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.