Federal Sales Manager
On-siteOrlando, Florida, United States
Job Summary
Develop and execute a comprehensive federal sales strategy aligned with company growth objectives, identifying, qualifying, and closing new business opportunities across federal agencies including the DoD, DHS, VA, and DOJ. Manage the full sales lifecycle from lead generation through contract award and post-sale support, leveraging federal contract vehicles such as GSA Schedules, IDIQs, and GWACs to accelerate sales growth. Build trusted relationships with government decision-makers and procurement officials while presenting solutions to federal stakeholders at industry conferences and trade shows. Lead pricing negotiations, establish weekly through annual sales goals, and maintain accurate pipeline data within the CRM platform. Collaborate with cross-functional teams to deliver customized solutions and ensure compliance with federal standards.
Required Qualifications
- Bachelor's degree in business, Marketing, Government Studies, Public Administration, or a related field, or equivalent combination of education and experience
- Minimum of 5 years of experience in federal sales, government contracting, or business development
- Proven success selling products or solutions to federal government agencies
- Experience utilizing federal contract vehicles including GSA Schedules, IDIQs, GWACs, BPAs, and related acquisition mechanisms
- Strong knowledge of the Federal Acquisition Regulation (FAR) and agency-specific procurement practices
- Demonstrated ability to identify, develop, and close complex federal opportunities
- Experience working with CRM platforms such as Salesforce, Microsoft Dynamics, or similar systems
- Excellent presentation, communication, negotiation, and relationship-building skills
- Strong analytical and strategic thinking capabilities
- Ability to travel extensively, including trips lasting up to three consecutive weeks
- Valid driver's license with a clean driving record
- Full-time position requiring 40+ hours per week
- Flexible schedule, including evenings, overnight travel, and extended business trips
- Successful completion of pre-employment background check, DMV review, drug screening, and credit check (if a company credit card is required)
- Willing and able to use a personal vehicle for customer visits, product demonstrations, and regional trade shows
- Regularly required to communicate effectively through speaking and hearing
- Frequently required to stand, walk, reach, bend, kneel, crouch, and use hands and fingers
- Occasionally required to lift and move items weighing up to 60 pounds
- Must be able to travel extensively and transport demonstration equipment when necessary
- Ability to sit and work at a computer for extended periods, including repetitive hand and wrist movements
- Visual abilities include close vision, distance vision, color vision, depth perception, and field of vision
Desired Qualifications
- Established relationships within agencies such as DoD, DHS, VA, DOJ, or other federal organizations
- Experience selling technical, training, simulation, defense, public safety, or law enforcement solutions
- Experience partnering with government systems integrators, prime contractors, and channel partners
- Understanding of federal budgeting cycles and acquisition planning
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