Vice President, Federal Sales

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Key Responsibilities

• Develop, evolve, and execute a comprehensive Federal sales and marketing strategy.
• Demonstrate a thorough understanding of the Federal sales cycle, including navigating partner networks and procurement processes.
• Identify, source, and cultivate new sales opportunities across Federal agencies.
• Analyze market dynamics to maximize existing successes and identify new growth opportunities.
• Build and nurture key relationships with stakeholders and decision-makers across the Federal sector.
• Collaborate with strategic partners to develop competitive, winning offers.
• Provide clear guidance to proposal teams by articulating key stakeholder expectations.
• Recruit, manage, and develop a high-performing team of Federal sales representatives and solutions architects.
• Establish operational command of the Sonatype Federal Business, including scaling pipelines and developing annual, quarterly, and monthly plans aligned with company objectives.
• Serve as the "ambassador" of Sonatype's Public Sector business within the Federal community, influencing company objectives through innovation, partnerships, and incentive strategies.

Key Competencies and Qualifications

• Minimum of 10 years of experience in Federal software sales, with at least 4 years in a Federal sales leadership role.
• Extensive and up-to-date contact list within the Federal agency community.
• Deep understanding of Federal infrastructure, agencies, and procurement processes.
• Proven track record of consistently meeting or exceeding established goals and objectives.
• Strong ability to build and scale Federal sales operations with a results-oriented mindset.
• Experience developing and executing multi-year growth strategies aligned with company objectives.
• Exceptional ability to identify and develop new leads, leveraging strong prospecting and cold-calling skills.
• Demonstrated success in building and maintaining relationships with Federal stakeholders, decision-makers, and partners.
• Experience conducting product demos and effectively communicating technical solutions to Federal clients.
• Excellent verbal and written communication, presentation, and interpersonal skills.
• A highly motivated, results-driven leader with the grit, determination, and energy required to build an exceptional Federal sales business.