Senior Manager, Sales - DoD + Intelligence Community

Progress • Vienna, VA

13d • Hybrid

About The Position

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease. We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Manager, Sales for the DoD and Intelligence Community team within Progress Federal Solutions and help us do what we do best: propelling mission forward. This will be a hybrid role so working between your home office and our PFS Vienna VA location. Progress Federal Solutions is a wholly-owned subsidiary of Progress Software, a publicly held company building products that impact millions of people every day. Across the globe, Progress technology has been used to discover new medicines, run the world’s financial systems, prevent terrorism, and much more. Progress Federal Solutions focuses on servicing the U.S. government and public sector. Our portfolio includes the MarkLogic and Progress Data Platform, Semaphore semantic AI, Kemp LoadMaster, MOVEit secure file transfer, and Sitefinity - deployed across the DoD, Intelligence Community, federal civilian agencies, and SLED. To learn more visit www.progress.com/federal.
The position is principally responsible for driving sales growth and achievement of overall business goals across the Department of Defense and the Intelligence Community for Progress Federal Solutions. This will be achieved through the cross-functional creation of business plans and the direct execution of those plans in full alignment with PFS corporate objectives, the federal go-to-market model, and the Progress Ecosystem. The successful candidate will lead a team of 4+ Account Executives responsible for a significant revenue portfolio across the DoD and Intelligence Community. The successful candidate must have a "hands on" approach and be actively involved in the larger and more complex sales opportunities, leading from the front, not the back office. This role demands an individual who can develop and deepen relationships with mission stakeholders, program offices, integrators, and the SI community that surrounds DoD and IC programs. The sales model is a mix of landing new mission wins and expanding within existing programs through upsell and cross-sell across the Progress Federal Solutions portfolio. This role is responsible for managing and leading the DoD/IC sales team by providing a clear vision and focus, providing solid and aggressive mission penetration strategies, leveraging Progress sales processes, and building a full pipeline of qualified federal opportunities. The position will also ensure alignment across other functions; Federal Marketing, Channel and Partner Programs, Finance, Legal, Professional Services, Contracts, and People Team to ensure success. Maximizing efficiencies through the successful adoption of Progress systems, tools, and processes.

Requirements

• Proven experience and successful track record at the Sales Leadership level, with deep expertise in selling enterprise software into the Department of Defense and Intelligence Community. Mission and domain knowledge is a critical requirement.
• Experience selling Enterprise Software products. Data platform, multi-model database, semantic/AI, or secure infrastructure software experience is a strong plus.
• Excellent business acumen and a proven track record of building and developing business through innovation and creativity, with the ability to balance the tactical (short-term success) with the strategic (long-term mission outcomes).
• A healthy personal network across DoD and IC mission stakeholders, program offices, and the integrator/SI community, with a high level of credibility in these markets.
• Working knowledge of how DoD and IC customers buy — program lifecycles, capture timelines, contract vehicles, and the role of channel and integrator partners in shaping outcomes.
• Understands and adheres to publicly held company requirements.
• A proven track record of communication, influencing, and interacting successfully with executive management, preferably in a U.S. headquartered and listed company (fully understanding compliance and legal business requirements).
• Solid experience growing key direct and end-user enterprise business in the federal market.
• Solid desire and ability to participate with your reps in customer calls - driving success for the customer and our business, and demonstrating how you can lead by example to help close business.
• Demonstrated successful track record sourcing, recruiting, developing, and retaining top federal sales talent.
• Demonstrated sales management and coaching skills focused on improving both the how and the what of an individual’s performance.
• Ability to drive a sense of urgency cross-functionally to complete critical business initiatives.
• Proven experience developing relationships at senior government and "C" levels across customers, integrators, and partners; appreciating that trust is built on both Progress, the company, and the professional conducting business on our behalf.
• In-depth understanding and practical, effective utilization of account planning and strategy setting in the federal context.
• Recognizes the importance of and effectively leverages account management tools and processes such as Salesforce.com and strategic selling methodologies (MEDDPICC, Miller Heiman, or equivalent).
• U.S. Citizenship and an active TS/SCI clearance required. Lifestyle polygraph preferred.
• Based in the DMV (DC / Maryland / Virginia) required, with regular travel to DoD/IC customer sites as needed.

Nice To Haves

• Lifestyle polygraph preferred.

Responsibilities

• Deliver financial results and customer goals in line with the overall strategic vision and execution plan as agreed with the Sr. Director of Sales, Progress Federal Solutions.
• Provide and align the DoD/IC sales team around the strategic goals and critical initiatives needed to ensure focus and successful attainment of both.
• Improve effectiveness and efficiency to increase productivity and scale sales performance across the DoD and IC.
• Deliver and drive detailed growth-oriented business plans, including penetration of focused mission areas across the Combatant Commands, military services (Army, Navy, Air Force, Space Force, Marines), DISA, DLA, the 4th Estate, and the Intelligence Community (ODNI, CIA, NSA, DIA, NGA, NRO and their components).
• Build a solid, reliable sales pipeline focused on enterprise mission/value selling, enforcing solid sales processes that provide a disciplined approach for successful solutions selling, and establish accurate sales revenue forecasting procedures.
• Identify and cultivate key SI, channel, and alliance relationships that drive revenue opportunities and ensure customer success through deployment.
• Drive smart use of federal contract vehicles — GSA, SEWP, ITES, DoD ESI, and agency-specific vehicles — to accelerate procurement and reduce friction.
• Develop, implement, and evaluate performance objectives and measures, both how (Progress Values and Sales Competencies) and what (retention and quota attainment), focused on customer satisfaction, retention, and acquisition.
• Attract, recruit, hire, develop, and retain top federal sales talent, partnering with the Progress People Team to leverage a broad array of best practices, systems, tools, and processes.
• Lead by example in the use of Progress technology and AI to drive sales productivity. Champion the rapid development and deployment of internal AI-powered tools — for demos, proposal generation, customer research, and meeting preparation — that compress time-to-value and give the team a measurable edge in the field.
• Operate within the requirements of doing business with the federal government — including FAR/DFARS basics, ethics rules, and the compliance posture expected of a publicly held company serving DoD and IC customers.

Benefits

• Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan.
• Tuition Reimbursement program.
• Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.
• Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
• Flexible paid vacation time, paid day off for your birthday, and company holidays.
• A variety of leave plans, including Parental Leave.
• Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.

What This Job Offers

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