Sr Federal Account Manager-Civilian

Proofpoint•Virginia, VA

13d

About The Position

Proofpoint is seeking a motivated account executive to develop new business in a growth territory serving the Civilian side of the U.S. Federal Government. The role focuses on opening whitespace accounts and building prospective customer relationships through consultative selling, cold calling, demand-generation activities, and collaboration with channel and ecosystem partners. Several Proofpoint products are FedRAMP authorized. The account manager works with Sales Engineering, resellers, system integrators, distributors, and other sales team members to develop customer value propositions, go-to-market strategies, pipeline, and revenue. The position also involves proposal responses, quotes, targeted account plans, forecasting, Salesforce hygiene, competitive knowledge, and achievement of quarterly and annual revenue targets. Travel to trade shows, customer visits, and headquarters visits is approximately 25%.

Requirements

At least 3 years of field sales experience selling into the Federal Civilian space or equivalent enterprise sales experience.
Experience selling complex software solutions; cybersecurity experience is preferred.
Understanding of U.S. Government acquisition processes and IT budget planning.
Understanding of cybersecurity, FedRAMP, and other technical requirements for Federal Government accounts.
Track record of opening doors and creating relationships with Federal agencies, including HHS, VA, DOI, USDA, and other Civilian agencies.
Excellent presentation skills and ability to present to technical and business-focused audiences.
Strong written and verbal communication skills and ability to articulate Proofpoint’s value clearly and effectively.
Organized, detail-oriented, and process-oriented.
Ability to manage multiple tasks and use good judgment in resolving complex issues.

Nice To Haves

5 or more years of field sales experience selling into the Federal Civilian space or equivalent enterprise sales experience.
Cybersecurity sales experience.
BA/BS degree or equivalent.

Responsibilities

Develop successful customer relationships through consultative selling, targeting Federal Civilian accounts.
Assist team members with sales efforts and account administration as directed by sales leadership.
Partner with Sales Engineering to demonstrate the value of Proofpoint’s people-centric platform.
Collaborate with reseller partners, System Integrators, and Distributors in the Federal community to develop go-to-market strategies and generate pipeline and revenue.
Prepare responses to customer proposals, build quotes, and develop targeted account plans.
Participate in regular forecasting activities and maintain Salesforce (SFDC) hygiene.
Maintain current knowledge of Proofpoint’s competitive positioning.
Meet or exceed quarterly and annual revenue targets.
Travel locally and nationally for trade shows, customer visits, and headquarters visits, approximately 25%.