Director Sales - Federal

Job Overview & Responsibilities

The Director, Sales - Federal is responsible for developing and executing sales strategies exclusively across the U.S. Federal Government market. This role leads a team of sales leaders and sales professionals in achieving revenue targets, creating net-new pipeline, expanding strategic accounts, and building trusted relationships with federal agencies, channel partners, and original equipment manufacturers (OEMs).

The Director oversees day-to-day sales operations, forecasting, contract negotiations, account planning, and team performance while driving growth across cybersecurity, secure infrastructure, and enterprise technology solutions, strengthening strategic OEM partnerships, and ensuring a high level of customer satisfaction.

Responsibilities

• Manage day-to-day sales operations and team supervision, including staffing, workload allocation, policy compliance, process improvement, productivity, quality assurance, and employee-related administrative responsibilities.
• Develop and execute Federal sales strategies and business plans that drive revenue growth, net-new pipeline, account expansion, and achievement of assigned goals, with a focus on cybersecurity, Zero Trust, identity, cloud security, secure infrastructure, and adjacent enterprise technology solutions.
• Lead team performance through goal setting, coaching, mentoring, training, development, and performance management.
• Oversee forecasting, pipeline inspection, contract management, complex negotiations, opportunity strategy, and strategic Federal customer relationships.
• Analyze sales performance data and develop reporting metrics to monitor business results, identify areas for improvement, and improve forecast accuracy.
• Build and maintain executive relationships with Federal Civilian and Department of Defense customers, OEMs, distributors, systems integrators, small-business partners, and other channel stakeholders, leading credible discussions that connect agency mission, security, and compliance requirements to relevant technology solutions.
• Develop and strengthen OEM relationships across the Federal sales ecosystem, including strategic cybersecurity partners such as Zscaler, Ping Identity, BeyondTrust, and Delinea, through joint account planning, seller enablement, deal registration, pipeline development, field alignment, and go-to-market execution.
• Lead joint account planning and field alignment with OEM sales and channel organizations to identify cybersecurity and enterprise technology opportunities, create cross-sell opportunities, and expand solution adoption across the Federal customer base.
• Maintain a strong working knowledge of Federal acquisition processes, funding cycles, contract vehicles, reseller requirements, and applicable cybersecurity, security, and compliance considerations, including FedRAMP, DoD impact levels, Authority to Operate requirements, and NIST-aligned controls.
• Develop an understanding of customer requirements across cybersecurity solution areas, including Zero Trust, identity and access management, privileged access management, secure access service edge (SASE), vulnerability and exposure management, data protection, cloud security, network security, and secure infrastructure, and connect those requirements to appropriate technology solutions and partners.
• Coach sellers on cybersecurity and enterprise solution positioning, discovery, competitive differentiation, OEM engagement, cross-selling, and progression of complex Federal opportunities.
• Identify, resolve, and recommend solutions for operational challenges, customer escalations, contract issues, and barriers to sales execution.
• Conduct team meetings and regular one-on-one meetings with direct reports to provide guidance, accountability, coaching, and support.
• Represent the Federal sales organization in cross-functional and executive meetings and collaborate with operations, marketing, vendor management, contracts, and support teams.
• Prepare and deliver presentations to customers, OEMs, partners, and executive leadership, and conduct regular business reviews for strategic accounts.
• Monitor Federal technology priorities, cybersecurity mandates and trends, competitive activity, agency initiatives, and market conditions to identify growth opportunities, develop relevant sales plays, and forecast demand.
• Drive expansion within existing Federal accounts while identifying and securing net-new customer and revenue opportunities.
• Ensure achievement of team sales quotas, revenue goals, and organizational performance objectives.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Information Technology, Cybersecurity, or a related field (or equivalent experience).
• 12+ years of progressive technology sales experience, with significant experience selling to the U.S. Federal Government.
• 4-6 years of sales leadership and people-management experience.
• Demonstrated success leading Federal sales teams and selling complex enterprise technology and cybersecurity solutions, including areas such as Zero Trust, identity, cloud security, network security, secure infrastructure, or related technologies, into Federal Civilian and/or Department of Defense agencies.
• Deep understanding of Federal procurement processes, contract vehicles, funding cycles, channel models, and compliance requirements, including experience with vehicles such as SEWP and GSA schedules.
• Experience working with OEMs, distributors, technology partners, systems integrators, and small-business channel partners, including experience developing and maintaining strategic cybersecurity OEM relationships.
• Demonstrated ability to connect Federal agency requirements, mission priorities, security mandates, and compliance needs with relevant technology solutions and partners.
• Experience developing and executing strategic account plans that drive pipeline growth, account expansion, cross-selling, and complex solution sales.
• Experience leading joint account planning, field alignment, and go-to-market activities with OEM sales and channel organizations.
• Experience managing complex contract negotiations and large-scale Federal customer engagements.

Knowledge/Skills/Abilities

• Federal sales leadership and team development
• Strategic planning and execution
• Sales forecasting, pipeline management, and deal inspection
• Performance management, coaching, and seller development
• Federal contract negotiation and management
• Federal procurement, acquisition, funding, and compliance knowledge
• Federal cybersecurity market and solution-domain knowledge, including Zero Trust, identity and access management, privileged access management, SASE, vulnerability and exposure management, data protection, cloud security, network security, and secure infrastructure
• Working knowledge of FedRAMP, DoD impact levels, Authority to Operate requirements, NIST-aligned controls, and related Federal security and compliance considerations
• Cybersecurity and enterprise technology solution positioning and discovery
• Competitive differentiation and complex opportunity strategy
• OEM, distributor, systems integrator, and partner relationship management
• Joint OEM account planning, field alignment, and go-to-market execution
• Strategic account planning, account expansion, and customer relationship management
• Enterprise technology and complex solution sales expertise
• Strong analytical and data-driven decision-making skills
• Problem-solving, critical thinking, and operational improvement
• Excellent written, verbal, interpersonal, presentation, and executive communication skills
• Cross-functional collaboration, influence, and partnership building
• Results-oriented, organized, detail-focused, and customer-centered approach

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..