Regional Sales Manager-Federal

Position Summary

Our advanced platform for Network Security Analytics is a critical and powerful component for Security Operations within the U.S. Federal government sector. We offer highly competitive compensation plans, equitable quotas, and a unique opportunity to collaborate with a team of intelligent, dedicated professionals who are passionate about pioneering the next generation of systems companies in the dynamic Security market. If you possess a top-tier sales acumen, have a proven track record of developing territories within the Federal landscape, thrive as a challenger, and excel at selling innovative next-gen solutions to government agencies, we encourage you to apply.

This pivotal position demands an individual who can rapidly acquire and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive offerings, and prevailing industry trends relevant to the Federal market. Your primary responsibility will be to significantly increase revenue in assigned Federal regions/territories/districts by identifying, recruiting, and developing opportunities for direct sales or strategic partnerships with government-focused resellers.

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