Now Hiring - Integress Inc - Sales Director in McLean, VA

Full description of the position

Salary : $210,000 -- $240,000 Bonus : OTE $280k-$325k Position Overview This hands-on position is designed for a dynamic, growth-focused professional with a deep understanding of sales and proposal development within the federal civilian sector. The ideal candidate will bring extensive experience in the Value-Added Reseller (VAR) market, working with technology partners such as Paloalto Networks, IBM, Cisco, Crowdstrike, Armis, Netrise, Tenable, Splunk, Infoblox, Juniper, and Axonius. Success in this role is driven by leveraging existing relationships, demonstrating sales leadership, and aligning with our Company's unique culture of emotional intelligence, strong team collaboration, radical accountability, client obsession, and conscious leadership. Reporting & Team Scope * Lead a high-performing sales team of [3-5] , directly managing team members responsible for federal civilian accounts. * Serve as a senior strategic leader with influence over cross-functional teams and partnership management, shaping sales processes and client engagement strategies. * Reports to CEO. Key Responsibilities Sales Strategy and Leadership: * Develop and execute a comprehensive sales strategy targeting the federal civilian sector, focusing on cybersecurity and IT infrastructure solutions through key OEM partnerships (e.g., Paloalto Networks, IBM, Cisco, Crowdstrike, Armis, Netrise, Tenable, Splunk, Infoblox, Juniper, and Axonius). * Actively contribute to sales efforts by leveraging established relationships, driving new business opportunities, and expanding the client base. * Lead by example, embodying a culture of conscious leadership, radical accountability, and client obsession while mentoring and developing a high-performing sales team. Proposal Development * Lead the development of compelling, client-focused proposals for federal contracts, ensuring they meet all client requirements and comply with government regulations. * Collaborate across teams, including engineering, marketing, and solution architects, to create proposals that effectively communicate the value and differentiation of Squadra's solutions. * Utilize a deep understanding of the federal procurement process to develop competitive proposals that win new business and reflect Squadra's client-obsessed approach. Relationship Management and Client Obsession * Build and nurture long-term relationships with key stakeholders within federal agencies, leveraging existing connections to enhance trust and client loyalty. * Serve as a trusted advisor and primary point of contact, ensuring a high level of client satisfaction and engagement. * Partner closely with OEMs and internal teams to deliver integrated, tailored solutions that address client needs with a focus on client success and long-term value. Sales Operations and Pipeline Management * Oversee the entire sales process, from lead generation to proposal submission, contract negotiation, and deal closure, ensuring all activities align with company objectives. * Utilize CRM tools such as HubSpot or Salesforce to manage the sales pipeline, ensuring a consistent flow of qualified leads and opportunities. * Provide transparent and regular updates to the CEO on sales performance, pipeline health, and proposal status, demonstrating a commitment to radical accountability. Market Intelligence and Strategic Alignment * Stay informed about industry trends, federal procurement policies, and competitor activities to continually refine sales strategies. * Provide valuable feedback and insights to OEM partners, ensuring their solutions meet the evolving needs of the federal civilian sector. * Align sales strategies with Squadra Solutions' growth objectives, fostering a culture of conscious leadership, emotional intelligence, and relentless focus on client success. Cross-Functional Collaboration and Communication * Collaborate closely with engineering, marketing, and solution architecture teams to ensure seamless delivery of cybersecurity and IT solutions. * Engage in joint business planning with OEM partners like Paloalto Networks, Splunk, Tenable, and others to enhance sales effectiveness and drive market penetration. * Promote a culture of strong team collaboration and open communication, ensuring all team members are aligned and focused on common goals. Key Qualifications Experience * Minimum of 7-10 years in sales leadership within the federal civilian market, with substantial experience in the VAR sector. * Proven track record of managing and closing large-scale sales cycles, consistently achieving or exceeding revenue targets. * Deep understanding of cybersecurity, digital transformation, and IT infrastructure solutions, particularly those involving partners like Paloalto Networks, IBM, Cisco, Crowdstrike, Armis, Netrise, Tenable, Splunk, Infoblox, Juniper, and Axonius. * Experience developing winning proposals for federal contracts, with a strong understanding of the federal procurement process and compliance requirements. Skills * Ability to develop and implement sales strategies that drive significant revenue growth and market penetration, aligned with client obsession and radical accountability. * Exceptional relationship management skills with senior stakeholders, OEMs, and partners, reflecting a deep commitment to client success. * Strong knowledge of cybersecurity concepts, zero-trust architecture, segmentation, and hybrid workforce solutions. * Expertise in CRM systems, preferably HubSpot or Salesforce, to manage sales operations and pipeline effectively. Communication * Outstanding verbal and written communication skills, with the ability to clearly articulate complex technical concepts and proposal content to diverse audiences. Measurable KPIs * Specific revenue targets and performance metrics will be established in collaboration with the CEO and leadership team during the onboarding period. Compensation Package * Eligible for performance-based commissions on new and renewal sales orders, typically around 3% of net margin generated * Benefits package (available upon request) Senior Candidate Appeal This role offers significant leadership influence, strategic decision-making, and high-level client engagement. The Sales Director will partner with OEMs, executive stakeholders, and internal teams to drive our Company's federal civilian growth strategy--focusing on leadership, partnership management, and shaping the overall sales vision rather than day-to-day transactional tasks. SMART Goals for the First 90 Days First 30 Days: * Complete onboarding, gaining a thorough understanding of Squadra's products, partners, sales processes, and culture. * Develop a 30-60-90-day plan targeting federal civilian sales, proposal strategies, and key accounts. * Establish connections with internal teams and OEM partners, fostering collaboration and open communication. 60 days: * Engage with key federal accounts and build a robust sales pipeline. * Lead initial proposal development efforts for federal contracts and contribute to the sales forecast. * Execute sales strategies leveraging OEM solutions, embodying a client-obsessed approach. * Provide regular performance updates to the CEO, highlighting opportunities and market insights. 90 days: * Fully operational in managing federal civilian accounts, with visible pipeline and active proposals. * Optimize sales strategies and processes based on performance insights and feedback. * Provide ongoing market intelligence to refine offerings and strategies. * Coordinate with engineering, marketing, solution architecture, and OEM partners to maximize client outcomes and enhance partnership value.