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Federal Sales Manager

Job Purpose

Responsible for assisting to develop and execute the assigned region's Federal Sales Strategy targeting Federal Prime Contractors, Systems Integrators and Federal Agency Sales. Drive all business development activities, including major program opportunity identification and "must win" business for continued long term revenue growth and margin contribution.

Essential Duties and Responsibilities

  • Develop & Execute comprehensive sales plan for Federal accounts for FY10 achieve annual sales quota of $ 2.0M for the remainder for FY2010 in designated territory.
  • Assisting in updating/revising on-going major account and emerging Federal Program target lists based upon overall US Federal Strategic Plan
  • Assumes targeted Account Management role for existing target customers;
    • Leveraging current design-in wins into other divisional projects
    • Building cross-functional relationships to ensure timely and accurate forecasting;
  • Cultivate and maintain high level Executive / End User relationships for named Target Accounts; including development of program/project hit-lists
  • Develop in-depth understanding of prospective customers' storage technology needs, assembling appropriate corporate resources (storage evangelists, FieldSEs, Product Management) to assist in closing business
  • "Point Person" in developing all formal responses to RFIs, RFPs and RFQs
  • Other tasks include; quarterly territory plan reviews; weekly forecasting updates and TAS Sales Plan development for all Tier 1 and Tier 2/3 Prospects; all part of the pipeline development in Siebel database
  • Provide Dot Hill Product Sales Training & Program/Target prioritization to emerging partners
  • Guide and prioritize sale support activity for assigned Federal SE and Federal Inside Sales Account Manager
  • Effectively communicate Dot Hill Federal Value-Adds, Corporate Capabilities and Product Roadmap to new and existing customers
  • Assist in ensuring the company meets the monthly closing calendar

Qualifications

  • 8-10 years direct experience in the Federal marketspace at the OEM/Prime Contractor level; some Gov't specific channel experience desired
  • In depth knowledge of Federal Procurement Process, with writing and management skills to drive requirements through design-in stage into production
  • Training in Strategic Selling & Account Planning (Miller-Heiman or equivalent)
  • Strong network of Prime Contractor contacts
  • Self-starter with stamina for longer Federal sales cycles;
  • Ability and inclination for new business; "hunter/killer" mentality
  • Proven experience in OEM class design wins
  • Working knowledge of US Dept of Defense trends & budgeting
  • Exceptional writing skills and proven experience in developing Federal Proposals at a manufacturer level
  • Channel/Partner management skills a plus
  • Outstanding communication skills and presence

Computer Skills

  • Industry standard CRM packages & Sales Pipeline Development tools ( Siebel, Act!, or sales.com)
  • Microsoft Professional Office packages

Other

  • Ability to travel 30-50%
  • Ability to carry Up to 100 lbs

Education and/or Experience

  • BA/BS degree or equivalent and minimum of 8-10 years industry related experience. Federal Agency service strongly preferred, but not required
  • Proven ability to leverage channel partners and or industry rep firms as part of his/her virtual sales team
  • Must have strong knowledge of Federal procurement process, with ability to drive design-in requirements through Pre-RFI, RFI, RFP and RFQ stages
  • Understanding of GSA procedures, processes and requirements
  • Successful in evangelizing/selling emerging storage or networking technology
  • Working knowledge of TAS Sales Development, or equivalent CRM packages (Siebel, sales.com; ACT)

Certificates, Licenses, Registrations

  • Any industry credited Federal Sales Process training courses completed within last 5 years

We offer a comprehensive compensation package and a great team-oriented work environment. If you are looking for a challenging career opportunity, please send your resume with salary requirements to:

Dot Hill is an equal opportunity employer and requires a pre-employment drug screen. EOE M/F/D/V

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