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  • Reston, VA 20190

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Federal Sales Manager

Cielo, Inc. • Reston, VA

Posted 10 days ago

Job Snapshot

Full-Time
Experience - At least 10 year(s)
Other Great Industries
Sales, Management
0

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Job Description

Opportunity Profile:
  • Tripwire is a leading provider of security, compliance and IT operations solutions for enterprises, industrial organizations, service providers and government agencies. Tripwire solutions are based on high-fidelity asset visibility and deep endpoint intelligence combined with business context; together these solutions integrate and automate security and IT operations. Tripwire’s portfolio of enterprise-class solutions includes configuration and policy management, file integrity monitoring, vulnerability management, log management, and reporting and analytics. Learn more at tripwire.com, get security news, trends and insights at tripwire.com/blog or follow us on Twitter @TripwireInc.
     
    Tripwire is just one of the many brands that make up Belden’s impressive portfolio.  Belden is a multi-billion dollar global organization of 10,000 talented people that support the mission-critical network infrastructure and audio visual broadcast needs of many of the world’s best-known brands, placing us at the heart of the global transformation to a truly connected world. We are seeking driven, results-oriented team members to help us continue to grow and succeed.

    The Federal Account Manager - DoD Sales will be responsible for driving strategic sales initiatives within the territory they are assigned. This includes developing and executing on a sales strategy as well as identifying, qualifying, and capturing new business in support of Tripwire’s commercial business objectives. THIS IS A REMOTE POSITION.

    The Regional Account Manager Federal Sales will be responsible for driving strategic sales initiatives by working with Department Of Defence (DOD). 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 re-sellers.
    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 across the assigned  DoD territory. 
    • 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, trade shows, 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 depending on GEO location 
    • The successful candidate must be willing to travel to cover his/her accounts as required
Qualifications:
    • 10+ years of successful direct sales experience selling to the DOD or  Federal government Civilian customers. DoD experience necessary  
    •  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 system integrators, VARs and Civilian agencies sectors is essential
    • Excellent written and verbal communication skills
    • Must be willing to obtain a government security clearance up to TS/SCI 
    At Tripwire our culture is one where you perform at your best, where you trust your teammates, and where work doesn’t feel so much like work.  We recognize and appreciate the contribution of all our employees.  We value customer service, working with teams and thriving in an environment of continuous change. We play to win!  
     
Job ID: US*3967_SBjWha0qIQ8Hxquu2qCyug
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