Director of Federal Sales
Position Summary
Responsible for delivering aggressive revenue targets in assigned Federal Sales region through management of key sales activities. Responsible for direct management of Federal Account Managers and Federal Sales Engineer in the assigned region. Manage the DOD / DISA and Federal Intelligence Agencies relationships.
Essential Duties and Responsibilities
• Adhering to company policy and ethical guidelines is critical in this role. Sets the ethical standards for the region.
• Follows company guidelines and direction as set by the CEO
• Maintains a can do positive attitude
• Responsible for making sure we are calling on economic buyers in all projects over $ 100K
• Develops and maintains key relationships with customers and prospects through disciplined selling techniques – this is a hands on position where we expect the Regional Director to have their own relationships in accounts.
• Recruits, develops, and optimizes individual performance within the Sales team, which may include both Sales Account Managers and/or Sales Engineers. Assesses skill, effort, and effectiveness among team members and employs corrective/supportive activities as required. Ensures and supports use of effective sales techniques throughout the team.
• Assists Account Managers in setting individual account strategies, performance objectives, and personal goals.
• Follows through to provide coaching and to assure implementation, completion, and feedback.
• Develops and maintains effective communications and liaison relationships with staff and field personnel that support effective achievement of regional and corporate goals.
• Liaises with other Regional Directors to ensure a consistent, unified face to the customer and NETSCOUT Sales personnel.
• Analyzes, evaluates, and makes recommendations to improve sales methods, organization and coverage
• Substantial travel within region and occasionally beyond is required.
Basic Qualifications/Skills
• Bachelor’s degree in Computer Science or related degree
• Proven ability to develop and deliver strategic sales plans in the market, selling large-investment products.
• Relevant technical competency in network products to enable recognition and competent discussion of issues and their solutions.
• Track record of exceptional and consistent quota achievement through management of a region.
• Trained in sales management – has attended relevant sales management courses.
• 5+ years of federal sales management experience
• 10+ years of relevant field sales experience in computer networking/network management technologies.
• Solid history leading a successful Sales Team, strong motivator and creative/effective coach.
• Demonstrated communication skills with a focus on effective presentation of NETSCOUT’s value proposition.
• Candidate will need to be located in Washington DC Metro Area
• Substantial travel within region and occasionally beyond is required
Additional Qualifications/Skills
• Experience selling to Federal Government Accounts including the DOD / DISA and Federal Intelligence Agencies.
• Security Clearance Preferred
• MBA desirable
Location: VA/MD/ Washington DC