Federal Business Development Manager

Vienna, Virginia, United States • Washington D.C., DC, USA

This position will have responsibility for developing Gigamon’s strategic business priorities in the US Department of Defense as well as partnering with Gigamon’s federal salesforce in accomplishing near-and mid-term revenue goals.  You will identify and qualify opportunities and position Gigamon for success with government programs nine to twenty-four months before they become tactical sales opportunities. In this role, you will also command and manage all aspects of early opportunity identification with federal agencies and systems integrators while partnering with sales teams as opportunities develop and approach a more tactical closing phase. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, completing multiple complex tasks simultaneously, who can use his or her business-development talent to expand adoption of Gigamon capabilities. Duties also include development of business strategies and solutions for complex and multi-faceted customer problems, and internally provide advice to support the overall growth strategy for driving Gigamon’s business activities in the US Federal Government, especially the Department of Defense. 

Primary Duties & Responsibilities

• Must be a team player and collaborative with other teammates
• Highly skilled in executive-level business integrations
• Must be smart, creative and aggressive
• Advanced level of specialized knowledge, with record of business-development success in federal programs; an expert in the field
• Responsible for positioning company’s solutions with agencies and systems integrators
• Experienced selling with and through systems integrators to position Gigamon for program success
• Assists and collaborates with assigned Presales Systems Engineers to develop and position Gigamon solutions
• Explores, identifies, and communicates potential opportunities with the Sales, Marketing and Product Managers
• Consistently performs effective meetings with prospective customers throughout the assigned territory
• Attends industry and vendor shows and meetings as required
• Provides timely communication and follow-up to customers and partners, consistently meets the customers’ expectations
• Provide pertinent market and competitive information to the organization
• In collaboration with Product Managers, develops long-range strategies for product expansion; assesses potential application of the company products to meet customer needs and assists in preparing specifications for the development, implementation, and customization of customer solutions
• Collaborates with Product Managers on presentations, product demonstrations, and on-site customer visits
• Researches and analyzes the territories and the company’s markets, competition and product mix; makes presentations on new and existing products to current and potential customers
• Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new business opportunities
• Devises new approaches to problems encountered, shares approach with Sales, Marketing and Product Management
• Other duties as assigned

Education / Experience

• Working knowledge and previous experience working large Defense programs such as DES, JRSS, EITaaS, NGEN etc.
• Strong past performance with SES level DoD Clients, and System Integrators
• Ideally you would have a Top-Secret Clearance
• 10+ years of experience in the Networking or/and Network Security space
• Excellent consultative and solution selling skills to all levels within organizations
• Exceptional communication and presentation skills a must
• Bachelor's degree in Business, CIS, or related field preferred
• Background in sales engineering, or training in CS, IT, EE a plus