Regional Sales Manager- DOD- Army
Thales Trusted Cyber Technologies, Alexandria, VA, United States
Summary:
The Regional Sales Manager for the U.S. Army is responsible for driving revenue growth, strategic account development, and customer engagement across Army accounts and related defense organizations. This role develops and executes account strategies, identifies and qualifies opportunities, shapes demand early in the procurement cycle, and leads sales efforts from prospecting through award and follow-on growth.
The ideal candidate understands the Army mission environment, acquisition landscape, and go-to-market motions required to win within complex federal organizations. This person must be able to build trusted relationships with Army stakeholders, prime contractors, channel partners, and internal cross-functional teams while maintaining accurate pipeline management and forecast discipline.
Qualification Requirements: Must be able to obtain/maintain a U.S. security clearance. Education: Bachelors Degree in related field
Experience:
10+ years of sales experience in federal IT, cybersecurity, or related technologies 5+ years of direct experience supporting U.S Army accounts Proved success managing complex federal sales opportunities Understanding of Army acquisition, budgeting, and procurement processes Strong background in software products and/or subscription selling with experience working directly with US Army accounts Domain experience in cyber-security is desirable, preferably with background in encryption, key management, or authentication. Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans. Experience in working with multi-element revenue models which include both one time and recurring revenue streams, and which may include multiple products Skills:
An affinity and inclination to obtain a strong understanding of the technical aspects of solutions with the purpose of being able to translate those capabilities into solving business/mission problems Capable of closing complicated deals from discovering sales opportunities to contract completion. Able to up-sell strategic existing accounts as well as penetrating and closing strategic targets Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved within territory. Sales driven with strong track record of closing big ticket item deals. Ability to communicate with senior management of very large enterprises for sales and new product launch Excellent communications and presentation skills Strong marketing sense and vision Ability to work independently and be a self-starter Essential Duties & Responsibilities
include, but are not limited to the following : Develop and execute growth plans for assigned U.S. Army accounts Manages, develops and grows strategic prospects and existing customer relationships Identifies, qualifies and quantifies all opportunities within an assigned region and advance sales opprunities aligned to mission needs Develops and delivers accurate and technically correct sales presentations to potential customers Manages all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans Delivers on set objectives to achieve revenue and growth targets Works with sales support staff, pre and post sales staff to further customer relationships forecast,
track territory opportunities, and close the deal Other duties as assigned
Scope of Responsibility: Manage customer relationships; develop and deliver sales' presentations; develop customer relationships; and open and close sale of products.
Contacts: Clients, vendors, and employees
Physical
Demands: Travel required
Working Conditions: Home Office
The ideal candidate understands the Army mission environment, acquisition landscape, and go-to-market motions required to win within complex federal organizations. This person must be able to build trusted relationships with Army stakeholders, prime contractors, channel partners, and internal cross-functional teams while maintaining accurate pipeline management and forecast discipline.
Qualification Requirements: Must be able to obtain/maintain a U.S. security clearance. Education: Bachelors Degree in related field
Experience:
10+ years of sales experience in federal IT, cybersecurity, or related technologies 5+ years of direct experience supporting U.S Army accounts Proved success managing complex federal sales opportunities Understanding of Army acquisition, budgeting, and procurement processes Strong background in software products and/or subscription selling with experience working directly with US Army accounts Domain experience in cyber-security is desirable, preferably with background in encryption, key management, or authentication. Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans. Experience in working with multi-element revenue models which include both one time and recurring revenue streams, and which may include multiple products Skills:
An affinity and inclination to obtain a strong understanding of the technical aspects of solutions with the purpose of being able to translate those capabilities into solving business/mission problems Capable of closing complicated deals from discovering sales opportunities to contract completion. Able to up-sell strategic existing accounts as well as penetrating and closing strategic targets Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved within territory. Sales driven with strong track record of closing big ticket item deals. Ability to communicate with senior management of very large enterprises for sales and new product launch Excellent communications and presentation skills Strong marketing sense and vision Ability to work independently and be a self-starter Essential Duties & Responsibilities
include, but are not limited to the following : Develop and execute growth plans for assigned U.S. Army accounts Manages, develops and grows strategic prospects and existing customer relationships Identifies, qualifies and quantifies all opportunities within an assigned region and advance sales opprunities aligned to mission needs Develops and delivers accurate and technically correct sales presentations to potential customers Manages all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans Delivers on set objectives to achieve revenue and growth targets Works with sales support staff, pre and post sales staff to further customer relationships forecast,
track territory opportunities, and close the deal Other duties as assigned
Scope of Responsibility: Manage customer relationships; develop and deliver sales' presentations; develop customer relationships; and open and close sale of products.
Contacts: Clients, vendors, and employees
Physical
Demands: Travel required
Working Conditions: Home Office