VP, Federal Sales

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.

Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

The Role

As VP, Sales, Federal, you will serve as a key Public Sector Sales leadership team member and take responsibility for building and leading a sales team. As a strategic, hands-on leader, you will develop sales strategy and plans to drive a profitable business, collaborate closely with teams across the organisation to ensure effective sales execution, team development, and customer success. 

What You’ll Do

• 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.

What You’ll Bring

• 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.

Who You Are

• You have a bias for action and an orientation towards solving rather than identifying problem areas.
• You are an al