Federal Business Development Manager (Fed/Civ)

UltraViolet Cyber•Washington, DC

1d•$140,000 - $205,000

About The Position

UltraViolet Cyber is seeking an experienced Federal Business Development Manager to grow its Federal Government managed services business. The role sells cybersecurity products, services, and solutions to Federal Government agencies and qualified organizations, with responsibility for developing new accounts, expanding strategic relationships, and achieving revenue and gross-profit objectives. The Federal BD Manager leads customer engagement with senior decision makers and influencers, manages the full sales cycle and account strategy, identifies and closes opportunities, and develops accurate funnel forecasts. The position works cross-functionally with Legal, Contracts, and Presales on negotiations and contractual agreements, and uses Salesforce for opportunity tracking and reporting. Onsite attendance is required for customer meetings, meals, technical conferences, and quarterly corporate meetings.

Requirements

At least 8 years of experience as an Account Manager, Account Executive, or Outside Sales Representative selling managed security services, SaaS solutions with a service component, or complex multi-year service contracts to the Federal Government.
Technical Federal sourcing and sales experience with advanced cybersecurity solutions and services.
Understanding of Federal Government contract vehicles, including GSA MAS, GSA HACS, FAA eFAST, EAGLE II, and ESI.
Understanding of and adherence to the FAR, DFARS, and laws and regulations pertaining to Federal Government procurement.
Ability to contribute to account planning and execute account plans.
Professional communication with all organizational levels, in person and virtually.
Competencies including results orientation, customer focus, business acumen, strategic thinking, critical problem solving, and communication proficiency.
U.S. citizenship and willingness to undergo a U.S. Government background investigation.

Nice To Haves

Knowledge of the cybersecurity services and operations landscape, including managed security services such as ongoing monitoring, escalation, detection, and response.

Responsibilities

Sell products and services to C-suite and executive-level Federal Government customers and qualified organizations through prospecting, cold calling, networking, and lead and referral generation.
Meet and exceed revenue, gross-profit, and sales targets for assigned strategic accounts.
Lead customer interactions with key decision makers to create new sales opportunities and grow relationships within the Federal Government account portfolio.
Execute and manage the full sales cycle and detailed account strategy, including negotiating contract terms and collaborating with Legal.
Develop and implement strategies to expand the market position within Federal Government accounts.
Build and maintain relationships with senior executives, key decision makers, influencers, and technical experts.
Position new solutions and concepts in evolving customer environments and maintain accurate funnel forecasts and revenue growth projections.
Use Salesforce for forecasting and opportunity tracking; manage the sales funnel and report on sales activities and forecasts.
Identify, develop, and close new sales opportunities.
Serve as the primary interface for products and services and generate customer demand by raising their profile.
Adapt communication style to different audiences and deliver persuasive presentations to C-level executives in person and virtually.
Work with Legal, Contracts, and Presales to draft contractual forms.

Benefits

401(k) with employer match of 100% of the first 3% contributed and 50% of the next 2% contributed
Medical insurance
Dental insurance
Vision insurance
Group term life insurance
Short-term disability
Long-term disability
Voluntary life insurance
Hospital indemnity coverage
Accident coverage
Critical illness coverage
Discretionary Time Off (DTO) Program
11 paid holidays annually
Competitive base salary and commission plan