Federal Market Development Representative

Description

• Strategic Outbound Prospecting/Sourcing Net New Opportunities: Identify and research potential Federal enterprise accounts. Develop outreach strategies to establish initial contact and schedule first meetings with your Federal Enterprise AE.
• Aligning/Uncovering Renewals, RFPs, and equivalent takeouts: Account research and knowledge of Federal buying cycles and procurement processes will be crucial for setting up the first meeting with your AE.
• Partner Engagement and Enablement: Conduct regular onsite visits with Federal partners and resellers in and around the DC area, including working out of partner offices, to build relationships, support sales enablement activities, support joint pursuits, and drive pipeline and brand awareness in the Federal space.
• Cross-sell and Current Customers: Work with your AE to identify any cross-sell opportunities from closed lost opportunities as well as your AE's current book of business.
• Tradeshows/Events: The MDR will help coordinate and staff Federal tradeshows and industry events onsite, including travel within the DC area and beyond as needed. Following up on leads from these events will be done strategically with your AE. These events will provide opportunities to grow relationships and build pipeline that eventually leads to closed won opportunities.
• Other duties as needed.

• Prior experience selling into the Federal Government market strongly preferred, including familiarity with Federal procurement processes, contract vehicles, and the Federal partner/reseller ecosystem.
• Ability to obtain and maintain any Federal clearance or credentialing required for partner site or event access, as applicable.
• Willingness and ability to travel regularly to Federal partner offices and events in and around the Washington, D.C. area.
• Competitive eagerness to set yourself apart and achieve success
• Aggressive, energetic self-starter who enjoys working in a quota-driven environment
• Superior verbal and written communication skills via phone and email
• Excellent listening and analytical skills to assess the interests of prospects
• Experience meeting minimum call volume and/or talk-time goals
• Strong organizational skills and ability to manage time and workload
• Detail-oriented, with excellent follow-up skills
• Technical aptitude and the ability to successfully demonstrate software
• Solid work ethic, positive attitude, and motivation to learn
• Strong computer knowledge required
• Ability to multitask with several tools
• Ability to work independently, prioritize tasks, honor rules of engagement, and follow policies, processes, and procedures
• Works well under pressure and with a team
• Experience selling technology solutions to Director and C-Level IT/Federal executives, to Federal systems integrators, MSPs, and/or resellers. 
• Experience using Salesforce (or other CRM)
• Experience using SalesLoft or other sales engagement platforms

• We are a collaborative, kind, and curious community
• We honor your flexibility needs with full-time remote work based in Virginia
• We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance
• We help you prepare for your financial future with our 401(k) plan
• We prioritize your work-life balance with our unlimited PTO
• We reward your work with opportunity for growth and advancement