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Dell Federal DOD Enterprise Sales in Reston, Virginia

Job Description

General Summary

This is a quota carrying sales role targeting the Federal Government, more specifically: DoD, Navy and Marine for all RSA product lines. The candidate is responsible for generating net new business as well as for maintaining and growing relationships with existing accounts. The candidate is responsible for the overall health and sales performance of a defined list of enterprise class accounts in defined patch. Daily responsibilities will include end user sales calls, joint account calls with various internal and external partners, cold calling, forecasting and other sales related activities. The ideal candidate would be based in the DC metro area.

Principle Duties and Responsibilities

  • Achieve both quarterly and annual sales goals and objectives

  • Responsible for the overall sales strategies and generating results across all key Accounts

  • Responsible for managing environments suited to instill best practices across all key Accounts

  • By leveraging appropriate RSA/EMC offerings and expertise they will endeavor to objectively address customer needs in an effort to become their Trusted Advisor

  • Identify and close new information security sales for the defined account set

  • Maintain current and rolling 12 month forecast and pipeline

  • Manage consistent prospecting activities including but not limited to cold calling, seminar management and partnering with business partners

  • Expand current customer base as well as land net new accounts and sales

  • Insures high post-sales satisfaction that enables repeat business with customers

  • Shorten the sales cycle by focusing the customer on core problems and solutions

  • Collaborate with and manage team members to solve complex information security problems for customers

  • Maintain RSA product knowledge as well as stay current with industry trends and technologies

  • Crucial for success is the candidate’s ability to work with, and drive, the Virtual Team. Engaging effectively with Professional Services, CSI community, Product Management, Technical Consultants & EMC resources when required.


  • Track record of consistent sales over quota achievement

  • Strong technical aptitude and the ability to apply technology to solve business problems

  • Proven ability to achieve results working with complex organizations, both internally and externally

  • Strong organizational skills and ability to work in a matrix environment

  • Ability to excel managing complex, matrixed customer and internal organization

  • Ability to influence others to achieve results

  • Ability to manage teams and resources in a highly matrix environment

  • Understanding of relevant market trends and opportunities

  • Excellent and proven presentation and Consultative skills

  • Negotiator - can reach appropriate resolution in many varied situations without damaging internal or external relationships

  • Typically requires 8+ years of related experience in a relationship selling role with a Bachelor’s degree

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