NA Federal Business Development and Alliances

The NA Federal Business Development and Alliances Professional at Corelight is responsible for supporting the sales team by developing strong business relationships with key decision-makers, nurturing long-term pipelines, and maintaining relationships with aligned technology and system integrator partners. This role also involves identifying new business opportunities and supporting field marketing initiatives to ensure that messaging aligns with current mission requirements.

Corelight requires a Bachelor's degree or equivalent experience in Business for the NA Federal Business Development and Alliances position. Additionally, candidates should have at least 3 years of experience in business development, sales, or account management, particularly in the cyber and technology mission-space. Strong written and verbal communication skills are also essential.

At Corelight, we pride ourselves on a culture that values diversity of background and thought, low-ego results, and a tireless commitment to our customers and community. Employees benefit from a geographically dispersed yet connected working environment, with opportunities for remote work and collaboration across various locations, enhancing team synergy and innovation in the NA Federal Business Development and Alliances role.

A candidate applying for the NA Federal Business Development and Alliances role at Corelight is encouraged to have experience working in the DoD or related sectors, demonstrating a successful track record in the cyber and technology mission-space. Familiarity with government processes and the ability to navigate complex organizational dynamics can greatly enhance a candidate's application.

Yes, regular travel within the CONUS is expected for the NA Federal Business Development and Alliances role at Corelight. This travel is essential for building key customer relationships and actively supporting the federal sales team in various locations across North America.

In answering this question, highlight specific examples of your achievements in business development, particularly in a cybersecurity context. Talk about your past roles, the strategies you implemented to build relationships with clients, and measurable outcomes such as increased revenue or successful partnerships.

Outline your methodology for relationship building, including how you identify key decision-makers, your approach to engagement, and methods for nurturing these relationships over time. Consider discussing the balance of empathy and strategy in your approach.

Discuss your research methods, networking strategies, and how you stay informed about developments in the federal sector. Emphasize your ability to analyze trends and identify gaps in the market to find opportunities for Corelight's solutions.

Give a specific example of a time when you contributed to your sales team's success. Use the STAR method (Situation, Task, Action, Result) to detail the efforts you made and the impact it had on your team’s objectives.

Elaborate on how competitive analysis influences your strategy for business development. Discuss methodologies you employ to gauge competitors, and how this data helps tailor your approach to better position Corelight in the marketplace.

Discuss your approach to market intelligence gathering, including tools you use or processes you follow to gain insights into customer needs, competitor strategies, and market conditions that affect Corelight's products and services.

Provide examples of past partnerships or alliances you have managed, how you contributed to their success, and what you learned about collaboration in the technology sector—particularly relating to cybersecurity.

This is an opportunity to show your understanding of current trends in technology affecting business development. Mention disruptive technologies in the cybersecurity space and how they can aid Corelight's growth and customer engagement efforts.

Talk about how you stay updated on market trends, gather feedback from customers, and collaborate with marketing teams to keep sales messaging relevant and effective in addressing client needs.

Share insights on the complexities and bureaucratic nature of federal business development, and discuss strategies you’ve used to overcome these challenges, such as building strong relationships and understanding procurement processes.