The Sales Director, US Federal is responsible for driving net new and upsell business within the North American market, with a particular focus on federal government agencies and related entities in their specific region. This role involves coordinating with our global marketing team on regional initiatives while navigating the complexities of federal sales processes and requirements. The responsibilities will include managing existing accounts, but with a focus on landing net new federal customers.

You will need to create a strategy tailored to federal sales to deliver net new contracts, ensure a balanced pipeline, and bring in new logos, as well as upselling to existing government customers. Understanding the nuances of the federal procurement process, including GSA schedules, RFIs/RFPs, and FAR regulations, will be essential.

You will liaise with sales leadership, business development, solution engineers, and marketing to deliver this strategy, ensuring compliance with federal guidelines and leveraging government contract vehicles.

The ability to deliver predictable results on a quarterly basis is important, with a focus on federal sales cycles and budgeting timelines.

Key Responsibilities

Sales

• Drive revenue by meeting and/or exceeding sales quota on a monthly and quarterly basis, with a specific focus on federal agencies.

• Develop and execute a regional sales strategy emphasizing net-new federal customers and government contractors within the assigned region (a minimum of 1 new federal contract per quarter).

• Work closely with Business Development to identify federal sales opportunities, assist with nurture and handover at the appropriate time.

• Work collaboratively with solution engineers and senior management to maximize the conversion rate on federal prospect opportunities.

• Renew and upsell existing federal customers, navigating government contract renewals and procurement processes.

• Manage the federal sales process through qualification, needs analysis, product demonstration, negotiation, and close, adhering to federal acquisition regulations.

• Manage a rolling pipeline with accuracy in forecasting to Senior Management as required (i.e., monthly, quarterly, annually).

• Develop and maintain a high-level knowledge and understanding of Avantra’s products and their applications within the federal market.

• Serve as the CEO of your federal territory and maintain a solid knowledge of marketplace, competitive offerings, and other business issues relevant to the position.

• Foster relationships with Avantra partners, government contractors, and other third parties to increase federal sales opportunities.

• Strong business acumen to effectively communicate the value and ROI of Avantra solutions to both ‘C-level’ federal business leaders and technical staff.

Market Alignment

• Maintain a close relationship with key Avantra influencers and federal reference customers to assist in the closing of new government business and for key federal marketing events in your region.

• Work with field marketing to identify appropriate federal marketing events and sponsorship opportunities (e.g., government conferences, federal user groups, industry trade shows, etc.).

• Develop and refine sales proposal materials, presentations, demos, and case studies tailored to the federal market.

• Identify opportunities for, and support strategic discussions on, product pricing, product development, and new service offerings to enable Avantra to increase revenue and market share within the federal space.

Operational Improvements

• Provide support to the broader Avantra management team to ensure the order-to-cash process is effective and aligned with federal billing and procurement processes.
  

• Identify new revenue opportunities within the existing federal customer base.

• Ensure customer retention rates are maintained at a high level, developing new retention initiatives as required, especially within government accounts.

• Provide feedback and expert insight to internal cross-functional teams with regard to federal product needs, selling, competition, etc.

• Be an active team player both on the sales team and throughout Avantra to help achieve wider company objectives.

Performance Metrics

• Achievement of new federal business sales quota.
• Number of federal agencies adopting Avantra as a solution.
• Number of reference able new federal customers.
• Accuracy of sales forecasting on a monthly, quarterly, and annual basis, particularly within the federal sales cycle.

Qualifications and Requirements

• Minimum 5 years of enterprise software sales experience, with at least 3 years specifically selling to federal agencies or government entities.
• Experience with federal procurement processes, including GSA schedules, RFIs/RFPs, and FAR regulations.
• Proven track record of exceeding annual quotas in excess of $1M ARR, with federal sales experience preferred.
• Bachelor’s Degree.
• Technical acumen, a plus.
• Experience selling to government, defense, or intelligence agencies, a plus.
• Experience in the SAP Ecosystem, a plus but not necessary.
• Ability to travel (50%) throughout the assigned region, the United States, and globally for sales-related activities including but not limited to, customer/prospective customer sales meetings, trade shows, and internal company meetings and events.

About Avantra

Avantra is a high growth tech company with 23 years of Swiss precision engineering coupled with the energy of a start-up. Our product is the leading AIOps platform for SAP operations, enabling customers to achieve hyperautomation success. Our customers are large multinational enterprises and household names, including national and global managed service providers. We have teams based across Switzerland, Germany, UK, US and Eastern Europe.

Our culture is something we are incredibly proud of and strive to protect. We live our values of Be Caring, Embrace Challenge and Stay Curious every day through company mindfulness sessions, wellbeing days and retaining a family feel. If this sounds like a good fit for you, why not say hello?

Benefits

This exciting role is a chance for you to be part of a high growth software company. You’ll be joining a fast-paced, innovative environment at an exceptionally exciting time.

• Competitive Salary & Commission plan

• 20 Days Paid Vacation

• 1 Avantra Wellbeing Paid Vacation

• 1 Charity Paid Vacation

• Remote / WFH allowance

• Benefits Package including;

  • Health Insurance

  • 401K with a Company Match 

Location

This role is a remote position and the person should reside local to Virginia. Regular travel required for customer meetings and company / team get-togethers.