Federal Business Development Manager

Hirsch•Baltimore, MD

63d•$140,000 - $160,000

About The Position

The Federal Business Development Manager at Hirsch plays a pivotal role in driving revenue growth within the Federal Government sector. This position requires a seasoned professional with a track record of success in prospecting and selling to government entities. The role involves developing and executing strategic sales plans, fostering strong customer relationships, and collaborating with internal teams to achieve business objectives. The ideal candidate will excel in a prospecting sales role, adept at identifying, qualifying, developing, and closing new business opportunities within the Federal Government.

Requirements

Bachelor’s degree in Business, Marketing, Computer Science, or a related field.
Strong understanding of security concepts, technologies, and market trends.
Ability to explain technical products and services to non-technical stakeholders.
Expertise in consultative selling and solution selling methodologies.
Proficient in using CRM software (e.g., Salesforce, PowerPoint, Excel) to manage sales pipelines and client relationships.
Excellent negotiation and closing skills.
Exceptional verbal and written communication skills.
Strong presentation skills, capable of engaging C-suite executives.
Ability to analyze market trends and client needs to tailor sales approaches.
Skilled in creating and delivering data-driven sales strategies and reports.
A minimum of 6 years of sales experience selling complex electronic or SaaS solutions to the federal government
Demonstrated history of sales success (President’s Club or similar recognition)
Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches to selling.
Ability to develop relationships and engage at all levels of designated Federal Agencies
Ability to learn and demonstrate both enterprise software and complex hardware solutions to partners.
Ability to learn and explain all aspects of federal requirements and mandates.
Ability to work with minimal supervision, balance multiple priorities, and achieve and exceed assigned sales and activity targets.
Polished verbal and written communication skills and meticulous attention to detail
Must be willing to travel up to 50% in the region to partner onsite meetings, partner offices, events, etc.

Nice To Haves

Relevant certifications (e.g., CISSP, CISM, or sales certifications) are advantageous.
Data-driven
Results-focused and execution leadership competency
Decisive in decision-making
Ability to focus on pursuing learning and growth from each challenge or failure
Leadership Accountability
Strong team-oriented values
Ability to exhibit respect for each person’s role on the team, trust, respect, etc.
Open communication and openness to provide and seek constructive feedback
Intellectually sharp and highly motivated, with a relentless drive for success.
Brimming with high energy and contagious enthusiasm.
A hands-on approach, finding satisfaction in rolling up sleeves and "getting it done," whether independently or in collaboration with others.
Possesses outstanding character and a magnetic personality.
A dedicated team player who is genuinely invested in the success of others, fostering a true enjoyment of collaborative work.
Strikes a balance between working smart and working hard. We all commit to doing whatever it takes to achieve our goals and mission, without engaging in unnecessary tasks, mere "face time," or prioritizing form over substance.

Responsibilities

Communicate the value and competitive advantages of Hirsch products and services.
Secure the technical win at the headquarters level.
Develop and execute a strategic sales plan to meet and exceed assigned revenue objectives for the US Federal Government and Department of Defense.
Develop and execute sales campaigns for each department and agency to include organizational research, opportunity identification, qualification, development, and closure.
Develop and execute a bidding strategy for each department and agency.
Direct sales engagement at all headquarters levels of all federal departments, agencies, and subagencies.
Map out all federal government entities or departments, agencies, and sub-agencies, identifying leadership, management, and technical contacts responsible for Physical Access Control and video management systems.
Leverage existing company, customer, influencer, and partner relationships to establish a network within each department, agency, and sub-agency, while overcome any key relationship gaps.
Provide direction on business requirements including bidder requirements, procurement vehicles, certifications, APLs, and ATOs needed to win the business.
Empower and lead Hirsch's regional sales representatives, equipping them with the skills, knowledge, and confidence to successfully engage and sell to local federal entities, departments, and agencies. Offer comprehensive sales leadership, education, and training programs to ensure optimal performance and success in penetrating the government market.
Provide sales enablement, success stories, references, contacts, and other sales assistance as required for the extended Hirsch sales team.