Regional Sales Manager - Federal Civilian

About Vectra.ai

Vectra.ai delivers a new class of advanced threat defense that provides real-time detection and analysis of active network intrusions. Vectra technology picks up where perimeter security leaves off by providing in-depth, continuous analysis of both internal and Internet-facing network traffic to automatically detect all phases of a breach as attackers attempt to spy, spread, and steal within your network.

Vectra directly analyzes network traffic in real-time using a patent-pending combination of data science, machine learning, and behavioral analysis to detect attacker behaviors and user anomalies in the network. All detections are correlated and prioritized to show an attack in context, and Vectra Networks' machine learning adapts as attacks evolve.

Position Overview

Vectra is looking for a DoD Regional Sales Manager for the DC area. As a Federal Sales Manager, you are responsible for selling Vectra's Products and Solutions through Channel Partners and interacting directly with customers in the region. You will be working closely with a Sales Engineer in the same field and territory. Essential to this role's success is a keen ability to develop new accounts and penetrate new divisions and organizations within your assigned accounts.

You should have excellent communication skills, and problem-solving abilities are essential, along with being self-driven. The ability to succeed in this role will require a strong drive and advanced technical/business skills.

Responsibilities

• Identify, cultivate, and close new business sales relationships with enterprise accounts at an executive level, within designated territory, with CISO/CIO/CTO level contacts.
• Have a disciplined approach to pipeline development through leveraging Marketing, Channel partners, Customers, Sales Development team, and their own ability to prospect organically.
• Develop an overall account strategy that will lead to a well-executed, team-based selling effort.
• Team up with your Sales Engineer partner to deliver outstanding product demonstrations and well-executed proof of concepts programs.
• Build a strong partnership with existing customers that focuses on customer retention, high renewal rates, and expansion within the customer.
• Effectively forecast monthly/ quarterly revenue and communicate the status of strategic transactions to ensure you never win or lose alone.
• Strategic management of existing channel partners and the development of new channel partners;
• 3-4 days a week domestic travel (and sometimes international);
• Development of strategic business plans for territory quarterly.

Qualifications

• Minimum 3+ years of Enterprise Sales experience exceeding quotas selling security, networking, or software solutions.
• Previous experience in Federal Sales
• Hunter: you aren't afraid of cold-calling, breaking doors down to talk to the right people, and own early-stage pipeline development.
• A winner, someone who holds themselves accountable for consistent over-achievement.
• Successful closing complex Enterprise sales with multiple buying influences
• Experience managing and closing deals of $200K+, as well as high-value transactions above $1m+.
• Experience establishing and fostering strong relationships with potential partners and customers
• Ability to demo products, working independently from Sales Engineers in first customer-meetings
• Strong presentation and communications skills, translating technical features into business-values
• Experience with Salesforce.com is a plus.
• Outstanding verbal, written, and presentation skills.
• Comfortable working in a highly fast paced environment.
• Experience in consultative security fields; incident response, forensic investigations, threat intelligence, penetration testing, etc.
• Public speaking experience.
• Bachelor's degree preferred.
• Veterans are highly encouraged to apply.

Vectra Total Rewards

Our competitive total rewards package includes cash compensation within the following range: On-Target Earning USD 221,900 - 300,300. Actual pay for this position may vary based on the hired candidate's location, experience and relevant incumbent pay position.