Federal Sales Director (FED/CIV)

Claroty

5d • $300 - $350

About The Position

The Federal Civilian Sales Director acts as a strategic leader responsible for driving revenue growth and expanding Claroty’s footprint within U.S. federal civilian agencies, such as DHS, DOS, and GSA. This role involves executing “land-and-expand” campaigns to secure critical infrastructure and cyber-physical systems (XIoT) while managing relationships with key channel partners and systems integrators like Carahsoft and Deloitte. Additionally, the director works closely with sales engineering teams to move opportunities from proof-of-concept to full deployment, ensuring the company meets or exceeds its Annual Recurring Revenue (ARR) targets.

Requirements

• 5+ years of Direct Sales experience selling into FED CIV with emphasis on the cabinet level agencies: DHS, DOS, GSA, DOT, USTD, HSS, GAO and DOI.
• 6-9 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, GDIT, etc.
• Established contacts within Federal Government Agencies

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