Responsibilities:
- Directly manage the sales team and work closely with assigned technical resources and inside sales
- Consistently deliver new licenses, support and service revenue targets – dedication to the number and to deadlines
- Territory mapping, account planning and opportunity management
- Negotiate favorable pricing and business terms with large commercial enterprises by selling value and return on investment
- Work with inside sales and partners for maximum efficiency
- Use sales engineering and in-house as well as partner services resources
- Player /leader, hands on with the team; very involved with account planning, strategy and sales calls
- Hire the right team to match our growth
- Use our sales methodology and processes effectively
- Understand how to use both international and domestic colleagues to expand deal size and value to the customer
- Good corporate citizen – two way flow of relevant and timely information; work as a team for the most efficient use and deployment of resources
- Provide timely and informative input back to other corporate functions, particularly product management and marketing
Requirements:
- 5+ years current experience running Federal/Civilian front line software sales teams; ability to grow and scale upward with the company; second line management experience a plus
- 10+ years direct and channel selling experience to large, federal enterprises (Federal Health, including Veterans Affairs and Health and Human Services (HHS) a plus)
- Very comfortable in the Federal/Civilian area.
- Relevant software experience in IT systems, enterprise or infrastructure management
- Forecasting commitments and forecasting accuracy
- Track record of success and knowledge with prospects and customers in the defined territory
- Bachelor’s degree preferred and MBA a plus
