Director Federal Sales Equinix Ashburn

Job Description
The Federal Sales Director's goal is to build and accelerate Equinixs growth in the data center space with existing and new Federal accounts. You are a seasoned sales executive with a proven track record of creating sales programs that leverage existing relationships while simultaneously building on new opportunities. You will be accountable for assessing Federal/government markets proposing the most appropriate strategies and federal business model.

Within the framework of sales, the role will be responsible for leading a successful team of account executives in the account management of the existing client base, driving revenue, and developing new business. The successful candidate will have proven success leading a sales team and penetrating and growing Federal accounts.

Responsibilities
Own, guide and manage the activities of the Federal sales team to ensure that company Federal revenue goals and objectives are exceeded
Develop and execute on a new business plan to expand business in new and existing Federal accounts and to design, develop, and grow a Federal Business group
Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above quota results based on successful pipeline management
Own and drive Federal strategic opportunities, support the sales team in their sales meetings with Federal prospects and accounts
Participate directly in the sales process to develop Federal sales strategies, capitalize on opportunities and drive deals to closure
Provide strategic guidance and leadership to a team of Account Executives while working closely with sales engineers in a continuously changing team environment.
Assist in sales policy development and implementation and maintain developmental guidelines.
Establish contacts at a senior level and demonstrate strong sales and marketing skills.
Responsible for quarterly Federal quota attainment.
Responsible for interviewing, hiring, training, and performance managing employees.

Qualifications
Innovative and results-driven senior High Tech Sales executive with 8+ years (4 at the management/team lead level) of successful sales experience in federal/ government/ (Civilian, DoD and Intelligence -) high tech and/or telecommunications markets
First class sales acumen, with experience selling high tech solutions to Federal agencies and contractors
Detailed understanding of Federal agency acquisition process, and channel sales leveraging government contract vehicles (GSA, SEWP) and third party resellers
Working knowledge of federal government contracting and Federal Acquisition Regulations (FAR) as required to conduct business with government clients
Proven ability to work with business partners to jointly market, sell and deliver solutions to customers.
Highly collaborative and team-oriented; entrepreneurial and self-directed with a passion to succeed
Customer-oriented mindset; Able to quickly develop key customer relationships and maintain relationships at the C-level within Federal agencies
Bachelors degree or equivalent with 8+ years of professional selling experience.
5 years of sales management experience in a telecommunications/internet environment focused on the cloud and digital content/ media space.
Experience in departmental management, performance management, and negotiation.
In-depth knowledge of the federal/government market strongly preferred and adept at navigating through US Federal organizations