Director, Sales - Federal

Emergent LLC•,

About The Position

The Director, Sales - Federal develops and executes sales strategies exclusively for the U.S. Federal Government market. The role leads sales leaders and sales professionals in achieving revenue targets, creating net-new pipeline, expanding strategic accounts, and building trusted relationships with Federal agencies, channel partners, and OEMs. It oversees day-to-day sales operations, forecasting, contract negotiations, account planning, and team performance while driving growth in cybersecurity, secure infrastructure, and enterprise technology solutions and strengthening strategic OEM partnerships and customer satisfaction. The Director leads Federal sales planning and execution, manages and develops the sales team, oversees complex opportunities and customer relationships, and monitors business performance. The role works closely with Federal customers and partners to connect agency mission, security, and compliance requirements to appropriate technology solutions. It also represents the Federal sales organization in cross-functional and executive settings and tracks Federal technology priorities, cybersecurity mandates, competitive activity, agency initiatives, and market conditions to identify growth opportunities. Emergent, a subsidiary of Mythics, LLC, is a public-sector solutions provider serving government and higher education. The company describes its workplace culture through its Respect, Empathy, Excellence, and Fun values. Its stated benefits and programs include health, dental, and vision coverage; paid time off and holidays; retirement options with employer matching; well-being programs; company-sponsored events; employee committees; volunteer opportunities; referral perks; and recognition programs. Candidates must successfully complete a pre-employment drug screening, subject to applicable law.

Requirements

Bachelor's degree in Business Administration, Marketing, Information Technology, Cybersecurity, or a related field, or equivalent experience.
12+ years of progressive technology sales experience, with significant experience selling to the U.S. Federal Government.
4–6 years of sales leadership and people-management experience.
Demonstrated success leading Federal sales teams and selling complex enterprise technology and cybersecurity solutions into Federal Civilian and/or Department of Defense agencies.
Deep understanding of Federal procurement processes, contract vehicles, funding cycles, channel models, and compliance requirements, including experience with vehicles such as SEWP and GSA schedules.
Experience working with OEMs, distributors, technology partners, systems integrators, and small-business channel partners, including developing and maintaining strategic cybersecurity OEM relationships.
Ability to connect Federal agency requirements, mission priorities, security mandates, and compliance needs with relevant technology solutions and partners.
Experience developing and executing strategic account plans that drive pipeline growth, account expansion, cross-selling, and complex solution sales.
Experience leading joint account planning, field alignment, and go-to-market activities with OEM sales and channel organizations.
Experience managing complex contract negotiations and large-scale Federal customer engagements.
Knowledge of Federal cybersecurity and solution domains, including Zero Trust, identity and access management, privileged access management, SASE, vulnerability and exposure management, data protection, cloud security, network security, and secure infrastructure.
Working knowledge of FedRAMP, DoD impact levels, Authority to Operate requirements, NIST-aligned controls, and related Federal security and compliance considerations.
Skills in Federal sales leadership, team development, strategic planning, forecasting, pipeline management, deal inspection, performance management, coaching, and seller development.
Strong analytical and data-driven decision-making, problem-solving, critical thinking, and operational improvement skills.
Excellent written, verbal, interpersonal, presentation, and executive communication skills; cross-functional collaboration, influence, and partnership-building abilities.
Results-oriented, organized, detail-focused, and customer-centered approach.

Responsibilities

Manage day-to-day sales operations and team supervision, including staffing, workload allocation, policy compliance, process improvement, productivity, quality assurance, and employee-related administrative responsibilities.
Develop and execute Federal sales strategies and business plans to drive revenue growth, net-new pipeline, account expansion, and achievement of assigned goals across cybersecurity and enterprise technology solutions.
Lead team performance through goal setting, coaching, mentoring, training, development, and performance management.
Oversee forecasting, pipeline inspection, contract management, complex negotiations, opportunity strategy, and strategic Federal customer relationships.
Analyze sales performance data and develop reporting metrics to monitor results, identify improvement areas, and improve forecast accuracy.
Build and maintain executive relationships with Federal Civilian and Department of Defense customers, OEMs, distributors, systems integrators, small-business partners, and other channel stakeholders.
Develop and strengthen OEM relationships through joint account planning, seller enablement, deal registration, pipeline development, field alignment, and go-to-market execution.
Lead joint account planning and field alignment with OEM sales and channel organizations to identify opportunities, create cross-sell opportunities, and expand solution adoption across the Federal customer base.
Maintain working knowledge of Federal acquisition processes, funding cycles, contract vehicles, reseller requirements, and cybersecurity, security, and compliance considerations.
Develop understanding of Federal customer requirements across cybersecurity solution areas and connect those requirements to appropriate technology solutions and partners.
Coach sellers on solution positioning, discovery, competitive differentiation, OEM engagement, cross-selling, and progression of complex Federal opportunities.
Identify, resolve, and recommend solutions for operational challenges, customer escalations, contract issues, and barriers to sales execution.
Conduct team meetings and regular one-on-one meetings with direct reports to provide guidance, accountability, coaching, and support.
Represent the Federal sales organization in cross-functional and executive meetings and collaborate with operations, marketing, vendor management, contracts, and support teams.
Prepare and deliver presentations to customers, OEMs, partners, and executive leadership, and conduct regular business reviews for strategic accounts.
Monitor Federal technology priorities, cybersecurity mandates and trends, competitive activity, agency initiatives, and market conditions to identify growth opportunities, develop sales plays, and forecast demand.
Drive expansion within existing Federal accounts while identifying and securing net-new customer and revenue opportunities.
Ensure achievement of team sales quotas, revenue goals, and organizational performance objectives.