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UltraViolet Cyber

Posted 9 months ago

Open

Federal Business Development Manager

WashingtonOn-siteFull-time

AI Summary

Federal Business Development Manager responsible for growing the Federal Government line of business, engaging senior government executives, and managing the full sales cycle from prospecting to close.

About this role

Make a difference here.

UltraViolet Cyber is a leading platform-enabled unified security operations company providing a comprehensive suite of security operations solutions. Founded and operated by security practitioners with decades of experience, the UltraViolet Cyber security-as-code platform combines technology innovation and human expertise to make advanced real-time cybersecurity accessible for all organizations by eliminating risks of separate red and blue teams.

By creating continuously optimized identification, detection, and resilience from today’s dynamic threat landscape, UltraViolet Cyber provides both managed and custom-tailored unified security operations solutions to the Fortune 500, Federal Government, and Commercial clients. UltraViolet Cyber is headquartered in McLean, Virginia, with global offices across the U.S. and in India.

UltraViolet is seeking an experienced Federal Business Development Manager with a background and responsibility of growing the Federal Government line of business.

The onsite requirements will be for customer onsite meetings, lunches/dinners, technical conferences, and quarterly corporate meetings.

What You'll Do:

  • The Federal BD Executive will call on C-Suite and Executive level of Federal Government agencies and qualified organizations to sell products and services and gain new business through prospecting, cold-calling, networking, and generating leads and referrals.
  • Must meet and exceed sales objectives for revenue and gross profit as defined the UV Cyber Federal Lead and CEO.
  • Meet and exceed sales targets with assigned strategic accounts, selling solutions and services.
  • The primary function of this role is to lead all customer interaction efforts with key decision makers to create new opportunities for sales and relationship growth within the team's Federal Government account deck.
  • Execute and manage entire sales cycle and detailed account strategy working cross-functionally with experience in negotiating contract terms and legal team collaboration.
  • Develop and implement strategies to expand the market position for Federal Government Accounts.
  • Build and maintain positive relationships with senior executives, key decision makers and influencers and technical experts within designated accounts.
  • Successfully position new solutions and concepts for expanding business in evolving customer environments with funnel forecast and revenue growth accuracy.
  • Fully utilize all Salesforce for accurate forecasting and opportunity tracking.
  • Manage sales funnel and generate reporting on sales activities and forecasting.
  • Identify, develop, and close new sales opportunities.
  • Product Knowledge - Serves as the primary interface for all products and services and creates demand for the organization's products and services by raising their profile with customers.
  • Communication - Ability to adapt communication style depending on audience.
  • Negotiation - Confidently handles sales negotiations with prospects and existing clients.
  • Executive Level Presentations - Create and present convincing and persuasive content to present to C-level executives, both in person and virtually, with professional confidence.
  • Contractual Agreements - Works cross-functionally with Legal, Contracts, and Presales to draft contract forms.

    • What You've Done:

  • Business Planning - Demonstration of their contribution in account planning and execution of those plans.
  • Comfortable communicating with all levels of organization professionally, whether in-person or virtually.
  • Understanding of Federal Government contract vehicles including, but not limited to: GSA MAS, GSA HACS, FAA eFAST, EAGLE II, ESI, and others.
  • Understanding and adherence to the FAR, DFARS, and all laws and regulations pertaining to Federal Government procurement.
  • Technical Federal sourcing and sales experience with advanced cybersecurity solutions and services.
  • Knowledge on cybersecurity services/operations landscape, with experience dealing with managed security services (ongoing monitoring, escalation, detection, response, etc.) as a plus.
  • 8+ years experience as an Account Manager, Account Executive, or Outside Sales Representative selling Managed Security Services, SaaS solutions with a service component, or complex multi-year service contracts into the Federal Government.
  • Must have key competencies including but not limited to the following; results driven, customer focused, business acumen, strategic thinking, critical problem solving, and communication proficiency.
  • US Citizenship required, and candidates must be willing to be submitted for a US Government background investigation.

    • What We Offer:

  • 401(k), including an employer match of 100% of the first 3% contributed and 50% of the next 2% contributed
  • Medical, Dental, and Vision Insurance (available on the 1st day of the month following your first day of employment)
  • Group Term Life, Short-Term Disability, Long-Term Disability
  • Voluntary Life, Hospital Indemnity, Accident, and/or Critical Illness
  • Participation in the Discretionary Time Off (DTO) Program
  • 11 Paid Holidays Annually

    • Skills

    Account ManagementC-level EngagementContract NegotiationsContract TermsDNSP/DSA FamiliarityExecutive PresentationsFederal ProcurementGovernment ContractingGSA SchedulesIndustry KnowledgeLegal CollaborationNegotiationOpportunity ManagementProposal DevelopmentPublic Sector ProgramsRFQ/rFP ResponseSalesforce ForecastingSales StrategySLA Understanding

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