Federal Sales Director – Civilian

This HireStrategy client is a global leader in Management and Technology training.

SUMMARY

The Federal Sales Director – Civilian - is responsible for sales, revenue, and margin goals within a portfolio of Federal government accounts in the United States and abroad.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The successful candidate will develop strategic relationships in these accounts, establish a thorough understanding of the account's organizational layout, strategic IT and learning initiatives, and develop a value based approach to providing complex IT education and managed learning solutions.  

• Develop account penetration and sales plans for a portfolio of agencies.
• Develop and maintain key decision maker relationships within the accounts.  Engage appropriate sales engineers, management, and subject matter expert resources to drive a solution selling approach.
• Identify strategic IT and Learning initiatives within these accounts.  Initiatives may include IT implementation or upgrade projects, channel or customer training programs, employee skills development programs, or repurposing existing classroom training to an e-Learning delivery format.
• Develop thorough understanding of the customer's value and pain points within these initiatives, and drive a value-based approach to solutions definition and pricing models.
• Accurately provide monthly forecasts against bookings, revenue, and margin goals via your top 5 and the Federal SharePoint portal.
• Increase revenue and market share within the US Federal government
• Prospecting of opportunities within named Federal account list
• Presentations and demonstrations of capabilities to federal accounts
• Delivery of sales materials and proposals

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Successful candidate will have 10+ years of successful federal government sales experience with managed technology services, application solutions, or other consultative programs and solutions. 
• Aptitude and knowledge of information technologies such as applications development, security, networking, and commercial software implementations is required. 
• Ability to expose and drive a consultative approach to a customer's business initiatives and challenges is key. 
• Position requires a highly motivated individual that is willing to work hard, has a desire to win, and is driven to achieve the rewards that come with success.

EDUCATION and/or EXPERIENCE REQUIREMENTS

• 4 year college degree
• Technical Aptitude
• Experience in Windows and Microsoft Office Applications
• Sales Experience in the training industry or related field
• Sales Experience in the Federal government market

COMPETENCIES

• In addition to whether a person has the knowledge and experience required to be successful in the job, one must have specific behaviors to perform the job successfully.  The competencies listed below are representative of the behaviors required.
• Organizational Skills
• Sales/Closing Skills
• PC Competency

Driven to succeed

Self-starter