Sr. Federal Account Manager

Forcepoint Herndon , VA 20171

Posted 3 weeks ago

Forcepoint is transforming cybersecurity by focusing on what matters most: understanding people's intent as they interact with critical data and intellectual property wherever it resides. Our uncompromising systems enable companies to empower employees with unobstructed access to confidential data while protecting intellectual property and simplifying compliance. Based in Austin, Texas, Forcepoint supports more than 20,000 organizations worldwide. For more about Forcepoint, visit www.Forcepoint.com and follow us on Twitter at @ForcepointSec.

Focus on FMS and related programs to International Governments prospects and customers. Primary market is US based system integrators who manage FMS programs throughout the world with focus on the Middle East, NATO nations and select countries bordering Russia.

Essential Functions

  • Create and define detailed prospect and customer account plans, working in conjunction with partners, US based Systems Integrators and management

  • Meet or exceed sales quota

  • Successfully manage and close sales opportunities with the Defence Community

  • Use Salesforce effectively, maintain accurate data and hold responsibility for the development, management and closure of forecasted opportunities

  • Act as the Subject Matter Expert for the Federal marketplace, develop and maintain up-to-date knowledge of current projects and key drivers

  • Proactively create and develop relationships with key stakeholders

  • Work in close partnership with the rest of the Global Governments team, locally and globally

  • Collaborate with the wider team, particularly Sales Engineering, Capture and Business Development

  • Work strategically to navigate within the existing accounts for cross sell and upsell

  • Leverage existing relationships with the Raytheon in order to close Forcepoint opportunities

  • Perform other activities as required

Education and Experience

  • Must possess a proven track record of exceeding target goals and sales revenue

  • Strong track record of working internationally directly with Governments in target countries

  • Strong understanding of DOD FMS/FMF and USAID acquisition vehicles and contracts

  • Experience working with key DOD FMS programs at Hanscom, Aberdeen and Huntsville.

  • Ability to close deals, of all sizes, based around complex solutions

  • Previous success / experiences in a similar account manager role

  • Ability to understand, communicate and execute corporate objectives internally and externally

  • Excellent verbal and written communication skills

  • Excellent sales presentation skills with the ability to influence and impact an audience

  • Security clearance or the ability to obtain and maintain a security clearance

Desirable Skills

  • Familiarity with Cross Domain, Analytics, Insider Threat, Network Security, Cloud Security and Advanced Cyber Threat Protection solutions

  • Awareness of buying criteria and systems integrators in key markets including Canada

  • Established professional network of industry contacts. Excellent time management and organizational skills

  • Able to work well with a sales and sales engineering team and support others as well as working independently when require. Able to close business while achieving a high level of customer satisfaction.

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