Senior Sales Director - Federal Civilian
Gigamon
Job Summary
Gigamon is seeking a Senior Sales Director for its Federal Civilian team. This role involves managing a high-performing team, setting strategic direction, and exceeding revenue goals. Responsibilities include hiring, mentoring, coaching, and leading by example. The director will own the business performance of the team, ensure booking and performance targets are met, and deliver accurate forecasts using Salesforce. Key duties include developing and executing a regional business plan, driving sales opportunities with new and existing customers, managing key accounts, building strong client relationships, and coordinating internal resources. The role also requires timely communication with customers and partners, collaborating with the Channel Team on regional strategy, and working within a franchise model to generate pipeline. Effective collaboration in a team environment, innovative problem-solving, and partnering with Product Managers on product strategies are essential. The director will represent Sales on cross-functional teams and provide market insights.
Must Have
- 15+ years in technology sales
- 5+ years managing a quota-carrying team
- Proven track record leading successful teams
- Experience developing/executing Federal sales strategy
- Experience selling to large Federal customers
- Strong background in Federal Channel model
- Accurate forecasting experience
- Self-starter in fast-paced environments
- Team-oriented with strong mentorship skills
Good to Have
- Security clearance is a plus
- Ability to grow and scale upward with the company
- Ability to corral sales support from HQ teams
Job Description
- 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.
- 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.
As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, veteran status, or any other protected characteristic under applicable federal, state, and/or local law.
If your experience and skills closely match our job description but may not necessarily fulfill all requirements, please still apply. Gigamon is on a continued mission to grow and scale an innovative organization. We believe this is best achieved by hiring, celebrating, and respecting people with diverse backgrounds, skills, perspectives, and experiences.
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