Regional Sales Manager

Job Description

Responsibilities

• Consistently meet and exceed assigned sales targets by securing new Federal accounts and expanding revenue within existing government customer installations.
• Proactively identify prospects for ExtraHop products through targeted cold calls, diligent lead follow-up, and in-person meetings with Federal decision-makers.
• Engage with senior executives within government agencies to thoroughly understand their mission-critical business requirements, decision-making processes, and funding mechanisms.
• Deliver compelling presentations and demonstrations of ExtraHop products tailored to the specific needs and challenges of Federal customers.
• Provide valuable customer and competitor feedback, along with pertinent field intelligence, to inform product development and sales strategies for the Federal market.
• Prepare and rigorously implement strategic sales account plans for all Federal customers, actively identifying business growth opportunities within the assigned government customer base.
• Ensure seamless collaboration between Federal resellers, field sales engineers, and management throughout the sales process, including lead generation, opportunity registration, accurate revenue forecasting, and adherence to established revenue goals.
• Work strategically with Federal resellers and integrators to cultivate and expand business within your assigned territory.
• Prepare and maintain an accurate and comprehensive sales forecast for your Federal territory.
• Actively network within Federal customer organizations and related government industry groups.

Required Qualifications

• Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering).
• Minimum of five years’ experience in technology sales, with a consistent track record of exceeding sales targets, particularly within the Federal government market.
• Minimum of three years’ dedicated security sales experience, with a strong understanding of Federal security requirements.
• Demonstrated technical acumen and the ability to articulate ExtraHop’s value proposition in a differentiated and compelling manner to Federal audiences.
• Exceptional communication, organizational, and interpersonal skills essential for navigating the Federal procurement landscape.
• Proven history of sales success in network/application management or related IT infrastructure solutions, with a focus on government clients.
• Demonstrated ability to secure meetings and close complex deals with senior-level Federal executives.
• Solid understanding of enterprise networking technologies: switches, routers, firewalls, load balancers, WAN optimization technologies, and so forth, as applied in Federal environments, is a significant plus.
• Strong independent work ethic and proven experience working effectively in a fast-paced, high-stress environment, often characteristic of government sales cycles.
• Existing senior-level relationships at a wide range of Federal enterprise accounts within your assigned territory.
• Background in software/hardware sales and distribution with large software, hardware, and/or networking companies that serve the Federal sector.
• Ability to travel as required to support Federal customer engagements and events.
• Ability to work cooperatively with internal teams and cross-functional stakeholders to achieve Federal sales objectives.

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• Proven ability to thrive in fast-paced, high-stress environments.
• Has predictable, reliable attendance