Regional Sales Director - Federal - Intelligence Community

Sales - North America United States


Description

Regional Sales Director – Intelligence Community

Vienna, Virginia, United States • Washington D.C., DC, USA

This position will have responsibility for selling into selected US Intelligence Community (IC) agencies in Virginia, Department of State and other US Federal defense and IC agencies.  As a direct sales position, you will identify, qualify and capture tactical sales opportunities that will align Gigamon strategically. In this role, you will also command and manage all the moving parts through the full life cycle to closure. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, completing multiple complex tasks simultaneously, who can use his or her direct sales talent to expand adoption of Gigamon capabilities. Duties also include development of business strategies and solutions for complex and multi-faceted customer problems, and internally provide advice to support the overall growth strategy for driving Gigamon’s business activities in the US Federal Government. 

Primary Duties & Responsibilities

  • Must be a team player and collaborative with other teammates
  • Must be smart, creative and aggressive
  • Advanced level of specialized knowledge, with record of sales success; expert in the field
  • Responsible for the sales of company’s products through Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government
  • Experienced selling with and through Federal Systems Integrators to position Gigamon for program success
  • Achieves sales goal by the growth of existing accounts and the development of new accounts 
  • Maintains database of customers and partners and enters that data and interactions with customers in Salesforce.com
  • Uses available resources to develop effective sales calls.  These resources include opportunities identified by previous sales calls, invoices, Tech Service cases, webinar attendees and sample requests  
  • Sells new and existing products, discovers new opportunities, and secures incremental business through VAR channel and independent sales activity
  • Assists and collaborates with assigned Inside Sales Representative to expand existing accounts and penetrates new accounts by targeting accounts and buying influences by name/title to schedule meaningful sales activities (e.g., WebEx and face-to-face Sales calls)
  • Assists and collaborates with assigned Presales Systems Engineers to develop and position Gigamon solutions to existing customers and prospects
  • Explores, identifies, and communicates potential opportunities with the Sales, Marketing and Product Managers
  • Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities
  • Forecasts with a high degree of accuracy through Salesforce.com
  • Attends industry and vendor shows and meetings as required
  • Provides timely communication and follow-up to customers and partners, consistently meets the customers’ expectations
  • Provide pertinent market and competitive information to the organization
  • In collaboration with Product Managers, develops short and long-range strategies for product expansion; assesses potential application of the company products to meet customer needs and prepares detailed product specifications for the development, implementation, and customization of customer solutions
  • Collaborates with Product Managers on presentations, product demonstrations, and on-site customer visits
  • Represents Sales group on cross-functional team interfacing with R&D, production, and manufacturing to develop new products or enhance existing products or product lines
  • Researches and analyzes the territories and the company’s markets, competition and product mix; makes presentations on new and existing products to current and potential customers
  • Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities
  • Devises new approaches to problems encountered, shares approach with Sales, Marketing and Product Management
  • Uses a wide application of complex principles, theories and concepts in the specific field
  • Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts
  • Assists in providing training to lower level Sales staff
  • Other duties as assigned

Education / Experience

  • 10+ years of direct selling experience in the Networking or/and Network Security space
  • Track record of success as “rookie of the year”, President’s club, YoY attainment of quota
  • Excellent consultative, solution selling skills to all levels within organizations
  • Exceptional communication and presentation skills a must
  • Reside in region, track record of relationships with local major accounts and channel partners
  • Experience with Salesforce.com. Disciplined around forecasting
  • Bachelor's degree in Business, CIS, or related field preferred
  • Background in sales engineering, or training in CS, IT, EE a plus
  • Ideally you would have a Top Secret/SCI Security Clearance