Federal Account Executive – Civilian Sector

🕒 Maio 20

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

🧑‍💼 Executivo de Contas

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Zimperium

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2010

🔒 Cibersegurança

🏢 Corporativo

☁️ SaaS

💰 $12.000.000 Venture Round em 2018-11

Cybersecurity • Enterprise • SaaS

Zimperium é uma empresa líder no setor de segurança móvel, especializada em segurança de endpoints e aplicações móveis. Eles fornecem soluções avançadas para proteger dispositivos móveis e aplicações, permitindo que as empresas protejam seus endpoints móveis e possibilitem acesso seguro a dados e sistemas sensíveis. As plataformas da Zimperium se integram com diversos ambientes, incluindo a nuvem, instalações locais e configurações isoladas, garantindo segurança contínua e persistente durante o desenvolvimento e a execução. A empresa é reconhecida por seu foco único em segurança móvel, oferecendo ferramentas que ajudam a prevenir perda de dados, fraudes e violações regulatórias em aplicativos móveis.

Descrição

• Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal Civilian accounts • Apply a hunter’s mentality to relentlessly identify and pursue net-new logo opportunities within the territory, using creative outreach, networking, and event-based engagement • Develop and execute a data-driven territory plan with clear milestones, pipeline targets, and account prioritization aligned to Zimperium’s go-to-market strategy • Achieve and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell within the existing customer base • Accurately forecast pipeline activity and revenue projections using MEDDPICC qualification criteria to ensure predictable, high-quality sales execution • Engage directly and proactively with customers and prospects to develop a thorough understanding of their mission requirements, security challenges, and organizational pain points • Translate customer needs into compelling, value-added solution narratives that clearly articulate Zimperium’s unique differentiation and ROI • Leverage deep knowledge of the Federal Civilian market—including agency structures, procurement vehicles, and budget cycles • Nurture and expand relationships with existing customers to drive renewal, expansion, and advocacy, delivering measurable outcomes aligned to their mission objectives • Conduct executive-level presentations, product demonstrations, and business reviews that build credibility and accelerate deal progression • Partner with BDRs to develop targeted account penetration strategies, refine prospecting messaging, and ensure efficient pipeline development • Collaborate with Solution Engineers to design and deliver differentiated technical demonstrations, proofs of concept, and custom solution proposals • Work closely with Channel and Alliance Partners to co-sell, co-market, and expand Zimperium’s reach within the Federal Civilian ecosystem • Coordinate with Marketing to execute demand generation campaigns, account-based marketing (ABM) programs, and event participation strategies aligned to territory goals • Maintain a current and sophisticated understanding of the mobile security landscape, including industry trends, emerging threat vectors, regulatory developments, and the competitive solution ecosystem

🎯 Requisitos

• Bachelor’s degree or equivalent professional experience • 7+ years of enterprise software/technology sales experience within the public sector, with a consistent and verifiable track record of quota achievement and over attainment • 3+ years selling cybersecurity solutions, with a strong preference for experience in mobile security, endpoint security, or zero-trust architectures • Demonstrable experience applying MEDDPICC (or equivalent methodology such as MEDDIC, Challenger, or Force Management) to qualify and advance complex, multi-stakeholder opportunities • Proven ability to operate as a hunter—comfortable building pipeline from scratch through cold outreach, networking, partner co-selling, and event engagement • Deep familiarity with Federal Civilian procurement processes, contract vehicles (e.g., GSA MAS, SEWP, BPAs, OTAs,GWACs), and the Federal budget cycle • Proficiency in Salesforce CRM for pipeline management, forecasting, and activity documentation • Experience with Clari or comparable revenue intelligence platforms for deal inspection and commit forecasting • Exceptional executive communication, active listening, and consultative selling skills with the ability to engage credibly at the C-suite and SES/Deputy Secretary level • Ability to travel 50%+ of the time to engage customers, attend industry events, and support partner activities

🏖️ Benefícios

• Competitive base salary with an aggressive, uncapped commission plan • Accelerators designed to reward over-performance