Federal Business Development Manager

4 days ago

Arlington, Virginia, United States Hirsch Full time
Job Description

Job Summary:

The Federal Business Development Manager at Hirsch plays a pivotal role in driving revenue growth within the Federal Government sector. This position requires a seasoned professional with a track record of success in prospecting and selling to government entities.

Key Responsibilities:

  • Develop and execute strategic sales plans to meet and exceed assigned revenue objectives for the US Federal Government and Department of Defense.
  • Develop and execute sales campaigns for each department and agency, including organizational research, opportunity identification, qualification, development, and closure.
  • Develop and execute a bidding strategy for each department and agency.
  • Direct sales engagement at all headquarters levels of all federal departments, agencies, and subagencies.
  • Map out all federal government entities or departments, agencies, and sub-agencies, identifying leadership, management, and technical contacts responsible for Physical Access Control and video management systems.
  • Leverage existing company, customer, influencer, and partner relationships to establish a network within each department, agency, and sub-agency, while overcoming any key relationship gaps.
  • Provide direction on business requirements, including bidder requirements, procurement vehicles, certifications, APLs, and ATOs needed to win the business.
  • Empower and lead Hirsch's regional sales representatives, equipping them with the skills, knowledge, and confidence to successfully engage and sell to local federal entities, departments, and agencies.
  • Provide sales enablement, success stories, references, contacts, and other sales assistance as required for the extended Hirsch sales team.

Requirements:

  • Bachelor's degree in Business, Marketing, Computer Science, or a related field.
  • Relevant certifications (e.g., CISSP, CISM, or sales certifications) are advantageous.
  • Strong understanding of security concepts, technologies, and market trends.
  • Ability to explain technical products and services to non-technical stakeholders.
  • Expertise in consultative selling and solution selling methodologies.
  • Proficient in using CRM software (e.g., Salesforce, PowerPoint, Excel) to manage sales pipelines and client relationships.
  • Excellent negotiation and closing skills.
  • Exceptional verbal and written communication skills.
  • Strong presentation skills, capable of engaging C-suite executives.
  • Ability to analyze market trends and client needs to tailor sales approaches.
  • Skilled in creating and delivering data-driven sales strategies and reports.
  • A minimum of 6 years of sales experience selling complex electronic or SaaS solutions to the federal government.
  • Demonstrated history of sales success (President's Club or similar recognition).
  • Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches to selling.
  • Ability to develop relationships and engage at all levels of designated Federal Agencies.
  • Ability to learn and demonstrate both enterprise software and complex hardware solutions to partners.
  • Ability to learn and explain all aspects of federal requirements and mandates.
  • Ability to work with minimal supervision, balance multiple priorities, and achieve and exceed assigned sales and activity targets.
  • Polished verbal and written communication skills and meticulous attention to detail.
  • Must be willing to travel up to 50% in the region to partner onsite meetings, partner offices, events, etc.

Additional Desired Skills:

  • Data-driven.
  • Results-focused and execution leadership competency.
  • Decisive in decision-making.
  • Ability to focus on pursuing learning and growth from each challenge or failure.
  • Leadership Accountability.
  • Strong team-oriented values.
  • Ability to exhibit respect for each person's role on the team, trust, respect, etc.
  • Open communication and openness to provide and seek constructive feedback.

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