Area Manager, Federal

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POST DATE 9/1/2016
END DATE 12/19/2016

Check Point Software Technologies Washington, DC

Washington, DC
AJE Ref #
Job Classification
Full Time
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* Responsible for providing leadership to the Federal sales team toward achievement of assigned sales quotas and goals
* Develop and manage the sales pipeline by engaging with prospects, partners, and key customers
* Maintain an accurate forecast of business opportunities and bookings
* Increase Check Point awareness in the market place through direct contacts with Partners, Resellers, Large Accounts and Technology Consultants
* Manage development of the sales channel, enhance the performance of the current distributors/VARs and extend the market coverage through additional partners
* Develop and grow a robust System Integrator ecosystem
* Understand and navigate federal sector contracting vehicles and procedures
* Ensure an active presence at relevant industry Trade Shows and Check Point organized events
* Be a thought leader and spokesperson for federal security and an executive relationship builder
* Execute the strategic sales & business development plan while working with key internal stakeholders
* Train the sales team on how to communicate the specific value proposition of Check Point's solutions and making them relevant for federal sector needs
* Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers
* Manage complex contract negotiations
* Maintain an active field presence with approximately 50% or more travel time across the US to visit with customer, partners and local sales teams


* 8+ years of partner/business development, enterprise sales, and/or program management experience with a focus on federal sector organizations
* 3+ years of Sales Management experience, with demonstrated success in civilian and DOD federal agencies
* 'Whatever it takes' attitude and motivation to deliver above quota performance
* Demonstrated over-achievement of goals
* Demonstrated ability to think strategically and develop/execute corresponding objectives
* Ability to implement, manage and hold sales resources accountable to sales process, forecast methodology and sales strategy
* Ability to lead, motivate, challenge and geographically distributed workforce
* Must be comfortable setting strategy and priorities in a high tech environment for complex security solutions
* Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
* A proven track record in consultative selling and expertise in the information security industry
* Experience with interfacing at SES level contacts and a detailed understanding of federal sector drivers/challenges
* Ability to articulate value-focused selling approach

EOE M/F/Veterans/Disabled