Federal Territory Manager - Federal Systems Integrator

Sales Reston, Virginia Maryland Washington, DC, District Of Columbia


Your Role:

The Federal FSI Sales Territory Manager is responsible for establishing and developing business through existing and new clients in the Federal System Integrator community.  Territory will include a pre-determined number of accounts made up from companies designated as “FSI’s”, these include companies such as Northrup Grumman, Lockheed Martin, Booz Allen Hamilton, General Dynamics, CACI, SAIC, BAE Systems etc. The Territory Manager will handle all “Sell-to” opportunities within the designated accounts and assist with any potential “sell-through” opportunities as they arise.

Your Opportunity:

  • Strong knowledge of the Federal System Integrator community
  • Maintain and develop the existing client base through regional marketing and direct sales activities
  • Strong working knowledge of federal standards, regulation and mandates as they apply to the Federal Integrator community
  • Demonstrated success in working with Federal System Integrators in a sales or business development capacity
  • Identify, qualify and develop new opportunities through prospecting and networking
  • Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development
  • Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the Director of Federal Sales
  • Provide monthly and quarterly sales forecasts
  • Manage the day to date activities of sales personnel dedicated to your region. This includes inside sales representatives and sales engineers
  • Consistently achieve and/or exceed your assigned quotas and revenue objectives
  • Utilize channel sales resources in your region as necessary
  • Have a strong working knowledge of Salesforce (SFDC) or similar CRM tool
  • Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management

What You'll Need:

  • Bachelor’s Degree and 10+ years of sales experience
  • Experience and credibility selling at the CxO level
  • Technical acumen with the ability to relate it with business value
  • Ability to take on a consultative style when presenting ideas and products
  • Outstanding oral and written communication skills

If you’ve reached this point in the job description and feel you’re still not sure if you should apply…Just do it! We know there are no perfect applicants. You may not have 100% of all those bullets listed above - and that’s okay. If you’re feeling like you’re not going to fit in with our teams - that’s not okay. We're One Tenable which means however you identify and whatever background you bring with you, we encourage you to submit an application if it’s a role you can be passionate about doing every day.
We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels