Federal Sales Director (DoW)

Claroty • Washington, DC

4h • $330 - $360

About The Position

The director is responsible for aligning Claroty’s cyber-physical systems (CPS) protection platform with strict military compliance standards, such as the DoW’s OT Zero Trust strategy, to ensure operational readiness and resilience in contested environments. Additionally, this strategic leadership position involves cultivating high-level relationships with defense officials and systems integrators to drive the adoption of asset visibility and threat detection solutions across the U.S. military’s vast and siloed industrial networks.
Washington D.C. preferred

Requirements

• 5+ years of Direct Sales experience selling into DoW experience
• 3+ years of related experience within the federal sector
• Experience in selling SaaS Network Security products, working with global teams at a Cybersecurity company
• Motivated hunter ready for the fast-paced environment of a growing public sector entity
• Broad understanding of the government acquisition process, specifically the government's IT acquisition process including the following contract vehicles: SEWP, GSA, ITES, ESI, GWACs, IDIQs, and OTAs
• Knowledge of distribution partners such as Carahsoft, Vertosoft, and DLT as well as VAR partners such as SHI, Optiv, CDWG, WWT, etc.
• Experience working with System Integrators such as Deloitte, Accenture, Booz Allen Hamilton, Jacobs
• Established contacts within Federal Government Agencies and or the Department of War

Responsibilities

• Generating qualified meetings with multiple stakeholders and generating scoped pipeline opportunities
• Execute land-and-expand campaigns, from POC to large deployments
• Deliver successfully on ARR revenue targets with a focus on exceeding annual quota
• Meet, Interact, and present face-to-face with prospects at various levels and create multi-tier relationships with potential customers
• Identify and capture new leads, including customer opportunity cultivation. Summarize opportunities for internal review as well as entry into CRM
• Analyze and articulate new business opportunities in terms of deal size, key customer players, decision-makers, contract vehicles, and the detailed path to secure the deal
• Develop, maintain, and coordinate with appropriate strategic partners on emerging customer requirements, concerns, and opportunities
• Identify key conferences and trade shows within the territory to attend as appropriate. Work with the marketing department to develop FED-focused messaging

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed