VP, Sales

Summary

Join BeyondTrust as an experienced Vice President of Sales (Federal) to lead sales teams and drive revenue growth in the Federal segment.

Requirements

• Must be located in Maryland, DC or Northern VA . This role will be remote, with travel as needed
• At least 10 years’ experience across Business Development/Sales and P&L/Operational roles as a VP of Federal Sales building high-performing sales teams, quality strategic planning processes, and successful growth-oriented operating units. Both large and small company experience is desired
• Strong established relationships among key influencers within the Federal Space in the Identity Security industry
• A proven background of success in leading teams to achieve growth targets
• A demonstrated personal history of winning competitive acquisitions is required
• Proven experience with strategic planning, capture management and customer relationship management with another major provider of systems integration and technical services
• Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a particular focus on understanding how to leverage technology differentiators
• Demonstrated ability to identify emerging business trends resulting in strategy recommendations to senior management
• The ability to constructively influence and interact at the highest levels of the corporate structure, including Board level, is a prerequisite
• Excellent communication skills and highly effective interpersonal skills are required as well as an ability to inspire confidence and provide business development leadership throughout the company

Responsibilities

• Leverage entrepreneurial drive and a broad strategic perspective to build and grow our business by leading a sales team, and selling our solutions into a wide range of Federal customers
• Strategically and efficiently address business development challenges by developing and executing sound internal processes from the ground up, and leading teams to achieve targets
• Assume overall responsibility for the direction of all growth efforts for BeyondTrust in the segment
• Identify, develop, and lead talent. This includes hiring, training, planning, directing and coordinating the activities of account managers as assigned to drive revenue growth and profitability in alignment with company-wide objectives
• Build the pipeline for organic growth by ensuring excellence in the planning and delivery of full life cycle business development activities
• Provide timely and accurate forecasting of developing opportunities, pipeline, and revenue on a quarterly basis
• Understand how this function and team integrates into and impacts the rest of the organization and leverage these resources and relationships to help enable success
• Provide the critical linkage between the long-term strategic plan of the company and near-term new business actions within the region
• Partner with operational and functional peers to ensure effective use of resources, and collaborate with counterparts across the company, including sales enablement, marketing, pre-and post-sales support, contracts, and engineering to ensure best of breed solutions are brought forward to customers and BeyondTrust is appropriately positioned for strategic, enterprise-wide campaigns
• Direct the establishment of objectives, the development of short and long-range strategic plans and the identification of strengths and weaknesses of business opportunities for assigned sales executives and professionals
• Provide negotiation assistance, training, and counselling, in addition to assigning accounts, territories and sales quotas based on individual goals, capabilities, and pipeline activity
• Assume comprehensive accountability for revenue growth and profit margins consistent with corporate objectives
• Identify and recommend business process adjustments