Regional Sales Director – Federal Civilian – DHS and USPS

Accountabilities

• Lead sales of products and solutions across assigned DHS and USPS accounts and territories through direct customer engagement and value-added reseller (VAR) channels.

• Develop and execute strategic account plans, territory strategies, and opportunity plans aligned with federal agency priorities and business objectives.

• Manage the complete sales lifecycle, including identifying, qualifying, developing, advancing, negotiating, and closing opportunities.

• Achieve assigned sales targets and revenue growth objectives by expanding existing accounts and developing new customer and partner relationships.

• Build and maintain trusted relationships with DHS and USPS stakeholders, VARs, systems integrators, and other members of the federal technology ecosystem.

• Partner with Presales Systems Engineers to develop, position, and demonstrate solutions tailored to customer requirements and mission needs.

• Leverage customer engagement insights, including previous sales activity, invoices, technical support cases, webinar participation, and product requests, to prepare targeted customer interactions.

• Identify opportunities for product expansion, cross-selling, and incremental business through both direct sales and channel partnerships.

• Conduct effective sales meetings, maintain opportunity momentum, and consistently advance prospects toward successful business outcomes.

• Maintain accurate account plans, opportunity records, customer interactions, and partner information in Salesforce.

• Manage sales forecasting through Salesforce and Clari, ensuring clear visibility into pipeline health, risks, and next steps.

• Provide responsive communication and timely follow-up to customers and partners, maintaining high standards of customer satisfaction.

• Share customer, mission, market, partner, and competitive insights with Sales, Marketing, Product Management, and other internal stakeholders.

• Collaborate with Product Managers on customer presentations, demonstrations, onsite meetings, and product expansion strategies.

• Research territory trends, competitive activity, customer requirements, and product opportunities to identify areas for business growth.

• Represent the Sales organization in cross-functional initiatives involving research and development, production, and manufacturing to support product enhancements and new offerings.

• Participate in relevant federal industry events, vendor exhibitions, customer meetings, and partner engagements.

• Develop innovative approaches to territory and customer challenges, sharing successful sales practices and market insights across the organization.

Requirements:

• Bachelor's degree in Business, Computer Science, Information Systems, or a related field preferred.

• At least 10 years of experience selling relevant technology solutions to DHS and USPS customers.

• Strong track record of success in the federal technology market, with specialized knowledge of federal civilian accounts and sales environments.

• Advanced knowledge of sales methodologies, including Force Management and Value Selling.

• Demonstrated ability to manage complex, multi-stakeholder sales opportunities involving direct customers, VARs, and systems integrators.

• Proven success achieving sales targets and driving business growth in a high-performance environment.

• Strong analytical, strategic, and business judgment skills, with the ability to assess customer needs and develop effective territory plans.

• Experience using Salesforce.com; familiarity with Clari and sales quoting software is an advantage.

• Proficiency in Microsoft Office applications.

• Excellent written and verbal communication skills, including the ability to deliver compelling presentations to customers, partners, and internal stakeholders.

• Strong organizational skills and attention to detail, with the ability to manage multiple complex priorities independently.

• Entrepreneurial, self-directed, and motivated to develop business in a complex federal sales environment.

• Customer-focused, responsive, and committed to building long-term relationships.

• Collaborative approach and ability to work effectively with Sales, Marketing, Product Management, Engineering, and other cross-functional teams.

• Resourceful problem-solving skills and the ability to work with limited supervision while maintaining accountability for results.

• Valid driver's insurance.

• Willingness to travel as required to meet customer, partner, and business needs.

Benefits:

• Base salary range of $140,000–$175,000 annually.

• Target sales commissions of $140,000–$175,000, subject to the applicable incentive compensation plan.

• Total on-target earnings (OTE) of $280,000–$350,000.

• Fully remote work arrangement, with residence required in the Washington, DC area.

• Opportunity to lead strategic federal civilian accounts and influence business growth across major government agencies.

• Exposure to innovative cybersecurity, network visibility, and hybrid infrastructure technologies.

• Collaboration with experienced sales, engineering, product, and channel teams.

• Opportunity to build long-term customer and partner relationships within the federal technology ecosystem.