Hybrid Regional Vice President, Federal Sales

at Sonatype

• Job title: Regional Vice President, Federal Sales
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Washington, D C, United States

About the role

• Regional Vice President leading Federal sales initiatives at Sonatype, focusing on developing winning strategies and scaling high-performing teams.

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.

Requirements

• 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.

Benefits

• Parental leave
• Diversity and inclusion working groups
• Flexible working practices