Sales Executive, Federal Group

Company: Appgate
Location: Baltimore
Posted on: February 25, 2021

Job Description:

About AppGate, Inc.AppGate, Inc. brings together a set of differentiated cloud- and hybrid-ready security and analytics products and services. These include AppGate SDP, the industry's leading software-defined perimeter solution and a range of innovative threat management and analytics offerings including the company's Immunity--range of offense-oriented software and adversary simulation services. Today, these products secure more than 1,000 organizations across 40 countries.--Product capabilities include:* A context-aware, identity-centric access control solution that surpasses outdated hardware-defined and perimeter-centric approaches to infrastructure security with a "software-defined perimeter" that increases resilience, simplifies management complexity and reduces costs* Advanced investigative and network analytics to help better predict, prevent and detect threats* Offensive and advanced security engineering, penetration testing and adversarial simulation. We are able to simulate nation state level attackers to help organizations understand their weaknessesAbout the PositionAppGate is seeking a talented Sales Executive for the Federal Group. The Federal Sales Executive will be responsible for the sales execution of the short- and long-term goals in Federal for cybersecurity solutions.--This includes achieving growth and hitting targets by successfully managing the sales cycle and designing and implementing a strategic sales plan.--Prospect identification and engagement across a wide range of prospects to include 'C Suite' executives.--Also tasked with the development of existing relationships to further revenue opportunities.--The Federal Sales Executive will work closely with the Federal executive team, strategic alliances, marketing and Federal Sales team to build and execute the Federal sales strategy.--This role is chartered with driving a cohesive sales strategy across the Federal government to include the Department of Defense (DoD), Intelligence and Civilian Government Agencies, and build a strong vision, strategy and the business processes needed for success.Position Responsibilities* Develop existing pipeline and new business opportunities within the Federal sector* Engage key decision makers (including C level executives), customer influencers, end-users and ecosystem partners to advance sales pursuits* Work with a disperse pursuit team which includes sales executives and sales support* Review and analyze market opportunities and evaluate competitive and technology requirements needed to capitalize on opportunities. Understand current and future industry needs in the context of market dynamics to deliver multiyear business deals* Manage relationships and communications with external customers, internal stakeholders and partners required for a successful deal* Align sales objectives to the corporate strategy and financial performance* Develop technology requirements and opportunities to internal product and marketing teams* Identify relevant new business opportunities, ecosystems, partnerships, gathering of market intelligence and design and drive "go-to-market" plans* Uncover and qualify opportunities, establish process and win criteria in evaluating deals and drive growth and/or positioning to pursue successful proposalsQualifications and Experience* 7-15 years of Federal experience selling software solutions, particularly cybersecurity solutions.* Ability to position new innovative cybersecurity solutions* Strong experience in targeting Federal agencies and understanding federal compliance and contracting requirements* Experience working with deal pursuit teams responsible for over $5M+ in annual revenue with a track record of supporting multiple federal agencies* Maintain an accurate and robust pipeline and forecast * Requires excellent executive presence, exemplary verbal and written communication skills; strong presentation skills and ability to articulate a powerful value proposition* In depth knowledge of sales cycle process * Excellent presentation skills* Take ownership of existing territory and generate quantifiable sales track record* Demonstrated ability to develop and build rapport with existing and new customers to include senior level relationships* Successful sales experience as a new business "hunter"; able to quickly assess an existing/potential customer's need/pain point, establish an existing solution fit, and be able to successfully communicate the specific value proposition.* Ability to operate in a dynamic sales start-up type environment with leadership, professionalism, strong business acumen, and accountability. * Stakeholder and partner management abilities* Self-starter and ability to work independently while delivering measurable results* Salesforce or similar CRM tools, Microsoft office skills MS Word, Excel, Power Point and Outlook* Travel required as needed* Bachelor's degree required in Information Technology, Information Security or related discipline preferred. Master's Degree desired.Preferred Locations:* Washington, DC Metro Area (DC, Northern VA, MD)

Keywords: Appgate, Baltimore , Sales Executive, Federal Group, Sales , Baltimore, Maryland