales Account Manager

Location: Herndon, VA/DC Area

Forcepoint is looking for an experienced Principal Federal Sales Account Manager with a track record of success to join our Global Government and Critical Infrastructure (G2CI) Commercial sales team. We are seeking talented sales professionals who have a passion for helping customers solve hard problems, experience selling information security and who have hands on experience with complex solution sales in large scale customer environments.

This role will be the primary customer-facing account manager member of the sales team but is responsible for leading a matrix team that includes sales engineers, product managers, product operations, channel, and marketing in addition to being responsible for the success of technical efforts led by the Sales Engineering team (i.e. customer pilots/ technical evaluations). The Account Manager must be able to articulate and demonstrate the business value of Forcepoint's G2CI offerings and capabilities.
  • Requirements
    • Work directly with existing customers and prospects to position Forcepoint G2CI Security solutions for success and to shape project requirements.
    • DoD exposure and experience required. Familiarity with US Army preferred.
    • Tactical Systems Cybersecurity requirements is desirable
    • Software industry experience (focus on cybersecurity) strongly desired
    • Security Clearance or ability to obtain a TS clearance is required.
    • Manage a complex technical sales process, from initial solution discovery, through proof-of-concept delivery, and proposal development.
    • Skillfully present the business and mission merits of the Forcepoint security offerings, deliver compelling product demos, and expertly handle technical objections.
    • Resilience and ability to handle stressful situations effectively while managing several tasks
    • A self-starter and proactive leader willing to display initiative.
    • Results driven and committed to 'outcomes rather than output'
    • Team focused, with the ability to gain the personal support of others
    • Capable of developing empathy and rapport internally with staff and with customers and partners
    • Strong work-ethic and strong attention to detail committed to quality of offerings and success of mission.
    • An ability to forecast business accurately and maintain a 2 - 3x pipeline of opportunities oriented to the assigned mission areas.
    • Ability to identify key stakeholder, critical milestones and mission drivers for opportunities and customer requirements.
    • A demonstrated ability to lead a team in negotiation and problem-solving.
    • Demonstrated ability to learn the technical domain G2CI products occupy.
    • Bring practical information security experience to bear to the technical sales effort, including demonstrated knowledge of Web Security, Email Security and Secure Data Transfer solutions.
    • Business and Technical Professional understanding of enterprise networking, including SaaS and Cloud solutions, such as AWS, Google, and Microsoft Azure.
    • Ability to independently present high quality customer presentations, organize executive briefings and craft quarterly and annual territory strategies that anticipate customer needs..

Technical and Business Skills
  • Demonstrated history and knowledge of security solutions and technologies, including:
    • General Internet security
    • Insider threat / general data threat
    • Experience with Cybersecurity products
    • Networking and Data Transfer
    • Client access technologies

Qualifications
  • A minimum of 7 years' experience in a sales role supporting enterprise software solutions
  • Ability to lead a sales team to formulate account strategies
  • Experience with building strong relationships throughout the sales cycle with the customer's mission staff. Ability to lead technical co-owners with Professional Services and Sales Engineering staff to extend reach into customer mission sets/stakeholders
  • Ability to articulate product positioning and competitive differentiation to both business and technical users
  • Experience with responding to functional and mission/business elements of RFIs/RFPs
  • Ability to travel 50%
  • Excellent verbal, written and presentation skills
  • Deep knowledge of sales cycle and coordinated presales activities
  • Experience working with executives and cyber leads and end users
  • Ability to thrive in a fast-paced, rapidly changing environment that requires tenacity to drive understanding and advance opportunities to drive success to customer milestones
  • Proven pipeline management and ability to generate maintain a 2-3x pipeline over goal.


Don't meet every single qualification? Studies show people are hesitant to apply if they don't meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace - so if there is something slightly different about your previous experience, but it otherwise aligns and you're excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.

The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.

Forcepoint is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company's career webpage as a result of your disability. You may request reasonable accommodations by sending an email to HumanResources@forcepoint.com

Forcepoint is a Federal Contractor. Certain positions with Forcepoint require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, lawful permanent resident, or an individual who has been admitted as a refugee or granted asylum.

Applicants must have the right to work in the location to which you have applied.

Address

Forcepoint

Herndon, VA
USA

Industry

Business

View All Forcepoint Jobs

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