DoD Federal Sales Manager

The DoD Federal Sales Manager will lead the process for prospective accounts while maintaining and growing existing accounts in the U.S. defense market. The position will continually ensure revenue growth in the DoD market by developing solid business relationships with new and existing clients, planning and executing strategies and sales tactics for lead generation, and closing large enterprise-level deals. The DoD Program Manager represents the entire range of Company products and services to federal clients while leading the client account planning cycle and ensuring clients’ needs and expectations are met. YOUR RESPONSIBILITIES Consistently achieve and/or exceed revenue targets and KPIs Build and maintain an opportunity pipeline and provide accurate sales forecasts on a weekly basis Establish productive, professional relationships with key personnel in defense accounts and interface with all levels of the account including analysts, investigators, and leadership Establish and develop a strategy for identifying and closing new software and services sales opportunities directly with targeted, key current and new defense accounts including performance objectives, financial targets, and critical milestones for a one and three year period Grow Company's presence through prospective and existing clients Deliver consultative and value-based selling focused on positioning Company's products as an integral part of the account’s investigation processes Coordinate the involvement of Company teams, including development, system solutions, support, training, project management, and executive resources as needed, in order to meet account performance objectives and customers’ expectations Provide input to solution development efforts that best address clients’ needs, while coordinating the involvement of all necessary company teams Educate existing and new clients on current and upcoming products and services Initiate sales through pro-active means including outbound calling, mail, email, etc. and providing sales literature and product information to clients Provide feedback about Company products, competitor’s products, and competitive landscape to appropriate internal individuals for strategic planning purposes Travel to trade shows and client sites to present products and services Coordinate and administer follow-up activities such as documenting conversations in CRM database, processing quotes/orders, lead tracking, marketing campaigns, scheduled call backs or rep visits Partner with International and Federal Sales Managers as needed to support collaboration Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners Other duties as assigned YOUR COMPETENCIES Ability to successfully sell to a variety of professionals in the defense sector and other settings Demonstrated leadership ability, confidence, and executive presence Must be organized and detail-oriented with excellent follow-up skills Good negotiation skills with the ability to influence others, overcome objections and remain resilient everyday Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it Excellent analytical, reasoning, and problem-solving skills Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations Ability to develop a strategic sales territory plan in conjunction with the overall corporate strategic plan Ability to network and build relationships with key prospects and high-level executives Ability to work independently as a self-starter and being self-motivated Detail-orientated to calculate quotations and order quantities correctly and accurately enter them into database Excellent opportunity forecasting and qualification skills Experience in selling investigative or analytical law enforcement software is a plus Working knowledge of Microsoft Windows, Excel, Word, and Outlook Lifting up to 50 lbs to set up and tear down tradeshow booths as well as demonstration kits Must be able to travel on a regular basis both car and airplane transportation Valid driver’s license and good driving record required Strong verbal and written communication skills YOUR EDUCATION & EXPERIENCE College degree or equivalent education and work experience Minimum of five years of software solution selling experience Selling experience to the DoD preferred 10+ years of experience working with/in US Government, Defense Industry, & Public Sector Proven track record of capturing new business opportunities and exceeding quota in a sales role Extensive experience and key contacts within targeted defense agencies to include DCIS, SOCOM, JSOC, DC3, DTRA, etc., as well as numerous systems integrators Solid understanding of government procurement processes, FARS, DFARS, federal contracting and contract vehicles, regulations and teaming agreements Demonstrated success selling into large, cross functional programs Ability to multi-task, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures #J-18808-Ljbffr Peskind Executive Search