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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in driving sales growth within Federal segments, particularly in national security, through strategic account planning and relationship management. Proven ability to engage with CXO and technical buyers, emphasizing business value and consensus selling.
Highest-signal resume keywords
Federal Sales ExperienceComplex Solution SellingStrategic Partner ManagementSales Team CoachingActive Security Clearance
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Methodology FrameworkAccount PlanningRevenue Growth StrategiesSales Activity ReportingNegotiation Skills
Soft Skills
Leadership ExperiencePresentation SkillsExecutive EngagementCoaching Skills
Certifications & Qualifications
Bachelor's DegreeMBA Preferred
Industry Keywords
National SecurityFederal GovernmentDOD/ICSecurity Platform SolutionsTech Startup Environment
About the role
Key responsibilities & impact- Drive expansion of Fortanix's team and business across Federal segments focused on national security
- Report to the Chief Revenue Officer
- Develop and execute territory account plans to achieve quota responsibilities for the team and region through direct selling and partners
- Drive a best-in-class sales methodology framework, including rigorous qualification and navigation of complex Federal deals
- Manage relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development, Marketing, and personal networks to identify prospects and develop and qualify pipeline
- Champion value and consensus selling across the go-to-market organization
- Enable Account Executives to create territory account strategies
- Engage cross-functional teams and Fortanix's partner ecosystem to support sales pursuits and revenue growth
- Maintain working knowledge of core personas, competitors, product offerings, and named accounts
- Identify and develop opportunities to bring Fortanix's Confidential AI solution to mission-oriented agencies
- Participate directly in key deals while coaching and building the sales team
- Serve as a strategic partner across the broader GTM organization on account strategy, deal prioritization, and value-selling best practices
Requirements
What you’ll need- 5+ years of successful, growth-oriented sales experience in key security agencies and SIs
- Leadership experience is a major plus
- Location in the Washington DC area and an active security clearance are highly desired
- Proven track record of selling complex solutions, ideally security platform solutions, to the federal government, ideally the DOD/IC
- Experience increasing revenue through net-new customer acquisition and strategic partner channels, including FSIs, partners, and consultants
- Demonstrated ability to sell to CXO, technical buyers, and Line of Business while emphasizing business value over product
- Excellent presentation, negotiation, and executive engagement skills
- Coaching direct and indirect team members on strategies to drive sales wins
- Accurate reporting on sales activity and forecasting
- Consistent monitoring of team sales activity and tracking of results
- Bachelor's degree
- MBA preferred or relevant experience
- Experience working in a tech startup environment is strongly preferred
Benefits
Comp & perks- Collaborative work environment
- Amazing equity
- Great benefits
- Competitive salary
- 100% employer paid base plans for health, dental and vision
- Short and Long Term Disability
- Life Insurance
- Unlimited PTO
- The week off between Christmas and New Year's Day
- 40 hours of Volunteer Time Off/year
- Internet stipend
- Friendly culture that brings the best out of everybody
- 401k
- Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and-Long-Term Disability, Holidays