Proofpoint

Senior Federal Account Manager – Civilian

Proofpoint

full-time

Posted on:

Location Type: Office

Location: Maryland • Virginia • United States

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Job Level

Senior

Tech Stack

SFDC

About the role

  • The Proofpoint Federal sales team is seeking a hungry and motivated Account Executive to target whitespace accounts in a growth territory with the Civilian side of the U.S. Federal Government.
  • The successful candidate will be responsible for developing new relationships with prospective customers through cold calling, demand-generation activities, and teaming up with channel and ecosystem partners.
  • Build and develop successful customer relationships through a consultative selling process, targeting Federal Civilian accounts.
  • Assist other team members with sales efforts, administration of accounts, and efforts at the direction of sales leadership.
  • Partner with the Sales Engineering team to illustrate the value provided to customers by the Proofpoint people-centric platform.
  • Team up with reseller partners, System Integrators, and Distributors within the Federal community and ecosystem to develop go-to-market strategies to drive new pipeline and revenue.
  • Prepare responses to customer proposals, build quotes, and develop targeted account plans.
  • Participate in regular forecasting activities and maintain good SFDC (Salesforce.com) hygiene.
  • Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace.
  • Meet or exceed quarterly and annual revenue targets.

Requirements

  • Minimum of 3 years (prefer 5+) of inside or field sales experience selling into the Federal Civilian space or equivalent
  • Background in selling complex software solutions, preferably in the cyber-security space
  • Complete understanding of the U.S. Government’s acquisition processes and I.T. budget planning
  • Must have a good understanding of FedRAMP and other unique technical requirements for Federal Government accounts
  • Track record of opening doors and creating new relationships with Federal agencies - DHS (largest current client), GAO, FCC, defense health agency, US Courts, Commerce, Department of Education, federal trade
  • Excellent Presentation Skills, ability to present to both technical and business-focused audiences
  • BA/BS or equivalent preferred
  • Must have strong written and verbal communication skills and be able to clearly and effectively articulate Proofpoint’s value
  • Must be organized, detail and process-oriented
  • Ability to manage multiple tasks and use good judgment in resolving complex issues
  • Travel both locally and nationally for Trade Shows, customer visits, and Headquarters visits; approximately 25%
Benefits
  • Competitive compensation
  • Comprehensive benefits
  • Career success on your terms
  • Flexible work environment
  • Annual wellness and community outreach days
  • Always on recognition for your contributions
  • Global collaboration and networking opportunities

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales experienceselling complex software solutionscyber-securityproposal preparationaccount planningforecastingSalesforce.comFedRAMPU.S. Government acquisition processesI.T. budget planning
Soft skills
presentation skillswritten communicationverbal communicationorganizational skillsdetail-orientedprocess-orientedjudgmentrelationship buildingconsultative sellingmulti-tasking
Certifications
BABS