The Senior Director, DOD/National Programs is responsible for the strategy, resourcing, and sales performance of Optiv + ClearShark in the Department of Defense and Intelligence Community.
This strategic, growth-focused Senior Director, DOD/National Programs will report to the VP of Federal Sales and will lead the ongoing development and execution of Optiv + ClearShark's DoD business.
How you'll make an impact
- Attract, develop, and retain team of high-performing account managers responsible for the growth of Optiv + ClearShark DOD/National Programs market share.
- Build strategy, top initiatives, and key performance indicators for growth in the DOD/National Programs market.
- Drive significant revenue in a high volume, high transactional velocity setting, while developing and executing sales strategies to profitably grow revenues and expand the account base in target markets
- Establish investments and expected outcomes resulting in the creation and management of a budget that drives DOD/National Programs growth.
- Identify macro trends and opportunities within the DOD/National Programs market to increase company profit.
- Maintain coverage and compensation models that deliver optimal customer engagement while achieving financial goals.
- Establish and maintain key customer and partner leadership relationships.
- Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)
- Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, DOD/National Programs accounts/prospects, partners or industry verticals throughout the Region.
- Maintain market intelligence and develop strategies to maintain Optiv + Clearshark's leadership position.
- Coordinate with the marketing team to plan and deliver a comprehensive marketing campaign to drive awareness and lead generation to growth DOD/National Programs revenues.
- Work closely with the engineering and operations team to ensure alignment with the DOD/National Programs strategy
- Monitor key competitors including market position, offerings, and activities.
- Maintain and communicate key performance indicators including pipeline, forecasts, and performance against budget.
- Ensure consistent sales methodology and proper use of CRM and tools to properly manage the business and performance.
- Ensure timely recognition and reward for key achievements and implementing performance management actions when needed.
- Assist in the identification and selection of new OEM partnerships
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What we're looking for
- Proven track record of sales and leadership success in DOD/National Programs
- Must have previously led a $20M+ (minimum) ARR sales organization with 40%+ growth
- Extensive knowledge of the business principles, procedures, and IT industry best practices.
- Understanding of cybersecurity, networking, datacenter, and cloud technologies.
- Significant experience teaming with federal systems integrators on large programs
- Strong analytical and problem-solving skills.
- Proficient with CRM, collaboration, and productivity tools.
- Excellent verbal and written communication skills.
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization
- Willingness to travel regularly to see clients (20% travel)
- Minimum Top Secret security clearance required.
- Bachelor's Degree / MBA or practical equivalent
- At least 10 years of federal IT industry-related experience including building and running Federal sales teams.
- Minimum of 5 years of senior leadership over DOD/National Programs sales staff and customers required.
- Proven track record of overachievement of quota and KPI's; managing $100M+ business preferred
- Previous experience in enterprise software, SaaS, or Cloud
- #LI-DC1
- #CJ
What you can expect from Optiv
- A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
- Work/life balance
- Professional training resources
- Creative problem-solving and the ability to tackle unique, complex projects
- Volunteer Opportunities. "Optiv Chips In" encourages employees to volunteer and engage with their teams and communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv + ClearShark is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.
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