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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in federal sales and account management, with a strong focus on developing and executing strategies for mission-critical technology solutions. Proven ability to build relationships with key stakeholders and navigate complex federal procurement processes to drive revenue growth.
Highest-signal resume keywords
Enterprise Sales ExperienceFederal Account ManagementBiometric Solutions SalesRFI/RFP Response CoordinationFederal Procurement 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 Growth StrategiesFinancial Offer DevelopmentNegotiation SkillsCustomer Requirement AnalysisCompetitive Capture PlanningAI-Enabled Software SolutionsDigital Identity TechnologiesCybersecurity SolutionsCRM Platform UtilizationContract Management
Soft Skills
Customer CommunicationRelationship ManagementPresentation SkillsValue PositioningNegotiation Skills
Tools & Technologies
CRM PlatformsCloud PlatformsEnterprise Software
Industry Keywords
U.S. Federal GovernmentDHSBorder SecurityPublic SafetyIdentity ManagementMission-Critical TechnologyFederal Acquisition LifecycleStrategic Industry PartnersSystems IntegratorsAcquisition Strategies
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Sell Thales solutions and protect and grow strategic relationships with the U.S. Department of Homeland Security
- Expand Thales’ presence across federal law enforcement, border security, public safety, and digital identity markets
- Manage assigned federal sales opportunities through qualification, solution positioning, offer development, negotiation, order completion, and contract award
- Serve as the primary sales interface for assigned DHS and federal accounts
- Promote biometric, digital identity, identity proofing, credentialing, AI-enabled, border security, and public safety solutions
- Develop and execute sales and account plans supporting order intake, revenue growth, margin objectives, account expansion, competitive displacement, and customer acquisition
- Develop financial and commercial offers with Finance, Solution Engineering, Product Management, Contracts, Legal, and other stakeholders
- Lead or support customer negotiations and secure internal approvals
- Coordinate activities converting accepted offers into orders, contracts, modifications, or recognized bookings
- Maintain customer satisfaction, accurate CRM and forecast information, and accountability for sales performance indicators
- Build relationships with DHS decision-makers, acquisition officials, program leaders, CIO and CTO organizations, systems integrators, and industry partners
- Identify, qualify, and shape opportunities across federal mission-critical government markets
- Develop opportunity and capture plans covering requirements, competitive positioning, win themes, solution gaps, teaming, pricing, and pursuit strategy
- Lead complex, multi-million-dollar federal pursuits and coordinate cross-functional contributors, bid gates, opportunity reviews, and RFI/RFP responses
- Prepare pursuit deliverables including opportunity summaries, bid-gate materials, commercial strategies, executive summaries, proposals, and closing plans
- Monitor and communicate customer requirements, federal policy, funding priorities, acquisition strategies, technology trends, competitive activity, risks, and market opportunities
Requirements
What you’ll need- Bachelor’s degree in Business, Engineering, Computer Science, or a related field
- At least 8 years of successful enterprise sales, account management, business development, or capture experience supporting U.S. Federal Government customers
- Demonstrated success selling mission-critical technology solutions, such as biometrics, digital identity, AI-enabled software, cybersecurity, border security, law enforcement, public safety, or identity management technologies
- Experience managing strategic federal accounts and delivering measurable sales growth
- Experience developing financial and commercial offers, supporting pricing decisions, negotiating commercial terms, and closing sales
- Established relationships within DHS, federal law enforcement agencies, federal systems integrators, and/or relevant strategic industry partners
- Proven ability to win complex, multi-million-dollar federal opportunities
- Strong understanding of federal procurement processes, acquisition strategies, contract vehicles, competitive capture planning, and the federal acquisition lifecycle
- Experience leading or coordinating responses to RFIs, RFPs, and other federal procurement activities
- Ability to analyze customer requirements, competitive information, financial considerations, and sales data
- Strong customer communication, presentation, value-positioning, negotiation, and relationship-management skills
- Ability to communicate complex technical concepts, including AI, biometrics, digital identity, cloud platforms, and enterprise software
- Experience using CRM platforms for opportunity progression, pipeline development, sales forecasting, and closing plans
- Ability to operate independently, manage competing priorities, and lead cross-functional sales and pursuit activities
- Willingness to travel 20%
- Legally authorized to work in the United States for any employer at the time of hire
- Not eligible for visa sponsorship or assuming sponsorship of an employment visa
- Successfully complete a post-offer background check
Benefits
Comp & perks- Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance
- Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period
- Company paid holidays and Paid Time Off
- Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program