Federal Sales Representative

The Federal Sales Representative will have the unique opportunity to build customer and channel partner relationships by providing innovative solutions, mission-focused products, and procurement channels to eliminate our Federal customer’s daily challenges. The Federal Sales Rep is responsible for developing and implementing a sales plan as well as a geographic strategy with direct input from the Director of Federal Sales and Channel Partners. This Sales Rep. position is responsible for interacting with customers and channel partners daily both from in-person visits as well as through other communication methods. As the Federal Sales Representative, you will help build out this federal sales model and program which will be unique in the additive manufacturing industry. You will be responsible for managing the relationships between Markforged, our federal distributor and our value-added reseller partners in the federal channel program.  These resellers will be a mix of Federal resellers and commercial resellers. You may be required to recruit, develop and manage additional VAR partners. The Sales Rep. must also possess the ability to multi-task and use professional time management skills to complete all tasks on or before schedule.  They must present a professional appearance, demeanor, and positive, can-do attitude. The Federal Sales Rep will be responsible for facilitating the integration of the company’s products into the U.S. military’s programmatic purchasing records. This role will focus on securing the necessary approvals and certifications to establish Blanket Purchase Agreements (BPAs), obtain DoD standardization, and ensure our products are spec’d for use by various military branches. The ideal candidate will have in-depth knowledge of DoD procurement processes and regulations, strong communication skills for liaising with military personnel and contractors, and experience with defense acquisition or government contracting.

What will you own?

• Ensure Markforged has sufficient federal sales and support coverage across the USA with current VAR partners or by identifying, recruiting and developing new ones
• Work closely with marketing and partners to engage in federal sales lead-generation activities
• Ensure VARs are aligned with Markforged growth strategy
• Provide product and sales training and overall sales management to distributor and VAR sales reps
• Provide program management data: forecasts, partner management documentation, and activity reports to Markforged management
• Exceed assigned revenue and profit goals on a quarterly basis and against an annual goal.
• Establish relationships with customers, and channel partners while creating opportunities in assigned region as well as new markets when required. 
• Manage and report out a weekly pipeline of sales opportunities, quotes, and orders.
• Develop a marketing strategy to create sales leads for new contacts within the existing region.
• Develop requirements with customers and channel partners for future bids and contract quotations for equipment and services provided by the company.
• Travel to client’s and channel partners locations and attend symposiums, conferences, tradeshows, exhibitions, and conduct vendor ride a long, for the purpose of cultivating sales opportunities. 
• Assist Inside Sales Support Staff in data entry with generating quotes for customers, as well work on identifying optimal funding opportunities available to them.
• Recommend products to customers, based on customers’ needs and interests.
• Lead efforts to get company products approved and listed in the military programmatic records, including BPAs, Qualified Products Lists (QPLs), or standard DoD purchasing agreements.
• Develop and maintain relationships with military procurement officers, government agencies, and contractors to advocate for company products.
• Understand and navigate complex federal acquisition regulations (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
• Collaborate with internal teams, including engineering, product management, and legal, to ensure products meet required military standards and specifications.
• Oversee the submission of all necessary documentation, certifications, and compliance materials for product approvals, including National Stock Numbers (NSNs), and other military specification requirements.
• Work closely with legal and contracts teams to negotiate and secure Blanket Purchase Agreements and long-term supply contracts with DoD agencies.
• Stay current with defense procurement trends, product needs, and emerging technologies relevant to military applications.
• Lead or participate in meetings and presentations with military acquisition stakeholders to advocate for the adoption of company products.
• Track and manage the full product lifecycle within the military procurement system, from specification and approval to purchase and fulfillment.
• Ensure compliance with ITAR (International Traffic in Arms Regulations) and other relevant export control laws.
• Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports according to corporate deadlines. 
• Collaborate with potential customer professionals in product development, improvements, modifications or changes that could enhance its overall performance. Communicate market intelligence, opportunities and threats to the company. 

What you have:

• Understanding of how federal agencies purchase technology products/services and the different vehicles they use
• Demonstrated track record of success in a channel sales management capacity
• Government Sales and Federal Contracting Experience is a must.
• Ability to thrive in a team atmosphere, appreciate aggressive goals, have excellent organizational/time management skills and a can-do attitude
• Must be willing to travel up to 50% of the time, primarily within the USA
• Salesforce experience 
• Ability to complete work within given deadlines with little supervision. 
• Ability to obtain security clearance & base access as needed.
• Experience in business development on the programmatic development of the DoD
• Bachelor’s degree in Business, Engineering, Public Policy, or a related field. Advanced degree or certification in Government Contracting or Acquisition is a plus.
• 5+ years of experience in military procurement, defense contracting, or government relations. Indirect sales experience (channel partners) is a plus.
• Demonstrated success in getting products approved or listed in the DoD’s acquisition programs or Blanket Purchase Agreements.
• Strong understanding of FAR/DFARS and military procurement processes.
• Experience working with U.S. military personnel, contractors, or federal agencies.
• Proven ability to manage complex projects with multiple stakeholders and meet government compliance standards.
• Familiarity with defense industry product certification processes and standards (MIL-SPEC, QPL, etc.).
• Strong verbal and written communication skills, with experience preparing proposals, reports, and presentations for military and government audiences.

What we’d like you to have:

• Existing relationships with DoD procurement officials or military branches.
• Knowledge of 3D printing technology or advanced manufacturing in defense applications.

• Experience with ITAR compliance and export control regulations.
• Experience with National Stock Number (NSN) assignment processes.
• Ability to navigate complex regulatory and contractual environments.
• Security clearance or eligibility to obtain one.

Important Note:

Although we list out what we generally look for, we are very likely missing other attributes and skills that you have that could make you a great fit, but are not currently listed. Research has shown this especially applies to women and other marginalized groups, who tend to apply if they check 100% of every box, versus men who apply if they hit roughly 60%. The point we’re getting at, it doesn’t hurt to take a chance and apply!

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