Worker Sub-Type:

Regular

 Job Description: 

BlackBerry® – the iconic brand you know and trust – is now a market leading cybersecurity software and services company.

Creating the gold standard for unified endpoint security (UES) and unified endpoint management (UEM), BlackBerry Spark offers the broadest set of security capabilities, management tools and visibility covering people, devices, networks, apps, and automation. BlackBerry Spark uses artificial intelligence (AI), machine learning and automation to provide improved cyber threat prevention and remediation, while offering transparency across all endpoints for better management and control.

 

Among the first to market with full seventh generation AI for cybersecurity, BlackBerry Cylance helps users understand risks and make intelligent decisions to mitigate them before they happen. Today BlackBerry secures 96% of the threat landscape and we were delighted to be named a 2023 Customers’ Choice for Gartner Peer Insights for EPP and UEM. Named by Cybersecurity Ventures as 1 of the top 150 companies to watch, we securely connect more than 500 million mobile, desktop and IoT endpoint devices for G7 governments, 9/10 global financial institutions as well as the largest global aerospace, defense, healthcare, automotive and media companies. Chances are, we are more a part of your life today than we ever were as a handset company.

As a Director of Federal Sales, you will be responsible for retaining, identifying, developing, and closing new business for the BlackBerry Solution with US federal agencies. The ideal candidate will be a seasoned, solution-driven sales leader with a strong determination to identify and develop new business in the US Government markets. The preferred location for this role is the greater Washington D.C. area. Required travel is expected to be approximately 20%.

RESPONSIBILITIES

• Lead and manage the Government sales team and utilize all available resources to achieve results.
• Directs and manages Account Managers (includes hiring, supervising, developing and mentoring direct reports)
• Develops and implements employee performance management plans
• Participates in company succession planning activities, writes and delivers employee reviews, keeps close tabs on employee performance/morale and creates a positive working environment
• Assists with complex sales negotiations, attends sales presentations and helps close sales deals
• Directly manages very large, high-profile customer accounts
• Helps develop sales proposals and responses to request for proposals (RFPs)
• Develops and oversees a sales training program for new and existing employees
• Ensures Account Directors are equipped with the product, system and selling-skills training that they require to be successful
• Defines the sales strategy and plans sales pursuits for government clients
• Manages and leads the Government focused sales team to carry sales targets
• Responsible for ongoing monitoring and mentoring of sales employees’ activities, building a viable sales pipeline, coaching employees on pursuits, and ultimately achieving the team targets for business development and sales
• Accurately tracks and forecasts the team’s revenue

ESSENTIAL SKILLS AND QUALIFICATIONS

• Bachelor degree in relevant field
• Minimum of 10 years of demonstrated sales success in enterprise software sales selling into US Government.
• Minimum of 6 years sales management experience in enterprise software sales leading teams of 8 sales people or greater.
• Track record of building a sales team that can successfully penetrate new accounts and grow revenue quarterly.
• Strong understanding of large account sales and ability to think strategically about new business opportunities
• Ability to communicate with executives and other senior stakeholders both internally and externally
• Excellent written and verbal communication skills with polished and confident presentation skills and style
• Self-motivated and able to drive to achieve results in a changing and occasionally ambiguous environment
• Strong analytical and proven negotiation skills

ADDITIONAL ASSESTS 

• Eligibility for Clearance an asset

Scheduled Weekly Hours:

40

Compensation Base Range:

$133,000 - $190,000 USD