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Sr. Director - Federal Government Sales

Company: Tenable
Location: Washington
Posted on: June 20, 2018

Job Description:

Your Role:

As a Sr. Sales Director ' Federal Government at Tenable Public Sector, you will lead the Federal Territory Managers with a strong background in executive-level communication, building customer and partner relationships, and sales planning and segmentation. This role involves positioning and promoting the partner value proposition, leading account managers in the development and expansion of opportunities, and reinforcing existing relationships.

The ideal candidate possesses strategic technical knowledge (cybersecurity experience a big plus), and can succeed as a leader and mentor in a demanding and rewarding sales environment.

Your Opportunity:

  • You will hire, lead, manage and mentor an account team of Federal Territory Managers and additional specialists. This individual will be responsible for all quarterly and annual team revenue quota(s) and goals for software and services, while building a pipeline to support significant growth in subsequent years.
  • Develop and execute sales strategy and tactics that maximize Tenable's opportunity within the customer environment while maintaining excellent relationships with our partners and channels and maximize our partner's profit.
  • Along with sales planning, this position is responsible for accurate forecasting, timely updates, annual and quarterly business planning and delivering on quota.
  • Consistently deliver aggressive license, support and service revenue targets - commitment to the number and to deadlines. We are looking for leaders who know how to get the job done consistently, accurately and on time.

  • Ability to lead the team into greenfield and Named Account penetration, orchestrate team account planning and opportunity management and consistently hold the team to high expectations and accountability.
  • Negotiate favorable pricing and business terms with large government agencies by selling value, solving business problems and delivering a significant ROI
  • Leverage sales engineering, pre-sales engineering, business development, senior executives and professional services resources, and in-house as well as partner sales and services resources
  • Use our proven sales methodology and processes effectively by working with and inspecting your team's work. Expect what you inspect is the Public Sector philosophy.

  • Understand how to leverage both international and domestic colleagues and resources to expand deal size and value to the customer
  • Provide timely and insightful input back to other corporate functions, particularly sales operations, product management, marketing and human resources

    What You'll Need:

    • BA/BS Degree and 10 plus years direct Enterprise Software selling Management experience to Federal government agencies across DOD, IC and Civilian.

    • Experience leading and building teams by example several times in technology sales (cyber is a plus) and building a book of business substantially from existing accounts. You and your team are all hunters within our very large installed base ' expanding the depth and breadth of cyber-attack coverage across the entire Federal Government.

    • Currently exceeding team quota and past 5 years are consistently building and overachieving plans
    • Ability to grow and scale upward with the company; first line management experience is mandatory, with preference for second line management experience.
    • Very comfortable in the "C" suite with a track record of closing six and seven figure software licensing deals
    • Forecasting commitments and forecasting accuracy
    • Exceptional management, interpersonal, written and presentation skills
    • Thrives in a fast-paced, high growth, rapidly changing environment
    • Relevant software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, and/or analytics.
    • Use Salesforce extensively and ability and desire to enforce and inspect best practices
    • Track record of success and knowledge with prospects and customers in the defined territory

      We're committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels.

      Keywords: Tenable, Olney, Sr. Director - Federal Government Sales, Government & Protective Services, Washington, Maryland

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