Director, Federal Government Go-To-Market | US Remote

About Coalfire

Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world.

But that’s not who we are – that’s just what we do. 

We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

And we’re growing fast. 

We are looking for a Director to join Coalfire's Federal Government Go-To-Market team.

Position Summary

The Coalfire Federal Government Go-To-Market (GTM) team plays a pivotal role in driving Coalfire customer’s business opportunities within the government sector through technical expertise and strategic solution selling. This role involves leading technical pre-sales activities, developing and presenting FedRAMP and DoD CC-SRG solutions that meet the unique needs of government clients, and ensuring the technical validation phase of sales opportunities is successfully navigated. This director position will be responsible for building and leading the Coalfire Federal Government GTM team, building and maintaining delivery frameworks for Coalfire client services, and overseeing scoping and delivery of client activities and deliverables.

What You'll Do

• Lead technical pre-sales activities to qualify Coalfire’s FedRAMP clients for Federal business (including FedRAMP and DoD CC-SRG).
• Participate in conferences, summits, and other industry events as needed to support business development efforts and to grow their government stakeholder network.
• Contributes to Coalfire thought leadership efforts to include, but not limited to, speaking engagements, blogs, whitepapers, and webinars
• Lead client-billable strategy and go-to-market FedRAMP and DoD CC-SRG workshops
• Provide internal training (e.g. government contracting and procurement processes) to sales and delivery stakeholders
• Develop an end to end framework for Coalfire’s Advisory practice to support our client’s with a federal go to market strategy
• Analyze potential government opportunities for Coalfire clients and recommend appropriate go to market strategy options
• Driving business opportunities for Coalfire and its clients by leading business and technical validation.
• Solution development (i.e., developing client deliverables associated with government strategy and contracting).
• Drive technical and government contracting expertise within Coalfire.
• Strategic partnerships and support (i.e. helping clients identify key partnerships that may accelerate client deals).
• Serve as personnel manager for future team employee additions.
• Serve as manager for sub-contractors contracted when needed.

What You'll Bring

• 10+ years of industry experience in a technical pre-sales capacity with 5+ years of direct management experience.
• A degree in Computer Science, Information Technology, Cybersecurity, or a related field preferred.
• Demonstrated experience working within Federal, DoD, SLED space
• Industry expertise with cloud computing and SaaS solutions, including hands-on technical experience deploying enterprise FedRAMP and DoD CC-SRG compliant solutions and a deep understanding of the cybersecurity ecosystem.
• Strong network of professionals in the government contracting space preferred
• Technical Proficiency: Demonstrated ability in a pre-sales capacity to identify business issues and propose solutions. Hands-on experience with enterprise cybersecurity tools and technologies. Proficient knowledge of FedRAMP, FISMA, StateRAMP, CMMC, NIST, ITAR, and other related compliance frameworks required for potential clients to provide services to the US public sector
• Soft Skills: Excellent presentation and communication skills, ability to quickly learn and adapt to new technologies, people, and processes. Has strong analytical and problem-solving skills.
• Business Acumen: Expert in government business development, especially for federal contracting. Proficient in developing client business cases in order to inform bid/no-bid decisions by senior leadership. Comfortable presenting business strategies to executive and senior leaders. Proficient with the concepts of P&L, ROI, cost-benefit, break-even, budgeting, and government procurement cycles.

Bonus Points

• CISSP/CCSP certifications are preferred.

Why You'll Want to Join Us

At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.

Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.

At Coalfire, equal opportunity and pay equity is integral to the way we do business. A reasonable estimate of the compensation range for this role is $104,000 to $179,600 based on national salary averages. The actual salary offer to the successful candidate will be based on job-related education, geographic location, training, licensure and certifications and other factors. You may also be eligible to participate in annual incentive, commission, and/or recognition programs. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

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