What are the responsibilities and job description for the Sr. Sales Director - Federal Civilian - Washington DC position at Gigamon?
At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.
Gigamon is seeking a Senior Sales Director to play a pivotal role in our Federal Civilian team. In this pivotal role, you will manage a high-performing, established, and productive team, setting the strategic direction for the Federal Civilian team to meet and exceed revenue goals.
Primary Duties & Responsibilities
- Manage a sales team focused on civilian agencies, 39 named federal systems integrators, and a Channel Account Manager (CAM).
- Responsibilities include hiring, mentoring, coaching, and leading by example.
- Own the business performance of the Federal Civilian Team, ensuring all booking and performance targets are met.
- Deliver highly accurate forecasts using Salesforce.
- Develop, maintain, and execute a regional business plan aligned with the company’s strategic goals.
- Drive and increase sales opportunities with both new and existing customers.
- Manage key accounts and build strong client relationships in support of the company’s partnership strategy. Coordinate internal resources, including product and sales engineering support.
- Ensure timely communication and follow-up with customers and partners, consistently meeting the customers’ expectations.
- Collaborate with the Channel Team to develop and execute a regional channel strategy.
- Work within a franchise model alongside Public Sector Field Marketing Managers, Business Development Representatives, CAMs, and National Channel Managers to consistently generate a sufficient pipeline to meet or exceed quarterly booking targets.
- Collaborate effectively in a team environment to maximize revenue potential and ensure customer success.
- Apply innovative problem-solving to enhance organizational capabilities. Leverage peer networks to expand technical and sales capabilities and identify new opportunities.
- Partner with Product Managers to develop short- and long-term strategies for product expansion. Assess customer needs and prepare detailed product specifications for development and implementation.
- Represent Sales on cross-functional teams, working with R&D, production, and manufacturing to develop or enhance products and product lines.
- Provide relevant market and competitive insights to inform organizational strategy.
Requirements
- 15 years of experience in technology sales, with 5 years of experience in first line management of a quota carrying team.
- Proven track record hiring and leading successful teams, achieving/exceeding individual and team sales goals.
- Prior experience and success developing and executing sales strategy for Federal.
- Experience selling to large Federal customers in the region.
- Strong background building and running a Channel model for Federal.
- Experience forecasting commitments with accuracy.
- Self-starter who takes initiative, thrives in a fast-paced and high-growth environment. Ability to grow and scale upward with the company.
- Must thrive in a rapid growth, “start-up” environment and be able to corral sales support from teams based in HQ in Santa Clara, CA
- Must be team-oriented and have strong mentorship skills.
- Security clearance is a plus.
The base salary compensation range targeted for this role is $184,000 to $230,000, with the opportunity to earn an annual bonus or commission (subject to the terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.
Salary : $184,000 - $230,000
