Sales Director

6 days ago

McLean, United States The Redda Group Corporation Full time

The Redda Group has been retained to find a Sales Director for Federal Civilian Sales for a tech-forward Cyber Security and IT Solutions company dedicated to achieving digital transformation success for the Federal, medium and large enterprise, and higher education sectors. The Sales Director is a key leadership role, reporting directly to the CEO. This hands-on position is designed for a dynamic, growth-focused professional with a deep understanding of sales and proposal development within the federal civilian sector. The ideal candidate will bring extensive experience in the Value-Added Reseller (VAR) market, working with technology partners such as Paloalto Networks, IBM, Cisco, Crowdstrike, Armis, Netrise, Tenable, Splunk, Infoblox, Juniper, and Axonius. Success in this role is driven by leveraging existing relationships, demonstrating sales leadership, and aligning with a unique culture of emotional intelligence, strong team collaboration, radical accountability, client obsession, and conscious leadership.

Key Responsibilities:

Sales Strategy and Leadership:

  • Develop and execute a comprehensive sales strategy targeting the federal civilian sector, focusing on cybersecurity and IT infrastructure solutions through key OEM partnerships (e.g., Paloalto Networks, IBM, Cisco, Crowdstrike, Armis, Netrise, Tenable, Splunk, Infoblox, Juniper, and Axonius).
  • Actively contribute to sales efforts by leveraging established relationships, driving new business opportunities, and expanding the client base.
  • Lead by example, embodying a culture of conscious leadership, radical accountability, and client obsession while mentoring and developing a high-performing sales team.

Proposal Development:

  • Lead the development of compelling, client-focused proposals for federal contracts, ensuring they meet all client requirements and comply with government regulations.
  • Collaborate across teams, including engineering, marketing, and solution architects, to create proposals that effectively communicate the value and differentiation of company’s solutions.
  • Utilize a deep understanding of the federal procurement process to develop competitive proposals that win new business and reflect our client-obsessed approach.

Relationship Management and Client Obsession:

  • Build and nurture long-term relationships with key stakeholders within federal agencies, leveraging existing connections to enhance trust and client loyalty.
  • Serve as a trusted advisor and primary point of contact, ensuring a high level of client satisfaction and engagement.
  • Partner closely with OEMs and internal teams to deliver integrated, tailored solutions that address client needs with a focus on client success and long-term value.

Sales Operations and Pipeline Management:

  • Oversee the entire sales process, from lead generation to proposal submission, contract negotiation, and deal closure, ensuring all activities align with company objectives.
  • Utilize CRM tools such as HubSpot or Salesforce to manage the sales pipeline, ensuring a consistent flow of qualified leads and opportunities.
  • Provide transparent and regular updates to the CEO on sales performance, pipeline health, and proposal status, demonstrating a commitment to radical accountability.

Market Intelligence and Strategic Alignment:

  • Stay informed about industry trends, federal procurement policies, and competitor activities to continually refine sales strategies.
  • Provide valuable feedback and insights to OEM partners, ensuring their solutions meet the evolving needs of the federal civilian sector.
  • Align sales strategies with growth objectives, fostering a culture of conscious leadership, emotional intelligence, and relentless focus on client success.

Cross-Functional Collaboration and Communication:

  • Collaborate closely with engineering, marketing, and solution architecture teams to ensure seamless delivery of cybersecurity and IT solutions.
  • Engage in joint business planning with OEM partners like Paloalto Networks, Splunk, Tenable, and others to enhance sales effectiveness and drive market penetration.
  • Promote a culture of strong team collaboration and open communication, ensuring all team members are aligned and focused on common goals.

Key Qualifications:

Experience:

  • Years of Experience: Minimum of 7-10 years in sales leadership within the federal civilian market, with substantial experience in the VAR sector.
  • Sales Success: Demonstrated success in managing and closing large-scale sales cycles, consistently achieving or exceeding revenue targets.
  • Industry Knowledge: Deep understanding of cybersecurity, digital transformation, and IT infrastructure solutions, particularly those involving partners like Paloalto Networks, IBM, Cisco, Crowdstrike, Armis, Netrise, Tenable, Splunk, Infoblox, Juniper, and Axonius.
  • Proposal Development: Proven experience in developing winning proposals for federal contracts, with a strong understanding of the federal procurement process and compliance requirements.

Skills:

  • Sales Strategy & Execution: Ability to develop and implement sales strategies that drive significant revenue growth and market penetration, aligned with client obsession and radical accountability.
  • Relationship Management: Exceptional ability to build and sustain relationships with senior stakeholders, OEMs, and partners, reflecting a deep commitment to client success.
  • Technical Aptitude: Strong knowledge of cybersecurity concepts, zero-trust architecture, segmentation, and hybrid workforce solutions.
  • CRM Proficiency: Expertise in using CRM systems, preferably HubSpot or Salesforce, to manage sales operations and pipeline effectively.

Communication:

  • Skills: Outstanding verbal and written communication skills, with the ability to clearly articulate complex technical concepts and proposal content to diverse audiences.

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