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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in selling commercial software and cybersecurity products to U.S. government customers, with a strong ability to manage complex purchasing processes and develop customer relationships. Possesses a working understanding of enterprise IT and cybersecurity concepts, along with effective communication and leadership skills.
Highest-signal resume keywords
Sales Plan DevelopmentGovernment Customer EngagementTechnical Discovery and EvaluationTeam Management and CoachingCybersecurity Product Knowledge
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 StrategyOpportunity QualificationProposal DevelopmentProduct EvaluationCybersecurity ConceptsEnterprise IT KnowledgeTechnical SalesCustomer Relationship ManagementNegotiation SkillsFunding Process Understanding
Soft Skills
Excellent CommunicationRelationship BuildingListening SkillsIndependent WorkJudgment in Prioritization
Tools & Technologies
Sales SystemsOrder Processing SoftwarePresentation ToolsDemonstration Coordination
Certifications & Qualifications
Top Secret Security Clearance (Preferred)
Industry Keywords
U.S. GovernmentDefenseIntelligence CommunityCybersecurity ProductsPKICertificate Lifecycle ManagementEncryptionKey ManagementSystems IntegratorsGovernment Contracting
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Develop and execute a sales plan for ISC software products across government customers and supporting systems integrators
- Build and maintain existing customer relationships, identify expansion opportunities, and develop new accounts
- Own opportunities from initial discovery through evaluation, proposal, negotiation, and purchase
- Understand customer buying processes, funding timelines, procurement pathways, and partner relationships
- Coordinate with order-processing staff on purchases and maintenance renewals
- Build relationships with SAIC account teams and business development staff to identify opportunities
- Qualify opportunities referred through SAIC by assessing customer problems, technical requirements, product fit, stakeholders, funding, purchasing process, timelines, and next steps
- Prioritize, redirect, or decline opportunities that do not fit ISC capabilities or business objectives
- Provide qualification summaries and requests to engineering, product, marketing, and executive staff
- Develop working knowledge of ISC products, including capabilities, limitations, deployment considerations, and licensing
- Conduct discovery conversations with technical, business, and procurement stakeholders
- Explain product capabilities accurately and connect ISC products to customer requirements
- Coordinate presentations, demonstrations, and technical discussions with specialists
- Manage product evaluations, including objectives, success criteria, customer responsibilities, follow-up schedules, and purchasing next steps
- Represent ISC at trade shows, conferences, partner events, and customer meetings; gather and qualify leads and ensure follow-up
- Help recruit, hire, onboard, and manage a sales engineer and an inside sales representative
- Establish responsibilities, account assignments, priorities, and performance expectations
- Coach the team on product knowledge, customer engagement, opportunity qualification, and follow-through
- Maintain account records, opportunity status, next steps, and revenue forecasts in the designated sales system
- Coordinate with ISC leadership on proposals, pricing, resource needs, and sales strategy
- Bring recurring customer requirements and market feedback to ISC product and development teams
Requirements
What you’ll need- Demonstrated success selling commercial software or cybersecurity products to U.S. government customers, including defense and/or Intelligence Community organizations
- Experience working directly with government end users, technical stakeholders, procurement personnel, and systems integrators
- Demonstrated ability to develop and close business through technical discovery, product evaluations, proposals, and complex purchasing processes
- Experience hiring, coaching, and managing sales or technical sales personnel
- Ability to learn technically complex products, explain them accurately, and connect their capabilities to customer requirements
- Working understanding of enterprise IT and cybersecurity concepts such as authentication, digital certificates, encryption, identity management, networking, or software integration
- Strong judgment in qualifying opportunities, setting priorities, and determining when additional technical or leadership support is warranted
- Excellent listening, written communication, presentation, and relationship-building skills
- Ability to work independently, establish practical sales processes, and maintain consistent follow-through
- Bachelor’s degree or equivalent relevant professional experience
- U.S. citizenship and ability to obtain and maintain a Top Secret security clearance; an active clearance is not required to start
- Willingness to travel for customer meetings, trade shows, and other business needs
- Preferred: Experience with PKI, certificate lifecycle management, encryption, key management, or related cybersecurity products
- Preferred: Experience building or leading a small software sales team
- Preferred: Experience coordinating product sales with larger systems integrators or government contracting organizations
- Preferred: Experience representing a technology company at industry events and converting leads into qualified opportunities
- Preferred: Existing Top Secret security clearance
Benefits
Comp & perks- Product training and access to technical specialists
- Support from a sales engineer, product specialists, and development team for demonstrations, technical discussions, and product evaluations
- Willingness to travel for customer meetings, trade shows, and other business needs