Federal Account Manager

Forcepoint•Home Office - South Carolina, SC

4d•$260,000 - $300,000•Remote

About The Position

Forcepoint simplifies security for global businesses and governments. Forcepoint’s all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. Forcepoint is seeking an experienced, high-energy Federal Account Manager with proven track record of selling network security solutions to the US Department of Defense and Air Force. This role requires a senior professional with a proven ability to set sales strategies, identify leads, develop and qualify opportunities, and close business in our Network Edge portfolio. The ideal candidate has sales experience in and around the US Department of Defense and US Air Force with a technical background in security software and hardware. The role involves gaining knowledge and insight into the customer's business priorities and challenges and proposing Forcepoint solutions to address these needs. It also requires working closely with Sales Engineering and Product Management to develop quotes/proposals and share market insights, as well as developing relationships with key partners, distributors, resellers, and VARs for growth of our products within Forcepoint’s Edge portfolio. The Federal Account Manager will lead sales presentations at resellers and end-user locations, coordinate sales enablement with field sales reps and managers, and formulate new business strategies and implement tactical plans to overachieve sales quota. The position demands the ability to analyze customer needs and determine how to position Forcepoint's Network Edge products and professional services to competitively meet those needs, while maintaining an awareness of competitive offerings and strategies. The role also acts as a liaison between customers and internal departments to ensure smooth delivery of products and services. In conjunction with Sales Engineers and Primary Account Managers, the Federal Account Manager will deliver compelling business value product demonstrations of Edge solutions to architectural, administrative, and executive customer audiences using a storyboard approach. Understanding customer’s business drivers and network architectures, and promoting new and innovative approaches, including improvement areas in network design, is crucial. The role also involves organizing and leading in-region Meetups and User Groups and building a strong pipeline of new business opportunities such that the sales pipeline reflects the capability to meet and exceed sales goals on a quarterly basis.

Requirements

Bachelor's Degree or equivalent experience with a minimum of 7+ years' experience attaining or exceeding set quotas in the network security arena.
Experience selling network infrastructure-based security appliances including, but not limited to, Firewalls, CASB and Web Security Proxies.
Knowledge of routing and switching.
Confident in Public Speaking.
C-Level Presentation Skills and Experience.
Strong professional network with partners and system Integrators.
Creative Sales Thinking and strong commitment to the customer mission.
Experience with creating/building/executing sales plays.
Prior experience as a sales specialist/strategist/sales overlay role.
Excellent white-boarding skills.

Nice To Haves

Current / Active TS Clearance preferred but not required.

Responsibilities

Set sales strategies, identify leads, develop and qualify opportunities, and close business in our Network Edge portfolio.
Gains knowledge and insight to Customer's business priorities and challenges and propose Forcepoint solutions to address these needs.
Works closely with Sales Engineering and Product Management to develop quotes/proposals and share market insights.
Develops relationships with key partners, distributors, resellers, and VARs for growth of our products within Forcepoint’s Edge portfolio.
Leads sales presentations at resellers and end user locations.
Coordinates sales enablement with field sales reps and managers.
Formulates New Business strategies and implements tactical plans to overachieve sales quota.
Demonstrate the ability to analyze the needs of customers and determine how to position Forcepoint's Network Edge products and professional services to competitively meet those needs.
Maintain an awareness of competitive offerings and strategies across the space.
Act as liaison between customers and internal departments to ensure smooth delivery of products and services.
In conjunction with Sales Engineers and Primary Account Managers, deliver compelling business value product demonstrations of Edge solutions to architectural, administrative and executive customer audiences using a storyboard approach.
Understand customer’s business drivers and network architectures, and promote new and innovative approaches, including improvement areas in network design.
Organize and lead in region Meetups and User Groups.
Build a strong pipeline of new business opportunities such that the sales pipeline reflects the capability to meet and exceed sales goals on a quarterly basis.