Federal Sales Manager

Job Description

Job Description

Description:

The Federal Sales Manager is responsible for developing and executing sales strategies to acquire new federal government and DOD clients and expand existing relationships. This role requires a comprehensive understanding of the federal procurement landscape, including regulations (e.g., FAR), contracting vehicles (e.g., GSA Schedules, IDIQs, BPAs), and the unique needs and challenges of various federal agencies. The Federal Sales Manager will act as a trusted advisor, building strong relationships with key decision-makers and stakeholders to position the company's offerings as valuable solutions to complex government requirements.

Key Responsibilities:

Business Development & Sales:

• Identify, qualify, and pursue new business opportunities within assigned federal government agencies and accounts.
• Develop and maintain a robust sales pipeline, actively prospecting and generating leads through various channels (e.g., networking, cold calling, attending industry events, leveraging existing relationships).
• Conduct in-depth discovery meetings to understand agency missions, challenges, and requirements.
• Present compelling solutions and value propositions tailored to the specific needs of federal clients, demonstrating deep product/service knowledge.
• Negotiate and close complex deals, ensuring compliance with federal contracting regulations and internal policies.
• Achieve and exceed assigned sales quotas and revenue targets.

Federal Market Expertise:

• Possess a strong understanding of the Federal Acquisition Regulation (FAR) and other relevant government procurement policies and procedures.
• Navigate and leverage various contracting vehicles (e.g., GSA Schedules, GWACs, IDIQs, BPAs) to facilitate sales.
• Stay informed about federal IT initiatives, budget cycles, legislative changes, and agency-specific priorities.
• Understand the competitive landscape within the federal sector and develop strategies to differentiate offerings.

Relationship Management:

• Build and maintain strong, long-term relationships with key federal decision-makers, program managers, procurement officials, and system integrators.
• Serve as the primary point of contact for assigned accounts, ensuring high levels of customer satisfaction and retention.
• Collaborate with internal teams (e.g., solutions architects, professional services, legal, contracts, marketing) to develop comprehensive proposals and deliver successful outcomes.
• Represent the company at industry conferences, trade shows, and federal events.

Strategic Planning & Reporting:

• Develop and implement strategic account plans for key federal clients.
• Manage and forecast sales opportunities accurately using CRM systems (e.g., Salesforce).
• Analyze sales data and market trends to identify growth opportunities and optimize sales strategies.
• Prepare and deliver regular sales reports and presentations to management.

Education:

• Bachelor's degree in Business Administration, Marketing, Computer Science, Public Policy, or a related field.
• Relevant certifications in federal contracting (e.g., CFCM, CPCM) are a plus.

Experience:

• 5+ years of successful sales experience, with a significant portion focused on selling to the U.S. federal government.
• Proven track record of consistently meeting or exceeding sales quotas in the federal market.
• Demonstrable experience navigating complex federal procurement processes and contracting vehicles.
• Experience selling technology solutions (e.g., software, cloud services, cybersecurity, hardware) to federal agencies is highly desirable.

Skills:

• Federal Market Knowledge: In-depth understanding of federal government structure, agencies, budget processes, and procurement cycles.
• Sales Acumen: Strong prospecting, negotiation, and closing skills. Ability to articulate complex technical and business concepts clearly and concisely.
• Communication: Excellent written and verbal communication, presentation, and interpersonal skills.
• Relationship Building: Proven ability to build and maintain strong, credible relationships with high-level federal officials.
• Strategic Thinking: Ability to develop and execute comprehensive account plans and long-term sales strategies.
• Analytical Skills: Proficient in analyzing market data, sales performance, and identifying trends.
• Technical Proficiency: Proficient in CRM software (e.g., Salesforce) and Microsoft Office Suite (Word, Excel, PowerPoint).
• Independence & Teamwork: Ability to work independently with minimal supervision while also collaborating effectively with cross-functional teams.
• Adaptability: Resilient and adaptable in a dynamic and highly regulated environment.
• Travel: Ability to travel as needed to client sites, conferences, and internal meetings. Travel will be about 60% of Month

Preferred Qualifications:

• Existing network of contacts within relevant federal agencies.
• Prior experience working for or with a federal system integrator.