Regional Sales Director – Federal Civilian – DHS and USPS

Gigamon•Washington, DC

30d•$280,000 - $350,000•Remote

About The Position

The Regional Sales Director will drive Gigamon’s growth across Department of Homeland Security agencies and the United States Postal Service. Reporting to the Regional Vice President of Federal, this role leads direct and channel sales efforts in coordination with value-added resellers, systems integrators, presales engineers, product managers, and other internal stakeholders. The role manages the full sales lifecycle, from account planning and opportunity development through solution alignment, negotiation, and close, helping federal customers address network visibility, cybersecurity, and mission-support challenges while expanding adoption of Gigamon solutions. The position is based in the Washington, DC area and requires residence in the area, as well as travel to meet customer and business requirements. It is listed as fully remote. The targeted base salary range is $140,000–$175,000, with an opportunity to earn $140,000–$175,000 in target sales commissions and total on-target earnings of $280,000–$350,000, subject to the applicable incentive compensation plan. Actual compensation may vary based on company practices, experience, skills, qualifications, and other relevant factors.

Requirements

10 or more years of experience selling relevant technologies to DHS and USPS customers.
Advanced knowledge of sales methodologies, including Force Management and Value Selling.
Record of success in the federal technology market, with specialized sales and market expertise.
Consistent results in a high-performance environment, using strong analytical and business judgment skills.
Experience managing complex, multifaceted sales opportunities involving direct customers, VARs, and systems integrators.
Experience using Salesforce.com.
Proficiency with current Microsoft Office applications.
Effective written and oral presentations to customers, partners, and internal stakeholders.
Excellent verbal and written communication skills in English.
Proof of valid driver’s insurance.
Residence in the Washington, DC area.
Willingness to travel as needed to meet customer, partner, and business requirements.
Ability to manage multiple complex priorities, work with limited supervision, and remain accountable for results.
Customer-focused, collaborative, self-directed, and resourceful approach to sales and problem-solving.

Nice To Haves

Bachelor’s degree in business, computer science, information systems, or a related field is preferred.
Experience with Clari and quoting software.

Responsibilities

Own sales of Gigamon products and solutions across an assigned DHS and USPS territory or group of named accounts through direct engagement and the VAR channel.
Develop and execute account plans, territory strategies, and opportunity plans aligned with DHS and USPS priorities.
Identify, qualify, develop, advance, and close sales opportunities throughout the full sales lifecycle.
Achieve sales budget and growth objectives by expanding existing customer relationships and developing new customer and partner relationships.
Build and maintain trusted relationships with DHS and USPS customers, VARs, systems integrators, and other members of the federal ecosystem.
Collaborate with assigned Presales Systems Engineers to develop, position, and demonstrate Gigamon solutions for customers and prospects.
Use customer engagement signals and available resources to prepare targeted sales calls.
Sell new and existing products, uncover additional opportunities, and secure incremental business through VAR channel and direct sales activity.
Execute effective sales calls, advance opportunities, and close new business throughout the assigned territory.
Maintain accurate account plans, opportunity information, customer interactions, and partner data in Salesforce.com.
Forecast accurately through Salesforce and Clari, maintaining visibility into pipeline health, risks, and next steps.
Communicate and follow up promptly with customers and partners while meeting or exceeding customer expectations.
Communicate customer, mission, market, partner, and competitive insights to Sales, Marketing, Product Management, and other stakeholders.
Identify and communicate opportunities for product expansion, customer solutions, and business growth.
Collaborate with Product Managers on customer presentations, demonstrations, onsite visits, product expansion strategies, and tailored solutions.
Research and analyze territory conditions, competition, customer requirements, and product mix; present products to current and prospective customers.
Represent Sales on cross-functional initiatives involving R&D, production, and manufacturing to support new products and product enhancements.
Attend relevant federal industry events, vendor shows, and customer or partner meetings as required.
Develop innovative approaches to territory challenges and share effective sales and market practices across Sales, Marketing, and Product Management.
Perform other duties as assigned.