Public Sector Regional Sales Manager, Aerospace and Defense Federal SI

As a Public Sector Regional Sales Manager at Cribl, you will be responsible for developing comprehensive business plans for Federal Systems Integrator accounts within your territory. Your role will involve meeting and exceeding quarterly and yearly revenue targets, building and maintaining a robust sales pipeline through proactive outreach, and nurturing long-term strategic relationships with key customers. You'll actively identify opportunities for growth and work closely with both internal and external partners to drive customer adoption of our solutions.

The ideal candidate for the Public Sector Regional Sales Manager role at Cribl will have 7-10+ years of experience selling large-scale enterprise IT and cybersecurity solutions to Federal Systems Integrators. A proven track record of successfully navigating complex sales cycles and generating consistent revenue pipelines is essential. Strong verbal and written communication skills are a must, along with a degree in a related field. An MBA or Master's degree from a reputable university is a plus, but not mandatory.

At Cribl, we recognize that diversity drives innovation and fosters better decision-making. We are committed to creating a culture that values and welcomes differences, where all team members feel empowered to be their authentic selves. Our hiring practices are focused on inclusivity, ensuring that all qualified candidates receive fair consideration without regard to race, gender, sexual orientation, or other protected characteristics. We believe that a diverse workforce inspires change for the better.

Cribl is an exciting place for Sales Professionals due to our unique culture that balances professionalism with a fun working atmosphere. As a remote-first company, we empower our employees to perform at their best from anywhere. You will have the opportunity to work with cutting-edge technology and play a pivotal role in shaping the future of data solutions for critical industries like aerospace and defense. Our commitment to putting customers first ensures that your efforts lead to real impact.

The compensation package for the Public Sector Regional Sales Manager role at Cribl is competitive and tailored based on geographic location, skills, and experience. Along with a base salary, you will have the opportunity to earn additional income through a commission and incentive plan. Cribl also offers a generous benefits package, including health, dental, vision, paid holidays, paid time off, and a 401(k). Our focus is on ensuring that our employees feel valued and supported.

When developing a business plan for FSI accounts, it's crucial to conduct thorough market research to understand the unique challenges and needs of each account. I focus on identifying key decision-makers and their pain points, then align our solutions to support their mission objectives. Creating a clear timeline with actionable goals and continually revisiting the plan to adapt to changing dynamics is vital for success.

In my previous roles, I have successfully sold large-scale cybersecurity solutions to various organizations, involving deep engagement in the sales cycle. I focus on building relationships with key stakeholders to clearly articulate the value of our solutions. My background in understanding customer requirements helps me tailor pitches that resonate with their unique security needs.

I utilize a multi-faceted approach to build a robust sales pipeline, including leveraging networking events, utilizing outreach tools for targeted communications, and regularly engaging with existing customers for referrals. I also prioritize staying updated on industry trends to align our offerings with potential client needs.

Navigating complex sales cycles requires patience and strategic thinking. I break down the cycle into manageable stages, ensuring clear communication and engagement at each step. I actively listen to client feedback and adapt my approach based on their responses, fostering trust and collaboration throughout the process.

Handling objections effectively involves empathy and understanding. I strive to listen to the client's concerns without interruption, then address them directly by providing relevant data or examples that illustrate how our solutions can alleviate their challenges. Maintaining an open dialogue helps in turning objections into opportunities.

In a previous position, I led a complex contract negotiation for an enterprise-level cybersecurity solution. I prepared thoroughly by understanding our client's needs, pricing strategies, and potential compromises. By cultivating a relationship based on trust and transparency, we reached a mutually beneficial agreement that strengthened our partnership.

Staying motivated in a fast-paced environment stems from my passion for meeting challenges head-on. I set specific, measurable goals for myself that provide a roadmap for success. Additionally, I celebrate small wins along the way and regularly engage with my team to share experiences and support each other's growth.

Customer relationships are paramount to sales success. Building strong relationships leads to higher trust, which fosters loyalty and repeat business. I invest time in understanding my customers’ needs, which not only helps provide tailored solutions but also opens doors for upselling and referrals as we establish ourselves as reliable partners.

Aligning my sales strategies with the company's vision involves fully understanding its core values and objectives. I integrate these principles into my pitches and presentations, showcasing how our solutions not only meet customer needs but also align with Cribl's mission of prioritizing customer success and innovation in data management.

My biggest achievement in sales was leading a successful campaign that exceeded my targets by 150% in one quarter. I did this by investing in relationship building, understanding customer needs deeply, and tailoring our offerings effectively. This accomplishment not only enhanced my confidence but also significantly contributed to the company's growth.