Engagement Manager, Defense & National Security

Details

• Developing and growing relationships within the U.S. government, notably the Department of Defense, and the defense industrial base.
• Meaningfully contributing to the growth of Rescale Public Sector by driving sales to meet or exceed quarterly and annual revenue quotas for your portfolio (both renewals and new business). Our AEs carry an approximately $2-3M quota, depending on level, with uncapped accelerators.
• Prospecting for and qualifying new opportunities and leading capture activities within assigned territory; building robust short term and long term pipeline; closing major new accounts.
• Managing complex accounts by developing an expert understanding of customer needs and use cases, and creating and executing strategic account plans.
• Leveraging Systems Integrator, Reseller, and key technology partner relationships for co-selling, co-solutioning, and market expansion activities.
• Engaging with cross-functional partners within the company to deliver an excellent customer experience.
• Regularly highlighting customer developments and providing accurate, high-fidelity forecasts to guide the growth of Rescale Public Sector.
• 5+ years of proven success selling novel and complex software or technology solutions to the U.S. government, notably the Department of Defense, and defense industrial base.
• Demonstrated excellence in strategic, enterprise-level account management.
• Experience growing a greenfield sales territory at a high-growth company.
• Expert-level command of federal contracting practices, compliance requirements, (e.g, FedRAMP, DoD ILs), and the Planning, Programming, Budgeting, and Execution (PPBE) process.
• Exceptional interpersonal skills. Ability to build strong, high-trust relationships with customers and understand their needs.
• Demonstrated ability and drive to independently source and close opportunities in the Public Sector.
• Experience expanding market reach through engagement with systems integrators, resellers, and distributors.
• Advanced written and verbal communication, presentation, and negotiation skills. Naturally persuasive and persistent to achieve ambitious goals.
• Must be a U.S. citizen with the ability to obtain and maintain a U.S. Security Clearance (TS/SCI).
• Willingness to travel frequently to meet customers and prospects on-site, at industry conferences, and events.