Federal Sales Account Executive (Army)

About the Role

The Federal Sales Account Executive will lead the complete sales cycle, from opportunity identification and qualification through negotiation and close, ensuring the delivery of exceptional results that meet or exceed annual sales quotas. This involves developing new business and expanding existing accounts, leveraging OPSWAT's Critical Infrastructure Lab in Arlington, VA, to host demonstrations, workshops, and executive briefings for customers and partners. The role demands a high level of expertise in Federal technology sales, preferably in cybersecurity, networking, or critical infrastructure protection, as well as a deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles.

What You Will Do

• Own and drive a Federal sales territory focused on the Army, developing and executing a comprehensive sales strategy to achieve annual sales targets.
• Meet or exceed annual sales quota by identifying, pursuing, and closing new business opportunities and expanding existing relationships.
• Lead the complete sales cycle from initial contact to close, ensuring effective communication and negotiation skills.
• Partner with Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins, developing strategic relationships that drive mutual growth.
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts, ensuring a cohesive approach to winning new business.
• Leverage OPSWAT's Critical Infrastructure Lab in Arlington, VA, to host demonstrations, workshops, and executive briefings for customers and partners, showcasing OPSWAT's cutting-edge solutions.
• Provide accurate pipeline forecasts and contribute to Federal growth strategy, offering insights that inform business decisions and expansion plans.
• Develop and maintain long-term relationships with key decision-makers within Federal agencies, focusing on delivering value and understanding their evolving needs.
• Stay up-to-date with industry trends, competitor activity, and new technologies that could impact the Federal sales landscape, ensuring OPSWAT remains at the forefront of innovation.

What We Are Looking For

• 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection, with a proven track record of success.
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles, with the ability to navigate complex sales cycles.
• Proven track record of meeting or exceeding sales quotas with Federal agencies, demonstrating a strong ability to close deals and expand relationships.
• Strong relationships within DoD, resellers, and with Federal System Integrators, with the ability to leverage these networks for growth.
• Excellent communication, presentation, and relationship-building skills, with the ability to engage and persuade at all levels.
• Mission-driven mindset with a passion for protecting national security, aligning with OPSWAT's core mission and values.
• Strong analytical and problem-solving skills, with the ability to analyze market trends and develop effective sales strategies.
• Experience with Excel and other sales management tools, with the ability to manage and analyze sales data.

Nice to Have

• Experience working with Federal agencies, particularly the Army, with a deep understanding of their specific needs and challenges.
• Knowledge of current cybersecurity threats and trends, with the ability to articulate the value of OPSWAT's solutions in addressing these challenges.
• Familiarity with OPSWAT's products and solutions, or similar technologies, with the ability to demonstrate expertise and enthusiasm.
• A strong professional network within the Federal sales community, with the ability to leverage this network for business development.

Benefits and Perks

• Competitive compensation package, with a focus on performance-based incentives.
• Uncapped career growth opportunities, with a clear path for professional development and advancement.
• Access to a state-of-the-art Critical Infrastructure Lab in Arlington, VA, for demonstrations, workshops, and executive briefings.
• Comprehensive benefits package, including health insurance, retirement planning, and paid time off.
• Remote work options, with the flexibility to work from anywhere, supported by a collaborative and innovative company culture.
• Ongoing training and development programs, with a focus on enhancing skills and knowledge in the latest technologies and industry trends.
• Recognition and reward programs, celebrating individual and team achievements and contributions to OPSWAT's mission.

• Develop a strong understanding of Federal procurement processes and contract vehicles to effectively navigate the sales cycle and identify opportunities for growth.
• Build a professional network within the Federal sales community, focusing on relationships with key decision-makers and influencers within target agencies.
• Stay updated on industry trends and competitor activity, analyzing how these impact the Federal sales landscape and identifying opportunities for OPSWAT to innovate and lead.
• Prepare a portfolio of success stories and case studies, highlighting achievements in Federal sales and demonstrating the ability to drive growth and deliver results in complex sales environments.
• Be ready to articulate the value proposition of OPSWAT's solutions, focusing on how they address specific needs and challenges within Federal agencies, and demonstrating a deep understanding of the company's mission and values.
• Negotiate based on value, focusing on the long-term benefits and strategic advantage that OPSWAT's solutions offer, rather than solely on price, and be prepared to discuss compensation and benefits that reflect the role's responsibilities and the company's commitment to its employees.
• Watch for red flags in company culture and values, ensuring alignment with personal and professional goals, and being cautious of roles that seem too good to be true or companies with unclear or unethical practices.