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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading complex sales engagements within the U.S. Federal Civilian market, focusing on Data Management, Analytics, and AI/ML technologies. Proven ability to develop strategic territory plans, manage federal procurement processes, and build relationships with C-suite executives and decision-makers.
Highest-signal resume keywords
Enterprise Software Sales ExperienceMEDDPPICCC Sales QualificationData Management and AnalyticsFederal Compliance and Security FrameworksRelationship Management with System Integrators
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Enterprise Software SalesData ManagementAnalyticsAI/MLMEDDPPICCC MethodologyFederal Procurement ProcessesDatabase SoftwareEnterprise Application IntegrationGo-To-Market PlanningRevenue Growth Strategies
Soft Skills
Entrepreneurial MindsetTeam CohesionAlignment and Shared SuccessConsultative SellingTrusted Advisor
Industry Keywords
Federal Civilian MarketCIOCDOCISOCTOProgram ManagersFedRAMPFISMANISTGSA
Tech Stack
Tools & technologiesCloudOpen Source
About the role
Key responsibilities & impact- Lead and grow a strategic Federal Civilian territory
- Lead complex, consultative sales engagements helping agency leaders modernize data architectures, meet federal data mandates, and deploy enterprise AI/ML capabilities securely at scale
- Take full ownership of a strategic agency territory
- Develop detailed go-to-market plans and drive year-over-year revenue growth
- Serve as a trusted advisor to senior federal leadership, including CIOs, CDOs, CISOs, CTOs, and Program Managers
- Develop and execute comprehensive territory strategies and business plans targeting key Federal Civilian agencies
- Generate net-new pipeline and expand existing customer footprint
- Lead complex sales cycles for enterprise Data, Analytics, and Private AI platform technologies across multi-cloud and hybrid environments
- Apply the MEDDPPICCC sales qualification methodology to manage pipeline, qualify opportunities, forecast quarterly revenue, and accelerate deal velocity
- Navigate federal procurement processes with contracting officers, prime contractors, System Integrators, and channel partners across federal contract vehicles such as SEWP and GSA
- Coordinate Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support resources
- Establish and nurture trusted relationships with C-suite executives, senior agency decision-makers, and industry partners in greenfield and expansion accounts
Requirements
What you’ll need- 5–10+ years of direct, full-cycle enterprise software sales experience delivering technology solutions into the U.S. Federal Civilian market
- Consistent history of meeting and exceeding annual quotas in complex, enterprise-level sales environments
- Understanding of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration (preferred)
- Strong, demonstrated mastery of MEDDPPICCC (or MEDDIC) sales qualification and execution strategies
- Network of existing relationships with System Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, General Dynamics), and government resellers in the FedCiv space
- Familiarity with federal compliance and security frameworks (e.g., FedRAMP, FISMA, NIST, ATO processes)
- Bachelor’s degree (BA/BS) or equivalent practical/military experience
- Entrepreneurial mindset and ability to thrive in a dynamic, high-growth environment with autonomy and accountability
- Passion for helping federal agencies leverage technology to protect, serve, and innovate for the public good
- Ability to drive results while fostering team cohesion, alignment, and shared success across internal and external partner teams
Benefits
Comp & perks- Generous PTO Policy
- Unplugged Days to support work-life balance
- Flexible WFH Policy
- Mental & Physical Wellness programs
- Phone and Internet Reimbursement program
- Access to Continued Career Development
- Comprehensive Benefits and Competitive Packages
- Paid Volunteer Time
- Employee Resource Groups