Federal Sales Director

Federal Sales Director - 100% Remote From Anywhere In The US

The Federal Sales Director at Fast Lane plays a key role in driving revenue growth by establishing and maintaining strong relationships with federal government clients, understanding their needs, and aligning our solutions to meet and exceed their expectations. Effective Federal Sales Directors work closely with many internal team members including staff from Operations and Services, Alliance Managers and Inside Sales Reps.

Key Responsibilities:

• Federal Agency and Integrator Relationship Management:

• Cultivate and maintain strong, strategic relationships with key government agencies and integrators.
• Understand government agency objectives and challenges to provide tailored solutions.
• Act as the primary point of contact for government agency, ensuring exceptional service and satisfaction.

• Sales and Business Development:

• Identify and pursue new business opportunities within existing government agencies and integrators.
• Achieve and exceed sales targets through consultative selling and effective negotiation.
• Collaborate with the sales team to develop and implement effective sales strategies.

• Solution Alignment:

• Work closely with internal teams to ensure the alignment of our solutions with government agency and integrator needs.
• Provide government agencies and integrators with insights into industry trends and innovative solutions offered by Fast Lane Consulting.

• Account Planning:

• Develop and implement account plans to maximize government agency and integrator retention and growth.
• Conduct regular account reviews to assess performance and identify areas for improvement.

• Collaboration:

• Collaborate with cross-functional teams to ensure seamless delivery of services to government agencies and integrators.
• Share market feedback and government agency and integrator insights to contribute to product and service enhancements.

• Federal Sales Strategy:

• Develop and execute a strategic sales plan for the federal market.
• Identify growth opportunities, target agencies, and create a pipeline of potential clients.
• Collaborate with cross-functional teams to align sales efforts with organizational goals.

• Contract Negotiation:

• Lead contract negotiations with federal clients.
• Collaborate with legal and finance teams to finalize agreements.
• Ensure compliance with federal procurement regulations.

Performance Objectives:

• Routinely create new qualified opportunities by prospecting cold and warm leads.
• Develop and manage a healthy opportunity pipeline that has the quality and quantity to support meeting future sales/bookings quotas.
• Routinely meet and exceed sales/booking quota.

Required Sales Skills:

• Prospecting: Identify and research potential clients in your assigned region who may benefit from Fast Lane training and consulting services.
• Communication: Strong verbal and written communication skills to effectively convey the value proposition of the offerings and build rapport with clients.
• Negotiation: Ability to negotiate terms, pricing, and contracts to secure deals and meet revenue targets.
• Closing: Proven ability to close sales and achieve sales quotas in the market.
• Proven Track Record: Information that demonstrates your proven track record of sales to include achievements, customer testimonials, or any other relevant information that showcases your expertise and results.
• Federal System Integration: The ideal candidate will have experience with Federal System Integrators.
• People Management: The ideal candidate will have experience with managing people, and leading a team.

Industry Knowledge:

• Familiarity with the training and consulting industry.
• Knowledge of key technology vendors at a high level.
• Understanding of the specific needs and challenges that government agencies and integrators may face: IE. Cloud migration, adoption of AI, reskilling and upskilling at scale.

Product Knowledge:

• In-depth knowledge of Fast Lane US training and consulting offerings, including the range of services and their benefits.
• Ability to tailor offerings to meet the unique needs of our government agencies and integrators.

Market Research:

• Continuously stay updated on industry trends, competitor offerings, and market dynamics.
• Analyze market data to identify potential opportunities and areas for growth in your region.

Relationship Building:

• Develop and maintain strong relationships with government agencies and integrators, understanding their business needs, and providing ongoing support and solutions.

Time Management:

• Efficiently manage time to prioritize leads and opportunities in your region, ensuring that efforts are focused on the most promising prospects.

Technology Proficiency:

• Utilize customer relationship management (CRM) tools and sales software to track leads, manage accounts, and forecast sales.

Self-Motivation:

• In an outbound sales role, self-motivation and a strong work ethic are crucial for success.
• Ability to self-create a sales plan to execute specific sales motions for your success.

Preferred Qualifications:

• Bachelor's degree in Business, Marketing, or a related field.
• Proven track record of success in federal sales, including experience with government contracts.
• Strong understanding of federal procurement processes and compliance requirements.
• Strong understanding of consulting and education services.
• Excellent communication, presentation, and negotiation skills.
• Ability to work collaboratively in a dynamic and fast-paced environment.
• Results-oriented with a focus on exceeding sales targets.

The ideal candidate will have the following characteristics:

• 3+ years of successfully achieving quota.
• 3+ years of selling IT solutions, services, or a recruiting background.
• Technical knowledge of IT including cloud, data, AI, and other emerging technologies.
• Organizational skills with a focus on achieving revenue objectives and activities to be successful.
• Ability to develop, articulate and present a business case.
• Self-starter/motivator.
• Positive attitude, strong written and verbal communication, and attention to detail.
• Ability to handle multiple priorities in a fast-paced environment.

Reporting Structure:

Federal Sales Directors report to the Director of Strategic Accounts.

Federal Sales Directors do not have any direct reports.

Fast Lane Benefits:

Medical, Dental, Vision, Life, AD&D, LTD, STD, 401(k) and more! Fast Lane pays 100% of the monthly premium for the "Employee-Only" base medical, dental and vision plan.

15 PTO Days, 2 Sick Days, 14 Paid Holidays, 1 Volunteer Day, and much much more!