Federal Sales Director - DOD/Intelligence Community

About Fortanix Federal

Fortanix, a U.S. based company, delivers an emerging technology platform that solves some of the world’s most demanding data protection challenges for companies & governments around the globe. Our disruptive technology maintains data privacy across its entire lifecycle - at rest, in motion, & in use. Deployment options include the tactical edge, FedRamp clouds, on-premise, hybrid cloud, & SaaS.

With key strategic partners including Microsoft, Intel, ServiceNow, & Snowflake, Fortanix customers such as the Department of Justice, Department of Health & Human Services, Leidos, DoD, & the Intelligence Community are reaping the benefits. Recognized by Gartner as a “Cool Vendor”, Fortanix is revolutionizing data security.

Join the revolution!

Why work with us?

The timing is ideal to join Fortanix:

• Federal agencies have presidential mandates (EO 14028) to protect critical data.
• DHS CISA & NSA are publishing data protection guidance that can be addressed with our Data Security Manager platform.
• A major transition will take place from the current cryptography standards to quantum – resistant algorithms in the coming years.
• Legacy competitive vendors simply lack the architectural agility & scalability for the requirements ahead for trends such as Internet of Things (IoT).

We're seeking passionate people to work with us to change the very idea of how Federal agencies protect their data. We take pride in making Fortanix a great place to work. Coworkers recognize that great ideas can come from anyone, & everyone is encouraged to jump in, contribute, & ask questions.

In tackling the hardest problems, we believe that working together will produce better results for our employees & customers.

Job Description

Fortanix is in search of a proven sales professional to drive the expansion of our business across the Federal segments. Reporting to the VP of Americas, we’re looking for an entrepreneurial Federal Sales professional to help us expand our footprint in the DOD and IC communities who can drive revenue, and managing large agency accounts .

The ideal candidate will bring a track-record of consistent overachievement as a Federal seller that is skilled in selling into the DOD and IC segments. A bonus would be a professional who has lead a federal sales team and is willing to get going as an Individual Contributor and then take over the Federal Sales team as the business warrants it.

Role Responsibilities

You will:

• Develop and execute your territory account plan to achieve your quota responsibilities for your region through direct selling and partners.
• Drive a best-in-class sales methodology framework which includes rigorous qualification and navigation of complex Federal deals.
• Manage effective working relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development, Marketing & your own network to identify the best prospects, then develop & qualify the sales pipeline.
• Champion value and consensus selling across our GTM organization
• Engage with other functions across the company, as well as Fortanix’s partner ecosystem, in support of sales pursuits and revenue growth
• Maintain a strong working knowledge of our core personas, competitors, product offering, and named accounts

Requirements

Qualifications:

• 10+ years of successful, growth-oriented sales experience
• Proven track record of selling solutions (ideally security platform solutions) to the federal government (ideally the DOD/IC) and increasing revenue through net-new customer acquisition, whether selling direct or through strategic partner channels (FSIs, Partners, etc)
• Consistent track record of surpassing individual and team revenue targets
• Demonstrated ability to sell to CXO, technical buyers, and Line of Business, successfully emphasizing business value versus product
• Excellent presentation, negotiation, and executive engagement skills
• Coaching direct reports on strategies to drive sales wins
• Accurate reporting on sales activity and forecasting; consistent monitoring of the sales activity of the team, and tracking of results
• TS/SCI clearance strongly preferred
• Bachelor's degree; MBA preferred or relevant experience

What we value

• We value a growth mindset. High-performing creative individuals who dig into problems and see the opportunities for success
• We believe in individuals who seek truth and speak the truth and can be their whole selves at work