Federal Business Development Director (Washington, DC area)

Fortanix•Washington, DC

1d•$275,000 - $350,000•Hybrid

About The Position

Fortanix is seeking a Federal Business Development Director to drive the expansion of its business within Federal segments, particularly focusing on national security. This role involves leading sales efforts for advanced data-centric cybersecurity solutions, including PQC and Confidential AI, in hybrid multicloud environments. The company is recognized for its unique Confidential AI solution that protects data, applications, and models at rest, in motion, and in use, in collaboration with industry leaders like NVIDIA. Fortanix fosters a culture of trust, innovation, and collaboration, and is recognized as a Great Place to Work.

Requirements

5+ years of successful, growth-oriented sales experience in key security agencies and SI’s.
Leadership experience is a major plus.
Location in the Washington DC area.
An active security clearance.
Proven track record of selling complex solutions (ideally security platform solutions) to the federal government (ideally the DOD/IC).
Proven track record of increasing revenue through net-new customer acquisition.
Proven track record of working with and through strategic partner channels (FSIs, Partners, Consultants etc).
Demonstrated ability to sell to CXO, technical buyers, and Line of Business, successfully emphasizing business value versus product.
Excellent presentation, negotiation, and executive engagement skills.
Coaching direct and indirect team members on strategies to drive sales wins.
Accurate reporting on sales activity and forecasting; consistent monitoring of the sales activity of the team, and tracking of results.
Bachelor's degree; MBA preferred or relevant experience.

Nice To Haves

Experience working in a tech startup environment is a strong preference.

Responsibilities

Develop and execute territory account plans to achieve quota responsibilities for the team and region through direct selling and partners.
Drive a best-in-class sales methodology framework, including rigorous qualification and navigation of complex Federal deals.
Manage effective working relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development, Marketing, and personal network to identify and develop sales pipeline.
Champion value and consensus selling across the GTM organization and enable AEs to create their own territory account strategy.
Engage with other functions across the company and Fortanix’s partner ecosystem to support sales pursuits and revenue growth.
Maintain a strong working knowledge of core personas, competitors, product offerings, and named accounts.
Identify and develop opportunities to bring Fortanix’s innovative Confidential AI solution to mission-oriented agencies that require data, applications, and models to be protected at all times.