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Federal Sales Manager

Location : DC Metro Area
Job Type : Direct
Hours : Full Time
Required Years of Experience : 5+ years
Required Education : Bachelor's Degree Required
Travel : No
Relocation : No

Job Description :


The Federal Sales Manager is responsible for sales within the Federal Government, customer retention and growth opportunities with current customer base.  


Ideally looking for a candidate that has experience with:

  • Strong federal account sales experience (DoD and Civilian Accounts) 

  • Some Sales Engineering or technical background is a huge plus

  • "Sell with" and direct sales experience

  • Experience with partners, carriers and manufacturing is desired


The Federal Sales Manager will be in daily contact with current and prospective customers. The incumbent will manage opportunity and up-selling current accounts and will solicit new business opportunities.


  • Establish productive, professional relationships with key personnel in assigned customer accounts within a specified region;

  • Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations;

  • Meet assigned targets for profitable sales volume in assigned accounts;

  • Proactively assess, clarify, and validate customer needs on an ongoing basis;

  • Achieve assigned sales quota in designated accounts;

  • Meet assigned expectations for profitability;

  • Complete customer account plans that meet company standards;

  • Maintain high customer satisfaction ratings that meet company  standards;

  • Complete required training and development objectives within the assigned time frame;

  • Maintain a 12-24-month view of sales leads pipeline with appropriate actions to maximize long-term revenue growth, while simultaneously accomplishing mission critical objectives;

  • Willingness to work with international teams in multiple time zones, frequent international 
    and domestic travel;

  • Development and maintenance of the company’s image and reputation in the marketplace;

  • Utilize CRM for all aspects of account management: lead generation and contact, accounts set up (following appropriate procedures as developed by A/R)  to complete order cycle;

  • Travel to and participate in tradeshows; 

  • Work across departments to ensure customers’ needs are met in all areas including A/R, new product development (R&D, compliance, purchasing), blending, production, fulfillment, shipping and creative;

  • Daily contact with leads and accounts through email and telephone;

  • Participate in continuing education related to the international business of the company;

  • Maintain adherence to all policies and procedures; 

  • Communicate with customers for shipping and other requirements; 

  • Provide monthly reports on new accounts, prospects, and sales figures and how they relate to goals. 


Required Qualifications :


  • Bachelor’s degree supported by 5-10+ years of Federal sales experience;

  • Relevant and strong experience and knowledge in the IT Security and/or Networking market;

  • Experience in a complex sales environment, managing demanding customer accounts;

  • Confident self-starter with integrity and accountability; an exemplary track record of consistent achievement in a start-up experience is a plus;

  • Expertise in implementing and successfully driving an indirect channel sales model in addition to direct sales;

  • Highly competitive, and entrepreneurial individual with a desire to tackle challenging opportunities;

  • A passion for winning, a strong aptitude for business strategy and excellent collaboration skills;   

  • Outstanding oral and written communication skills;

  • Strong negotiation and managerial/leadership skills;

  • Exceptional skills in hiring, training and motivating sales people;

  • Decisive problem-solving ability and capability to assess people and situations with accuracy;

  • Ability to deliver a clear and compelling value proposition to customers/partners;

  • Ability to thrive in a fast paced, start-up, team-oriented environment;

  • Demonstrated leadership behaviors.

  • Must currently reside in the respective territory.


  • Bachelor's Degree is required 

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