Federal Account Executive – DoD/DoW Sector

🕒 il y a 22 jours

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🟠 Senior

🔴 Expert

🧑‍💼 Ingénieur d'affaires

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Zimperium

Site WebLinkedInTous les Emplois

201 - 500 employés

Fondée en 2010

🔒 Cybersecurity

🏢 Entreprise

☁️ SaaS

💰 €12 000 000 Venture Round en 2018-11

Cybersecurity • Enterprise • SaaS

Zimperium est une entreprise de premier plan dans le domaine de la sécurité mobile, spécialisée dans la protection des terminaux mobiles et des applications. Elle propose des solutions avancées pour protéger les appareils mobiles et les applications, permettant aux entreprises de sécuriser leurs endpoints mobiles et d'assurer un accès sécurisé aux données sensibles et aux systèmes. Les plateformes de Zimperium s'intègrent dans divers environnements, y compris des configurations cloud, on-premises, et en air-gap, garantissant une sécurité continue et persistante pendant le développement et l'exécution. L'entreprise est reconnue pour son focus unique sur la sécurité mobile, offrant des outils qui aident à prévenir les pertes de données, la fraude, et les violations réglementaires dans les applications mobiles.

Description

• As a Federal Account Executive – DoD/DoW, you will serve as the primary territory owner and revenue driver for a defined portfolio of U.S. Federal DoD/DoW agencies. • Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal DoD/DoW 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.

🎯 Exigences

• 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 DoD/DoW 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.

🏖️ Avantages

• Uncapped Earning Potential: Competitive base salary with an aggressive, uncapped commission plan and accelerators designed to reward overperformance. • Cutting-Edge Technology: Sell a platform backed by world-class AI and mobile security research that genuinely outperforms the competition. • Inclusive Culture: A collaborative environment built on the principle that different perspectives drive better solutions and stronger outcomes.