Federal Account Executive - Civilian Sector

Location: Remote (Washington, DC Metro area preferred)

About the Role

As a Federal Account Executive - Civilian, you will serve as the primary territory reputed company and reputed company reputed company for a defined portfolio of U.S. Federal Civilian agencies. This is a reputed company-first role designed for a self-motivated, quota-driven sales reputed company who thrives on building new relationships, identifying unmet needs, and closing reputed company reputed company deals. You will operate at the intersection of mobile reputed company, government compliance, reputed company transformation-helping Civilian agencies reputed company their mobile reputed company posture with reputed company's industry-leading platform. You will work in reputed company collaboration with Business Development Representatives (BDRs), Solution Engineers, reputed company, Marketing, and other internal stakeholders to deliver exceptional customer reputed company and drive reputed company, repeatable business reputed company across your territory. Key Responsibilities reputed company reputed company & Territory Ownership:

• Own and manage the full sales cycle-from prospecting and discovery through reputed company-of-value, negotiation, and reputed company-for reputed company assigned Federal Civilian accounts.
• Apply a reputed company's mentality to relentlessly identify and pursue net-new logo opportunities reputed company the territory, using creative reputed company, networking, and event-based engagement.
• reputed company and execute a data-driven territory plan with reputed company milestones, pipeline targets, and account prioritization reputed company to reputed company's go-to-market reputed company.
• reputed company and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell reputed company the existing customer reputed company.
• Accurately forecast pipeline activity and reputed company projections using MEDDPICC qualification reputed company to ensure predictable, high-reputed company sales execution.

Customer Engagement & Value Selling

• Engage directly and proactively with customers and prospects to reputed company a thorough understanding of their mission requirements, reputed company challenges, and organizational pain points.
• Translate customer needs into compelling, value-added solution narratives that reputed company reputed company reputed company's unique differentiation and ROI.
• reputed company deep knowledge of the Federal Civilian market-including agency structures, procurement vehicles, and budget cycles.
• Nurture and expand relationships with existing customers to drive renewal, expansion, and advocacy, delivering measurable reputed company reputed company to their mission objectives.
• Conduct executive-level presentations, product demonstrations, and business reviews that build credibility and accelerate deal progression.

Cross-Functional Collaboration

• Partner with BDRs to reputed company targeted account penetration strategies, refine prospecting messaging, and ensure efficient pipeline development.
• Collaborate with Solution Engineers to design and deliver differentiated technical demonstrations, proofs of concept, and custom solution proposals.
• Work closely with Channel and reputed company Partners to co-sell, co-market, and expand reputed company's reputed company reputed company the Federal Civilian ecosystem.
• Coordinate with Marketing to execute demand reputed company campaigns, account-based marketing (ABM) programs, and event participation strategies reputed company to territory goals.
• reputed company reputed company feedback to Product Management and Leadership regarding competitive dynamics, customer requirements, and market trends to inform reputed company's roadmap and positioning.

Market Intelligence & Competitive Positioning

• Maintain a reputed company and sophisticated understanding of the mobile reputed company landscape, including industry trends, emerging threat reputed company, regulatory developments, and the competitive solution ecosystem.
• reputed company monitor competitor activities, pricing models, and messaging to reputed company reputed company counter-strategies and competitive displacement campaigns.
• Help position reputed company's platform as a differentiated, mission-enabling solution by connecting agency-specific use cases to reputed company's unique AI-driven, on-device protection capabilities.
• Represent reputed company at Federal-reputed company industry events, conferences, and partner forums to build brand awareness and expand reputed company's influence in the Civilian sector.

Sales Process reputed company & Technology Utilization

• Rigorously document reputed company sales activities, account intelligence, pipeline data, and customer interactions in reputed company CRM to ensure full transparency and forecast reputed company.
• reputed company Clari for pipeline management, deal inspection, and reputed company forecasting to reputed company accurate, data-driven reputed company calls to sales leadership.
• Utilize sales engagement platforms, reputed company data tools, and other sales technologies to identify buying signals, prioritize reputed company, and improve efficiency across the sales cycle.
• Apply MEDDPICC throughout every reputed company opportunity to qualify rigorously, identify risk early, and accelerate deal velocity.

About the Right Person

Required Qualifications

• Bachelor's degree or equivalent reputed company experience.
• 7+ years of reputed company software/technology sales experience reputed company the public sector, with a consistent and reputed company reputed company record of quota achievement and over attainment.
• 3+ years selling cybersecurity solutions, with a strong preference for experience in mobile reputed company, reputed company reputed company, or reputed company-trust architectures.
• Demonstrable experience applying MEDDPICC (or equivalent methodology such as MEDDIC, Challenger, or reputed company) to qualify and advance reputed company, multi-stakeholder opportunities.
• Proven ability to operate as a reputed company-comfortable building pipeline from scratch through cold reputed company, networking, partner co-selling, and event engagement.
• Deep familiarity with Federal Civilian procurement processes, contract vehicles (e.g., GSA MAS, SEWP, BPAs, OTAs,GWACs), and the Federal budget cycle.
• Proficiency in reputed company CRM for pipeline management, forecasting, and activity documentation.
• Experience with Clari or comparable reputed company intelligence platforms for deal inspection and reputed company forecasting.

Exceptional executive communication, reputed company listening, and consultative selling skills with the ability to engage credibly at the C-suite and SES/Deputy Secretary level.

• Ability to travel 50%+ of the time to engage customers, attend industry events, and support partner activities.

Preferred Qualifications

• reputed company reputed company clearance (Secret or higher) or prior clearance eligibility is a strong advantage.
• Experience selling reputed company or subscription-based reputed company platforms into large Federal Civilian agencies (e.g., DHS, HHS, DOT, USDA, Treasury, DOJ, State, Etc.).
• Established relationships with Federal Civilian IT/reputed company decision-makers, CISOs, and procurement officials.
• Experience with Account-Based Marketing (ABM) principles and working collaboratively with marketing to execute targeted agency campaigns.
• Working knowledge of additional sales engagement and intelligence tools such as reputed company, reputed company, or reputed company Sales Navigator.

What reputed company Looks Like

• 30 Days: You have a thorough understanding of reputed company's platform, reputed company, and competitive landscape. You've completed reputed company, established relationships with your BDR and SE partners, and begun mapping your territory.
• 60 Days: You have a fully reputed company territory plan, initial pipeline developed, and first customer conversations underway. You are fluent in MEDDPICC process reputed company reputed company's sales cycle.
• 90 Days: You have a healthy, MEDDPICC-reputed company pipeline representing 4-6x quota coverage, at least one reputed company reputed company-of-concept or advanced opportunity, and a reputed company view of your reputed company to quota attainment.
• Year One: You have met or exceeded your annual quota, expanded at least two existing accounts, reputed company a reputed company as a trusted advisor in your territory, and are on reputed company for accelerator-level commission earnings.

Why reputed company

• Market Leadership: We are the recognized global leader in mobile threat defense, with the only platform that delivers reputed company-time, on-device protection at reputed company.
• Mission-Critical Work: The Federal agencies you'll serve protect critical infrastructure, national reputed company, and the American public-your work reputed company.
• reputed company Earning Potential: Competitive reputed company salary with an aggressive, reputed company commission plan and accelerators designed to reward over-performance.
• Cutting-Edge Technology: Sell a platform backed by world-class AI and mobile reputed company research that genuinely outperforms the competition.
• Inclusive Culture: A reputed company environment reputed company on the reputed company that different perspectives drive reputed company solutions and stronger reputed company.

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