Federal Market Development Representative

Jobtailor; Virginia (MN); On-site; USD 95,000 - 140,000; Full time

Job summary

Jobtailor is seeking a results-driven Federal sales professional to expand and drive our Federal business from Virginia. You will partner with Federal Enterprise AEs, Federal Sales Leadership, and Federal Channel/Partner leadership to identify strategic accounts and build outreach strategies.

This role requires deep knowledge of procurement processes and CRM tools. Responsibilities include reviving closed-lost opportunities, driving pipeline through partner engagements, and coordinating federal

Qualifications

• Prior experience selling into the Federal Government market strongly preferred.
• Familiarity with Federal procurement processes, contract vehicles, and the Federal partner/reseller ecosystem.
• Ability to obtain and maintain any Federal clearance or credentialing required for partner site or event access.
• Willingness and ability to travel regularly to Federal partner offices and events in and around the Washington, D.C. area.
• Competitive eagerness to set yourself apart and achieve success.
• Aggressive, energetic self-starter who enjoys working in a quota-driven environment.
• Superior verbal and written communication skills via phone and email.
• Excellent listening and analytical skills to assess the interests of prospects.
• Experience meeting minimum call volume and/or talk-time goals.
• Strong organizational skills and ability to manage time and workload.
• Detail-oriented, with excellent follow-up skills.
• Technical aptitude and ability to successfully demonstrate software.
• Solid work ethic, positive attitude, and motivation to learn.
• Strong computer knowledge
• Ability to multitask with several tools
• Ability to work independently, prioritize tasks, honor rules of engagement, and follow policies, processes, and procedures.
• Ability to work under pressure and with a team.
• Experience selling technology solutions to Director- and C-Level IT/Federal executives, Federal systems integrators, MSPs, and/or resellers
• Experience using Salesforce or another CRM
• Experience using SalesLoft or another sales engagement platform
• Must be physically located in Virginia
• Position is not eligible for Visa sponsorship

Responsibilities

• Expand and drive Federal business in target markets.
• Collaborate with Federal Enterprise AEs, Sales Leadership, and Federal Channel/Partner Leadership to identify strategic accounts and build prospecting strategies.
• Revive closed-lost opportunities through cross-selling and support AEs in navigating their Federal customer book of business.
• Drive partner awareness and engagement to generate pipeline in the Federal Government Enterprise space.
• Identify and research potential Federal enterprise accounts.
• Develop outreach strategies to establish initial contact and schedule first meetings with Federal Enterprise AEs.
• Research Federal renewals, RFPs, buying cycles, procurement processes, and equivalent takeout opportunities.
• Conduct regular onsite visits with Federal partners and resellers in and around the Washington, D.C. area.
• Work from partner offices to build relationships, support sales enablement activities, support joint pursuits, and drive pipeline and brand awareness.
• Identify cross-sell opportunities from closed-lost opportunities and current customer accounts.
• Coordinate and staff Federal tradeshows and industry events, including travel within the D.C. area and beyond as needed.
• Strategically follow up on event leads with the AE.
• Perform other duties as needed

Skills

Sales Strategy

Cross-Selling

Analytical Skills

Technical Aptitude

Call Volume Goals

Organizational Skills

Attention to Detail

Multitasking

Self-Starter

Positive Attitude

Tools

Salesforce

SalesLoft

Job description

• Expand and drive NinjaOne's Federal business
• Work with Federal Enterprise Account Executives, Federal Sales Leadership, and Federal Channel/Partner Leadership to identify strategic Federal accounts and build prospecting strategies
• Revive closed-lost opportunities through cross-selling and support AEs in navigating their current Federal customer book of business
• Drive partner awareness and engagement to generate pipeline in the Federal Government Enterprise space
• Identify and research potential Federal enterprise accounts
• Develop outreach strategies to establish initial contact and schedule first meetings with Federal Enterprise AEs
• Research Federal renewals, RFPs, buying cycles, procurement processes, and equivalent takeout opportunities
• Conduct regular onsite visits with Federal partners and resellers in and around the Washington, D.C. area
• Work from partner offices to build relationships, support sales enablement activities, support joint pursuits, and drive pipeline and brand awareness
• Identify cross-sell opportunities from closed-lost opportunities and current customer accounts
• Coordinate and staff Federal tradeshows and industry events, including travel within the D.C. area and beyond as needed
• Strategically follow up on event leads with the AE
• Perform other duties as needed

Requirements

• Prior experience selling into the Federal Government market strongly preferred
• Familiarity with Federal procurement processes, contract vehicles, and the Federal partner/reseller ecosystem
• Ability to obtain and maintain any Federal clearance or credentialing required for partner site or event access, as applicable
• Willingness and ability to travel regularly to Federal partner offices and events in and around the Washington, D.C. area
• Competitive eagerness to set yourself apart and achieve success
• Aggressive, energetic self-starter who enjoys working in a quota-driven environment
• Superior verbal and written communication skills via phone and email
• Excellent listening and analytical skills to assess the interests of prospects
• Experience meeting minimum call volume and/or talk-time goals
• Strong organizational skills and ability to manage time and workload
• Detail-oriented, with excellent follow-up skills
• Technical aptitude and ability to successfully demonstrate software
• Solid work ethic, positive attitude, and motivation to learn
• Strong computer knowledge
• Ability to multitask with several tools
• Ability to work independently, prioritize tasks, honor rules of engagement, and follow policies, processes, and procedures
• Ability to work under pressure and with a team
• Experience selling technology solutions to Director- and C-Level IT/Federal executives, Federal systems integrators, MSPs, and/or resellers
• Experience using Salesforce or another CRM
• Experience using SalesLoft or another sales engagement platform
• Must be physically located in Virginia
• Position is not eligible for Visa sponsorship

Demonstrates expertise in Federal Government sales, including knowledge of procurement processes and the ability to engage with Federal partners and resellers. Proven track record in developing outreach strategies and managing relationships to drive pipeline growth and brand awareness.

Highest-signal resume keywords

• Federal Government Sales Experience
• Familiarity With Federal Procurement Processes
• Experience Using Salesforce
• Strong Verbal And Written Communication Skills
• Ability To Obtain Federal Clearance

Hard Skills

• Sales Strategy Development
• Cross-Selling Techniques
• Analytical Skills
• Technical Aptitude
• Meeting Call Volume Goals

Soft Skills

• Strong Organizational Skills
• Detail-Oriented
• Ability To Multitask
• Positive Attitude
• Self-Starter

Industry Keywords

• Federal Enterprise Accounts
• RFPs
• Contract Vehicles
• Federal Partner Ecosystem
• Quota-Driven Environment

Tools & Technologies

• Salesforce
• SalesLoft