Federal Sales Director
AppGate
full-time
Posted on:
Location Type: Remote
Location: District of Columbia • Washington • United States
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Job Level
Tech Stack
About the role
- Drive growth within DoD or USIC agencies, identifying and developing new business opportunities.
- Build and execute comprehensive account plans to achieve revenue targets.
- Establish and expand strategic relationships with DoD IT leaders, program offices, acquisition teams, and contracting officers.
- Manage complex, multi-year sales cycles, including contract negotiations and procurement strategies.
- Navigate federal acquisition processes, contract vehicles, and funding cycles to accelerate sales.
- Work closely with partners and system integrators to expand market presence
- Maintain a robust sales pipeline and accurately forecast revenue.
- Stay up to date on DoD and USIC cybersecurity policies, Zero Trust architectures, and networking security modernization initiatives.
Requirements
- 10+ years of experience selling IT solutions to the USIC and Department of Defense (e.g., DISA, Army, Air Force, Navy, USMC, Combatant Commands, etc.)
- A demonstrated desire to support the mission of the warfighter and national security outcomes, with the understanding that AppGate’s technology plays a direct role in enabling secure, resilient access for those operating in the most demanding contested environments.
- Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and budgeting cycles.
- Proven success closing large, complex federal deals involving multiple stakeholders, extended procurement timelines, and seven‑figure‑plus outcomes across DoD or USIC environments.
- Knowledge of DoD cybersecurity mandates, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/security solutions.
- Ability to engage with technical stakeholders, including CIOs, CISOs, program managers, and IT decision-makers.
- Strong relationship-building skills and experience working with federal system integrators (FSIs), channel partners, and resellers.
- Desire to be part of something disruptive with the ability to make visible and meaningful contributions to AppGate’s success.
- Comfortable working in a fast paced, less structured, dynamic environment.
- Ability to contribute to our culture of hard work and accountability where we treat each other as family with a “win together” attitude.
- Ability to travel as needed to support sales objectives.
- TS/SCI clearance (preferred but not required).
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
IT solutions salescontract negotiationsprocurement strategiessales pipeline managementrevenue forecastingfederal acquisition processesbudgeting cyclescybersecurity mandatesZero Trust Network Access (ZTNA)networking/security solutions
Soft Skills
relationship-buildingcommunicationcollaborationadaptabilityaccountabilityteamworkstrategic thinkingproblem-solvingleadershipcustomer engagement
Certifications
TS/SCI clearance