Note: The job is a remote job and is open to candidates in USA. ExtraHop is on a mission to protect and empower the connected enterprise. They are seeking a Regional Sales Manager for the Federal sector to increase revenue by developing opportunities for direct sales and partnerships with government-focused resellers.
Responsibilities
- Consistently meet and exceed assigned sales targets by securing new Federal/Department of War (DoW) customers and expanding revenue within existing DoW installations
- Proactively identify prospects for ExtraHop products through targeted cold calls, diligent lead follow-up, and in-person meetings with key decision-makers
- Engage with senior executives within the Department of War (DoW) agencies to thoroughly understand their mission-critical business requirements, decision-making processes, and funding mechanisms
- Deliver compelling presentations and demonstrations of ExtraHop products tailored to the specific needs and challenges of Federal customers
- Provide valuable customer and competitor feedback, along with pertinent field intelligence, to inform product development and sales strategies for the Department of War (DoW) market
- Prepare and rigorously implement strategic sales account plans for all DoW customers, actively identifying business growth opportunities within the assigned government customer base
- Ensure seamless collaboration between Federal resellers, field sales engineers, and management throughout the sales process, including lead generation, opportunity registration, accurate revenue forecasting, and adherence to established revenue goals
- Work strategically with Federal resellers and integrators to cultivate and expand business within your assigned territory
- Prepare and maintain an accurate and comprehensive sales forecast for your Federal territory
- Actively network within Federal customer organizations and related government industry groups
Skills
- Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering)
- Minimum of five years' experience in technology sales, with a consistent track record of exceeding sales targets, particularly within the Federal Department of War (DoW) market
- Minimum of three years' dedicated security sales experience, with a strong understanding of Federal security requirements
- Existing senior-level relationships at a wide range of Federal, Department of War (DoW) enterprise accounts within your assigned territory
- Demonstrated technical acumen and the ability to articulate ExtraHop's value proposition in a differentiated and compelling manner to Federal audiences
- Exceptional communication, organizational, and interpersonal skills essential for navigating the Federal procurement landscape
- Proven history of sales success in network/application management or related IT infrastructure solutions, with a focus on government clients
- Demonstrated ability to secure meetings and close complex deals with senior-level Federal executives
- Solid understanding of enterprise networking technologies: switches, routers, firewalls, load balancers, WAN optimization technologies, and so forth, as applied in Federal environments, is a significant plus
- Strong independent work ethic and proven experience working effectively in a fast-paced, high-stress environment, often characteristic of government sales cycles
- Background in software/hardware sales and distribution with large software, hardware, and/or networking companies that serve the Federal sector
- Ability to travel as required to support Federal customer engagements and events
- Ability to work cooperatively with internal teams and cross-functional stakeholders to achieve Federal sales objectives
- Proven ability to thrive in fast-paced, high-stress environments
- Has predictable, reliable attendance
Benefits
- Health, Dental, and Vision Benefits
- Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
- Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
- FSA and Dependent Care Accounts + EAP, where applicable
- Educational Reimbursement
- 401k with Employer Match or Pension where applicable
- Pet Insurance (US Only)
- Parental Leave (US Only)
- Hybrid and Remote Work Model
Company Overview