VP Federal Sales (Cyber Security)

Job Description

VP Sales – Federal / Government Technology

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Location: DMV / Washington, DC Metro

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Level: Senior Director / VP

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Environment: High-growth Government IT & Cybersecurity VAR

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The Opportunity

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We’re partnering with a rapidly scaling government technology and cybersecurity VAR, to appoint a VP of Sales to lead and scale the company's sales organisation.

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They have built a strong position across the Federal market, combining cybersecurity, infrastructure, technology solutions and strategic advisory. The business generated $45M in its first year , with an ambition to build the VAR business to $100M by the end of 2028 .

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This is a genuine build-and-scale opportunity . The successful candidate will inherit a strong foundation and have significant influence over the next phase of growth.

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The Role

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As VP Sales, you will own the overall VAR sales organisation, working closely with the executive team and Field CTO to develop and execute the company's Federal GTM strategy.

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You'll be expected to be a player-coach, someone who can personally open doors and close strategic business while building the structure, people and processes required to scale the sales organisation.

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Key Responsibilities

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• Own and lead the overall VAR sales organisation and revenue strategy
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• Build and execute the Federal sales strategy across Civilian, DoD and broader government markets
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• Develop strategic relationships with customers, OEMs, VARs and technology partners
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• Personally drive and close strategic opportunities
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• Build, coach and develop a high-performing sales team
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• Establish rigorous pipeline management, forecasting and sales processes
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• Hire and develop additional civilian sales leadership and Account Executives
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• Develop the company's Alliances & Channel strategy
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• Work closely with the Field CTO and executive leadership on GTM strategy
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• Identify new OEM and technology partnerships that can accelerate growth
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• Expand existing customer relationships and identify opportunities to increase share of wallet
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• Bring market intelligence and customer relationships into the organisation
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• Help shape the company's sales infrastructure as it scales toward $100M+
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What We're Looking For

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We're particularly interested in Senior Directors who are ready to step into a VP-level role , rather than an established VP looking for a CRO position.

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The ideal candidate will be:

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• An experienced Federal sales leader with strong Civilian Federal relationships
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• A proven player-coach who can sell, lead and build
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• Experienced within a VAR, solution provider, OEM or cybersecurity environment
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• Comfortable operating in an entrepreneurial, high-growth business
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• Able to build relationships at senior government and commercial levels
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• Experienced working with OEMs, channel partners and Federal SIs
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• Strong in strategic BD, capture and complex Federal sales
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• Experienced with formal sales methodologies such as Sandler or similar
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• Commercially minded, with a track record of building revenue and pipeline
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• Comfortable developing sales structure, forecasting and accountability
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