Principal Public Sector Sales Account Director

Ivanti - Seattle, WA

Full-time - Senior

Seattle, WA

1,001-5,000 employees

Professional, Scientific, and Technical Services

About the position

As the Principal Public Sector Sales Account Director at Ivanti, you will play a pivotal role in driving sales and business development within the US Department of Defense and Intelligence Community. This position is designed for an experienced Account Executive who is passionate about promoting innovative solutions in Cybersecurity and Enterprise Service Management, particularly those that align with Zero Trust architectures and Fed Ramp Certified SaaS offerings. You will be responsible for developing and executing a comprehensive sales strategy that leverages a wide array of resources, including Capture Management, Marketing, Solution Specialist Teams, and Executive Leadership. Your ability to communicate effectively and build relationships will be crucial as you work to understand the existing and future IT initiatives of your customers, ensuring that Ivanti's solutions are aligned with their needs. In this role, you will act as the primary sales director for existing Healthcare customers, including agencies such as the HHS, SSA, and Veteran Affairs. You will design and implement a channel strategy that incentivizes partners, including VARs, FSIs, and Distributors, to generate a robust sales pipeline and deliver value to customers swiftly. Your responsibilities will also include prospect qualification, the development of new sales opportunities, and the expansion of ongoing revenue streams through cross-selling and upselling campaigns. You will arrange and conduct initial discussions with executives and CxOs, positioning Ivanti leadership with key stakeholders and influencers to foster long-term relationships and ensure customer satisfaction.

Responsibilities

• Act as the primary Principal Public Sector Sales Director to existing Healthcare customers including the HHS, SSA and Veteran Affair Agencies.
• Develop a cohesive and well communicated sales strategy leveraging the extended team of resources including Capture Management, Marketing, Solution Specialist Teams, and Executive Leadership.
• Design and execute a channel strategy that incentivizes defined partners including VAR's, FSI's, and Distributors for pipeline generation and speed to value for our customers.
• Become the trusted advisor to the customer by understanding their existing and future IT initiatives and align Ivanti solutions to these initiatives to drive demand.
• Be responsible for prospect qualification and the development of new sales opportunities along with the expansion of ongoing revenue streams through the development and execution of cross sale and upsell campaigns.
• Arrange and conduct initial Executive and CxO discussions and positioning meetings for Ivanti leadership with key stakeholders and influencers.
• Provide ongoing account management to ensure customer satisfaction and to establish long term relationships with customers and partners alike.

Requirements

• 7+ years' experience selling into the Federal space as an individual contributor.
• Demonstrable track record of achieving sales targets.
• Defined sales process & methodology to drive repeatable & predictable results.
• Ability to understand the 'bigger picture' and the business drivers around IT.
• Knowledge of US Government initiatives and policies including NIST SP 800-207 Zero Trust and NIST 800-171.
• Familiarity with solution sets from companies like Service Now, Microsoft, VMware, BlackBerry, BMC, CA Technologies/Broadcom, Tanium, Splunk, Entrust, Yubico, Palo Alto, or Crowdstrike is helpful.