Quest Software

Director of Federal Contracts – Operations

Quest Software

full-time

Posted on:

Location Type: Remote

Location: District of Columbia • Maryland • United States

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Job Level

Lead

Tech Stack

CloudSFDC

About the role

  • Deep expertise in establishing, negotiating, and executing multi-million-dollar Federal contracts.
  • In depth experience in working within an extended Federal distribution and reseller network to optimize efficient processing of contracts in support of corporate growth initiatives.
  • Work closely with our legal and deal desk teams to secure approvals for non-standard terms as needed.
  • Work closely with sales management to review and approve all quotes, RFI’s, RFP’s, RFQ’s and associated T&C’s for release to federal distribution channel.
  • Review and approve all proof of end user sell through contracts from our distribution and reseller channels.
  • Reconcile Quest systems with QSPSI systems and records to validate accurate bookings and revenue data.
  • Develop specialized SKU, pricing, and packaging in support of unique government mission requirements.
  • Working directly with distributor, reseller, and federal contracting personnel to negotiate mutually acceptable contracting terms that expedite contract completion.
  • Updating pricing through in support of our distributors GSA schedule.
  • Participate in license verification and analysis when needed.
  • Managing our PSO administrator and all associated SOW’s and resultant contracts to effectively contract our services engagements.
  • Working closely with our QSPSI renewals team, ensure that we maintain an accurate accounting of all sub-contracts.
  • Complete Master Service Agreements with our federal sub-contractors.
  • Managing the booking approval process and routing of relevant documents through Docusign for executions as needed.
  • Work with cross-functional teams in defining, developing, and revising SaaS/cloud terms and conditions, contract templates, licensing models, partner and channel programs and related corporate policies, procedures and programs.
  • Completing all required reporting to meet all federal requirements.

Requirements

  • Minimum of 15 years of experience in a federal contracts management role supporting a dynamic growth-oriented software business.
  • Minimum 15 years expertise working federal contracts through an extensive distribution and reseller network.
  • 5+ years of federal related accounting background in a software professional services capacity.
  • 5+ years using salesforce.com to manage, report, and forecast opportunities in a federal environment.
  • 5+ years managing a software maintenance renewal business.
  • 5+ years of contracts with State, Local and Higher Ed organizations a plus.
  • Deep familiarity and expertise in working with federal contract regulations (FAR, DFARS, etc.)
  • Excels in working with extended teams to rapidly gain consensus and approvals to expedite the completion of critical contracts in support of demanding quarterly timelines.
  • Demonstrated aptitude to identify, initiate, and implement process improvements that drive productivity and efficiency for the organization.
  • Facilitate close cooperation with member of the sales team to expedite the creation and approval of strategic pricing proposals and quotations that deliver high value for our customers.
  • Ability to translate business requirements into business value, and work with sales and marketing to promote value-driven solutions.
  • Excellent organizational skills and ability to establish milestones and keep success plans on task.
  • Able to effectively deal with high-volume, rapid cycles, multiple assignments, concurrent deadlines, and changing priorities.
  • Proactive and able to work efficiently, prioritize workflow, meet demanding deadlines, and manage multi-dimensional projects in a fast-paced environment.
  • Previous experience at a software or technology company with cloud solutions.
  • Strong judgment, attention to detail, interpersonal and communication skills, with demonstrated teaming ability to work well with, influence, and inform diverse groups, including peers and clients.
Benefits
  • Life at Quest means collaborating with dedicated professionals with a passion for technology.
  • When we see something that could be improved, we get to work inventing the solution.
  • Our people demonstrate our winning culture through positive and meaningful relationship.
  • We invest in our people and offer a series of programs that enables them to pursue a career that fulfils their potential.
  • Our team members’ health and wellness is our priority as well as rewarding them for their hard work.
Applicant Tracking System Keywords

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

Hard Skills & Tools
federal contracts managementcontract negotiationpricing strategyfederal contract regulationsaccounting for federal contractsSaaS/cloud terms and conditionscontract templateslicense verificationsalesforce.comprocess improvement
Soft Skills
organizational skillscommunication skillsinterpersonal skillsteam collaborationjudgmentattention to detailprioritizationproject managementconsensus buildingadaptability