Federal Business Development Director

Fortanix, a company at the forefront of data-centric cybersecurity for hybrid multicloud environments, is seeking a seasoned Federal Business Development Director. This pivotal role is designed for a sales leader with a strong track record in driving growth within the federal sector, specifically focusing on national security segments. Reporting to the Chief Revenue Officer, the ideal candidate will be instrumental in expanding Fortanix's presence and impact within critical mission-oriented organisations. The position offers a unique opportunity to be involved with cutting-edge security data and Generative AI models in a dynamic and impactful area.

About the Role

The Federal Business Development Director will be responsible for charting a course for sales success within their assigned federal territory. This involves crafting and implementing comprehensive account plans that are designed not only to meet but exceed sales quotas. A significant part of this role will be the development and execution of a robust sales methodology, ensuring that complex federal deals are rigorously qualified and navigated effectively. Success in this position hinges on the ability to foster strong collaborative relationships with a diverse network of stakeholders. This includes strategic alliances, federal resellers, financial services institutions (FSIs), sales engineers, consulting professionals, sales development teams, and marketing departments. By leveraging these relationships and personal networks, the director will identify high-potential prospects and build a qualified sales pipeline. Furthermore, the role requires championing value-based selling across the go-to-market organisation, empowering Account Executives (AEs) to develop their own strategic territory plans. Collaboration extends internally, where the director will engage with various company functions and the broader partner ecosystem to support sales pursuits and drive revenue growth. A deep and current understanding of key personas, competitor landscapes, Fortanix's product offerings, and named accounts is essential.

The core responsibilities of this position revolve around driving sales and expanding market reach within the federal sector, with a particular emphasis on national security agencies. Key duties include:

• Developing and executing strategic territory account plans aimed at achieving sales targets for both the team and the region through direct sales efforts and partner engagements.
• Implementing and managing a leading sales methodology that ensures rigorous qualification and adept navigation of intricate federal sales cycles.
• Cultivating and maintaining productive working relationships with strategic partners, federal resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development representatives, Marketing teams, and other key contacts to identify, develop, and qualify sales opportunities.
• Promoting the principles of value-based and consensus selling throughout the go-to-market organisation, thereby enabling AEs to create and execute their own effective territory account strategies.
• Collaborating closely with internal teams and the Fortanix partner ecosystem to support sales initiatives and accelerate revenue generation.
• Maintaining a thorough and up-to-date understanding of Fortanix's core customer profiles, competitive intelligence, product portfolio, and key target accounts.
• Identifying and cultivating opportunities to introduce Fortanix's innovative Confidential AI solutions to mission-oriented agencies that require robust protection for their data, applications, and models in all operating environments.

What They're Looking For

Fortananix is seeking a candidate with substantial experience and a proven aptitude for federal sales, particularly within the security domain. A successful applicant will demonstrate:

• A minimum of five years of experience in sales, with a clear focus on growth and a history of success within key security agencies and System Integrators (SIs) in the federal government space.
• Prior leadership experience in a sales capacity is considered a significant advantage.
• Ideally, the candidate will be located in the Washington D.C. metropolitan area and possess an active security clearance, which are highly desirable attributes for this role.
• A demonstrable track record of selling complex solutions, ideally security platform solutions, to the federal government. This includes a history of increasing revenue through acquiring new customers and effectively working with and through strategic partner channels.
• Proven ability to engage with C-suite executives, technical buyers, and Line of Business stakeholders, effectively communicating the business value proposition rather than solely focusing on product features.
• Exceptional skills in presentation, negotiation, and executive engagement.
• The capacity to coach both direct and indirect team members on strategies that lead to successful sales outcomes.
• A Bachelor's degree is required, with an MBA or equivalent relevant experience being preferred.

For professionals in South Africa looking at similar senior business development roles in the cybersecurity sector, particularly those focused on government or large enterprise clients, compensation can vary significantly but often ranges from R800,000 to R1.5 million annually, with potential for performance-based bonuses. While the federal government sector in South Africa might differ from the US context, opportunities exist within government departments, state-owned enterprises, and major defence contractors. The career path often involves progression from sales roles to management, strategic account leadership, or even broader regional sales director positions. Experience in complex technology sales, coupled with a strong understanding of cybersecurity principles and enterprise solutions, is highly valued.

• 5+ years of successful, growth-oriented sales experience in key security agencies and SI’s. Leadership experience is a major plus.
• Location in the Washington DC area and an active security clearance are highly desired.
• Proven track record of selling complex solutions (ideally security platform solutions) to the federal government and increasing revenue through net-new customer acquisition, working with and through strategic partner channels.
• Demonstrated ability to sell to CXO, technical buyers, and Line of Business, successfully emphasizing business value versus product.
• Excellent presentation, negotiation, and executive engagement skills.
• Coaching direct and indirect team members on strategies to drive sales wins.
• Bachelor's degree; MBA preferred or relevant experience.