Sales Director - Federal
We are seeking a Sales Director for our Federal Business in the DC area. This person will maintain and grow key relationships with our most valued customers. This Sales Director role will be in a very high-profile role within Glasswall and must be comfortable with Executive level discussions and growing the business overall. The end customers are in the Federal, State and Local space, with a focus on DHS, and so experience of selling to this market is essential.
You will be responsible for developing strategic customer relationships and new account sales across all Federal accounts. Specific requirements include developing a robust sales pipeline leading to the achievement of personal and team quotas.
In addition, the candidate must be able to perform the following:
• Primary focus of this role is Federal Customer sales, and the role is responsible to drive new business sales and deliver results to meet/exceed assigned target.
• Identify and qualify business opportunities with our Federal accounts and support our resellers to develop new opportunities in territory and make strategic business plans to drive business with partners. Includes negotiation, coordination and business decisions to close deals.
• Build and maintain relationships with account decision makers influencers, key business partners and influencers in the territory.
• Develop reference accounts in select sectors with priority according to company strategy.
• Develop and present professional sales presentations, control project progress at each stage, make constant sales calls and follow up with any potential leads. Work with partners aggressively to close deals finalize contracts and meet/exceed sales quotas and revenue goals; provide effective communication of Glasswall technology value propositions and solutions.
• Manage partners' sales forecast reports as well as short-term/long-term business plans in an effective manner.
• Maintain constant internal communications with technical stakeholders’ team and outside staff of resellers and customers; turn in business forecast pipeline regularly and review with the CRO on a weekly basis.
• Conversant in market and customer business requirements and trends within the security market and maintain market and competitive knowledge to ensure credibility with customers.
• Create and grow best in industry relationships.
• Sell/Manage in a complex, technical environment.
• Significant percentage of time spent directly with customer interfaces with all levels and team members supporting those accounts.
Basic Requirements:
• BS or BA degree or equivalent experience.
• Background within CSP environment.
• 5+ years of pre-sales experience required.
• Sales Leadership and a technical background are required.
• 8+ years of sales with security products to Federal Customers.
Preferred Requirements:
• Active Top Secret clearance with an ability to obtain SCI access.
• Experience in the strategic selling of future and current CDR technologies relative to CSP’s
• Ability to create robust plans for the overall business that demonstrate growth in line with company strategy.
• Integrity, willingness to provide feedback in demanding situations.
Inclusion:
At Glasswall we believe that diversity of people and thought are central to our purpose. We are committed to making Glasswall a company that is attractive to people of many different backgrounds. This includes diversity in every sense of the word: those with different backgrounds, ages, ethnicities, gender identities, sexual orientations, ways of thinking and those with disabilities or neurodivergent conditions. We therefore welcome and encourage applications from everyone, including those from groups that are under-represented in our workforce.
One of our corporate objectives is to ensure that the organisational health of the firm is highly rated by our employees. We believe that this is only possible if we promote a culture of inclusion and respect across out business. Each quarter we survey employees on a range of questions relating to our organisational health. This holds a mirror-up to a business and ensures that we can focus on where we need to do better.
We have an Organisational Health Committee, which is chaired by a non-executive position. The panel has been formed to guide the leadership in taking positive action that supports a good work-life balance, family friendly relations and to be inviting to a diverse range of potential employees.
We also have a Women in Technology Group which has been formed to promote balance in the way that we communicate with, promote, encourage, and support people across our business.
Work/Life Balance:
Our team puts a high value on work-live balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfilment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
Salary and Benefits:
We offer a highly competitive salary and benefits package that includes:
• 25 days PTO
• Flexible and remote working arrangements
• Office travel and WFH incidental expense coverage
• Annual investment in training and professional development.
• Employer 401k matching pension contribution up to 5%
• Life Insurance, Critical Illness, Income Protection
• Company travel insurance for work related travel
• Private Healthcare coverage for employee - 60% employer /40% employee
• Payroll and benefits managed through ADP
A successful candidate will live on the East Coast, ideally in Maryland, Virginia or Washington DC, and will be comfortable working from home with face to face meetings with colleagues and customers.
We encourage you to apply even if your experience is not a 100% match with the position. We are looking for someone with relevant skills and experience, not a checklist that exactly matches the job description. We want to help you grow, and in return, you help us grow into a stronger, more inclusive organisation.
Glasswall is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected status.
Application process
Interested candidates, please visit http://careers.glasswall.com/ to apply.