Manager – Sales - DoD

Job Overview & Responsibilities

The Manager, Sales is responsible for leading a team of sales professionals focused on driving revenue growth within the Department of Defense (DoD) market. This position provides strategic leadership, operational oversight, and coaching to ensure achievement of sales objectives while supporting the organization's product distribution channels. The Manager, Sales is responsible for developing and executing sales strategies, strengthening OEM and partner relationships, managing team performance, and identifying opportunities for growth within the federal defense sector. This role ensures team success through effective leadership, customer engagement, contract negotiations, business planning, and a commitment to delivering exceptional customer experiences.  

Responsibilities and Essential Duties 

Sales Leadership & Business Development 

• Develop and execute sales strategies and account plans to drive revenue growth within the DoD market. 

• Track sales pipeline activity in Salesforce and ensure accurate forecasting across the team. 

• Oversee and manage team pipeline health, forecast accuracy, and opportunity progression. 

• Lead contract negotiations and assist with closing strategic opportunities. 

• Partner with OEMs, channel partners, and internal teams to maximize growth opportunities. 

• Utilize company-generated leads and identify new business opportunities to expand the customer base. 

• Create and support customized proposals, quotes, and solutions that align with customer requirements. 

• Build and maintain strong relationships with customers, OEM partners, and key stakeholders. 

• Conduct executive-level customer engagements and strategic account reviews. 

• Stay current on federal acquisition trends, market conditions, and competitive activity to identify growth opportunities. 

• Assist leadership in evaluating and developing business lines, territories, and market strategies. 

People Leadership & Team Development 

• Lead, coach, and motivate a team of high-performing sales professionals to achieve and exceed sales goals. 

• Establish and manage team and individual OKRs while creating accountability for results. 

• Support career development, succession planning, performance management, and employee engagement initiatives. 

• Conduct regular team meetings and 1:1 coaching sessions focused on development and pipeline progression. 

• Provide ongoing guidance related to sales execution, territory planning, account strategy, and customer engagement. 

• Foster a positive, collaborative, and inclusive team culture. 

• Partner with Human Resources and senior leadership on employee relations, staffing, and organizational development initiatives. 

• Delegate responsibilities appropriately and monitor progress toward team and organizational objectives. 

Operational Excellence 

• Create and maintain team metric reports, including weekly and monthly forecasts, KPI reporting, and other leadership reporting requirements. 

• Ensure compliance with OEM agreements, partner programs, company policies, and federal contracting requirements. 

• Collaborate with Marketing to develop campaigns, events, and programs that align with business objectives and OEM priorities. 

• Coordinate quarterly business reviews with OEM partners and executive leadership. 

• Identify operational challenges and implement process improvements that increase efficiency and effectiveness. 

• Consolidate, maintain, and communicate sales documentation and resources to support team success. 

Other Duties 

• Perform all other duties as assigned. 

Qualifications

Skills and Experience 

• Bachelor's degree in Business, Sales, Marketing, or related field; or equivalent combination of education and experience. 

• 7+ years of technology sales experience with progressive responsibility. 

• 3+ years of sales leadership or people management experience. 

• Experience selling within the federal public sector market, with significant exposure to Department of Defense customers preferred. 

• Experience working with OEMs, channel partners, and federal contracting vehicles. 

• Experience with Salesforce CRM and sales forecasting methodologies. 

• Experience developing sales teams and managing performance against established goals and metrics. 

• Experience with Red Hat, Adobe, or other enterprise software manufacturers preferred.  

Knowledge / Skills / Abilities (KSAs) 

• Proven ability to lead and develop sales professionals in a hybrid work environment. 

• Strong understanding of federal and DoD sales motions, procurement processes, and customer engagement strategies. 

• Strategic thinking and business planning capabilities. 

• Excellent coaching, mentoring, and performance management skills. 

• Strong written, verbal, and presentation communication skills. 

• Ability to prioritize multiple opportunities and initiatives while maintaining accuracy and urgency. 

• Strong customer relationship management and conflict resolution skills. 

• Sound judgment and effective decision-making abilities. 

• Strong analytical skills with the ability to leverage data and reporting to drive business decisions. 

• Ability to foster collaboration across sales, marketing, operations, partner, and executive teams. 

Company Overview

Emergent, a subsidiary of Mythics, LLC, is an award-winning solutions provider. We specialize in solving complex challenges with tailored IT solutions and contracting options — enabling operations in all levels of government and higher education. Born in the government space, we are designed – from the ground up – to service the public sector. At Emergent we are looking for motivated people with the expertise and insight to tackle the toughest client issues.

Why work at Emergent?

Because at Emergent, YOU count! At Emergent, our Corporate Values are at the foundation of everything we do. Our values, Respect – Empathy – Excellence – Fun (REEF), have created an environment that fosters creative thinking, respects your contributions, and accepts nothing less than excellence in serving our customers. At Emergent, you will experience a truly enjoyable corporate culture.

We believe people do their best work when they feel supported. Our benefits and programs are designed to support well-being, financial security, connection, and growth at Emergent, with health, dental, and vision coverage, paid time off and holidays, retirement options with employer matching, and well-being programs. Employees can also connect and contribute through company-sponsored events, employee committees, volunteer opportunities, referral perks, and recognition programs that help build a strong and rewarding workplace.

As federal government contractors and recipients of federal funding, Mythics and Emergent are required to comply with applicable federal drug-free workplace requirements and maintain a drug-free workplace. In support of these requirements, applicable contractual obligations, and company policy, Mythics and Emergent require candidates to successfully complete a pre-employment drug screening. Please note that marijuana, including medical marijuana, remains prohibited under federal law and is included in our pre-employment drug screening panel, subject to applicable law.

Emergent, LLC is an equal opportunity employer. In accordance with applicable federal, state, and/or local law, all qualified applicants will receive consideration regardless of race, color, religion, national origin, sex, disability, sexual orientation, gender identity, age, marital status, medical condition, veteran status, or other factors protected by law. We offer equal opportunity in compensation, advancement opportunities, and all other terms and conditions of employment. As a federal government contractor, Emergent has developed and maintains a written Affirmative Action Program relating to individuals with disabilities and protected veterans, which sets forth the policies, practices and procedures to which the Company is committed in order to ensure that its policy of nondiscrimination and affirmative action for qualified individuals with disabilities and protected veterans is followed. For those unable to complete an online application, alternative methods are available by contacting [email protected]. For more information about Federal laws prohibiting job discrimination, please read Know Your Rights.