Federal Sales Account Executive

The Position

The Federal Sales Account Executive is a significant driver of company revenue and growth. This is a remote position in the National Capital Region (DMV area). Your responsibilities will include the development and implementation of strategic account plans targeting deployments of our cybersecurity platform. You will leverage existing relationships and build the right relationships inside your target accounts in the federal government and DoD, by identifying and cultivating the necessary channels to close new business. The ideal candidate will have deep experience in one of the accounts as a member of a corporate sales team and a career track record of exceeding multi-million-dollar sales quotas. 

What You Will Be Doing

• Meet or exceed quarterly sales goals by identifying, managing, and closing new and existing opportunities within the federal government and DoD communities.
• Collaborate with Marketing to design outreach campaigns for lead generation, account profiling, and prospect development.
• Utilize existing network to expand key relationships within the Federal Systems Integrator (FSI) community.
• Work with Channel partners and Channel Manager to promote OPSWAT cybersecurity solution sales.
• Develop and manage Monthly, Quarterly, and Annual pipelines and report updates on a weekly basis.
• Navigate multi-faceted, competitive, and complex sales and procurement cycles.
• Provide appropriate sales tracking and reporting as required leveraging Salesforce and Microsoft Office products.
• Ability to analyze data, review trend analysis, understand federal budgets and formulate account strategy for annual planning reviews.

What We Need From You

• 8+ years of experience selling to federal or Department of Defense accounts; current experience with these organizations is required.
• Technical acumen with the ability to relate it with business value.
• Proven track record of sales performance and knowledge of the federal procurement and budget process.
• Excellent written and verbal communication skills, with comfort presenting to audiences.
• Ability to accurately forecast at the monthly, quarterly and annual cadence.
• Ability to leverage technology to engage clients virtually and manage fiscal responsibilities.
• Business development, prospecting, and capture management skills, including the ability to foster strong partner relationships.
• Account management and forecast proficiency using Salesforce.