Principal Federal Enterprise Sales Director

Summary

Join Ivanti as a Federal Account Manager and contribute to the growth of our National Security and Intelligence Community business. This outside sales role focuses on developing, managing, and closing business within these agencies. You will be responsible for expanding Ivanti's presence by driving the sales cycle, engaging in outbound activities, and managing cross-functional resources. Success in this role requires aligning Ivanti's solutions with customer needs, articulating our vision, and building a strong sales pipeline. The ideal candidate possesses extensive experience in federal sales, a strong security clearance, and a proven track record of achieving sales targets.

Requirements

• 7+ years’ experience selling into the Federal space as an individual contributor
• Security Clearance (TS, TSSCI)
• Demonstrable track record of achieving sales targets
• Defined sales process & methodology to drive repeatable & predictable results
• Ability to understand the “bigger picture” and the business drivers around IT
• Knowledge of US Government initiatives and policies including NIST SP 800-207 Zero Trust and NIST 800-171
• Top Secret/SCI with CI Poly clearance is required
• Significant Intelligence Community and National Security experience is paramount with relationships with the government customer, FSIs and reseller community
• Track record in organically growing and closing revenue within the National Security sector
• Experience with Salesforce is required

Responsibilities

• Develop, manage, and close business within National Security and Intelligence Community agencies
• Deepen Ivanti’s footprint by driving the sales cycle
• Prospect, align value drivers, resolve pain points and challenges, and sell the complete Ivanti’s software suite
• Engage in significant Outbound activity making use of the tools available (GovWin, SFCD, Clari, LinkedIn Sales Navigator, etc.)
• Proactively and efficiently manage cross functional resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
• Manage complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations
• Align the overall Ivanti’s solution to the customer’s business needs, challenges, and technical requirements
• Articulate and promote the vision and positioning of both the company and products, and secure strategic commercial commitments
• Build a balanced pipeline of net new revenue and new logos for your target accounts
• Maintain and accurately forecast business on a weekly, monthly and quarterly cadence
• Accurately qualifying opportunities based on detailed MEDDPICC
• Effectively connect with management, legal and sales ops/deal desk personnel to ensure accurate execution of documentation and processes

Preferred Qualifications

• Familiarity with solution sets from companies like Service Now, Microsoft, VMware, BlackBerry, BMC, CA Technologies/Broadcom, Tanium, Splunk, Entrust, Yubico, Palo Alto, or Crowdstrike is helpful
• Track record of working with Partners (CSPs, VARs, Service Providers, FSIs and Distributors) to enhance your practice
• Great executive presence, communication skills, and credibility