Federal Market Development Representative

About the Role

The Federal Market Development Representative will play a pivotal role in expanding and driving our Federal business. You will work closely with the Federal Enterprise Account Executives, Federal Sales Leadership, and Federal Channel/Partner Leadership to identify strategic Federal accounts and build a prospecting strategy to execute. You will also help revive closed lost opportunities by cross-selling as well as helping your AEs navigate their current Federal customer book of business.

Specifically, this role will focus on driving Partner awareness and engagement that results in pipeline in the Federal Government Enterprise space and requires regular presence with partners and events in and around the Washington, D.C. area.

Virginia - Remote (must be physically located in Virginia).

This role requires regular travel to and time on-site with Federal partners in and around the Washington, D.C. area, including working from partner offices and attending Federal industry events, as needed to support pipeline development and partner relationships.

• Strategic Outbound Prospecting/Sourcing Net New Opportunities:
  Identify and research potential Federal enterprise accounts. Develop outreach strategies to establish initial contact and schedule first meetings with your Federal Enterprise AE.
• Aligning/Uncovering Renewals, RFPs, and equivalent takeouts:
  Account research and knowledge of Federal buying cycles and procurement processes will be crucial for setting up the first meeting with your AE.
• Partner Engagement and Enablement:
  Conduct regular onsite visits with Federal partners and resellers in and around the DC area, including working out of partner offices, to build relationships, support sales enablement activities, support joint pursuits, and drive pipeline and brand awareness in the Federal space.
• Cross-sell and Current Customers:
  Work with your AE to identify any cross-sell opportunities from closed lost opportunities as well as your AE's current book of business.
• Trade shows/Events:
  The MDR will help coordinate and staff Federal trade shows and industry events onsite, including travel within the DC area and beyond as needed. Following up on leads from these events will be done strategically with your AE. These events will provide opportunities to grow relationships and build pipeline that eventually leads to closed won opportunities.
• Other duties as needed.

• Prior experience selling into the Federal Government market strongly preferred, including 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 the ability to successfully demonstrate software
• Solid work ethic, positive attitude, and motivation to learn
• Strong computer knowledge required
• Ability to multitask with several tools
• Ability to work independently, prioritize tasks, honor rules of engagement, and follow policies, processes, and procedures
• Works well under pressure and with a team
• Experience selling…