Hirsch
Base pay range
$140,000.00/yr - $160,000.00/yr
Job Summary The Federal Business Development Manager at Hirsch plays a pivotal role in driving revenue growth within the Federal Government sector. This position requires a seasoned professional with a track record of success in prospecting and selling to government entities. The role involves developing and executing strategic sales plans, fostering strong customer relationships, and collaborating with internal teams to achieve business objectives. The ideal candidate will excel in a prospecting sales role, adept at identifying, qualifying, developing, and closing new business opportunities within the Federal Government.
Detailed Responsibilities
Communicate the value and competitive advantages of Hirsch products and services.
Secure the technical win at the headquarters level.
Develop and execute a strategic sales plan to meet and exceed assigned revenue objectives for the US Federal Government and Department of Defense.
Develop and execute sales campaigns for each department and agency to include organizational research, opportunity identification, qualification, development, and closure.
Develop and execute a bidding strategy for each department and agency.
Direct sales engagement at all headquarters levels of all federal departments, agencies, and subagencies.
Map out all federal government entities or departments, agencies, and sub-agencies, identifying leadership, management, and technical contacts responsible for Physical Access Control and video management systems.
Leverage existing company, customer, influencer, and partner relationships to establish a network within each department, agency, and sub-agency, while overcome any key relationship gaps.
Provide direction on business requirements including bidder requirements, procurement vehicles, certifications, APLs, and ATOs needed to win the business.
Empower and lead Hirsch's regional sales representatives, equipping them with the skills, knowledge, and confidence to successfully engage and sell to local federal entities, departments, and agencies. Offer comprehensive sales leadership, education, and training programs to ensure optimal performance and success in penetrating the government market.
Provide sales enablement, success stories, references, contacts, and other sales assistance as required for the extended Hirsch sales team.
Style / Cultural Mindset
Commit to understanding and delivering high-quality results that align with our mission.
Make decisions based on data and analytics to inform strategic choices.
Take decisive action and learn from productive failures to drive continuous improvement.
Trust and respect the roles and responsibilities of your team members.
Foster open and transparent communication within the organization.
Value authenticity and straightforwardness, making complex technology accessible.
Promote a community-centric approach, collaborating with passionate problem-solvers.
Emphasize continuous innovation, thinking creatively to address current and future needs.
Uphold the highest standards of integrity and professionalism, taking full responsibility for actions.
Catalyze positive transformation, contributing to technological advancements and workplace improvements.
Celebrate individuality and authenticity, creating a nurturing environment where unique perspectives are valued.
Support talent development through continuous growth opportunities and training.
Balance work with enjoyment, finding joy in tasks and delight in solving problems.
Strive for excellence while maintaining a healthy work‑life balance.
Requirements
Bachelor's degree in Business, Marketing, Computer Science, or a related field.
Relevant certifications (e.g., CISSP, CISM, or sales certifications) are advantageous.
Strong understanding of security concepts, technologies, and market trends.
Ability to explain technical products and services to non‑technical stakeholders.
Expertise in consultative selling and solution selling methodologies.
Proficient in using CRM software (e.g., Salesforce, PowerPoint, Excel) to manage sales pipelines and client relationships.
Excellent negotiation and closing skills.
Exceptional verbal and written communication skills.
Strong presentation skills, capable of engaging C‑suite executives.
Ability to analyze market trends and client needs to tailor sales approaches.
Skilled in creating and delivering data‑driven sales strategies and reports.
A minimum of 6 years of sales experience selling complex electronic or SaaS solutions to the federal government.
Demonstrated history of sales success (President's Club or similar recognition).
Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches to selling.
Ability to develop relationships and engage at all levels of designated Federal Agencies.
Ability to learn and demonstrate both enterprise software and complex hardware solutions to partners.
Ability to learn and explain all aspects of federal requirements and mandates.
Ability to work with minimal supervision, balance multiple priorities, and achieve and exceed assigned sales and activity targets.
Polished verbal and written communication skills and meticulous attention to detail.
Must be willing to travel up to 50% in the region to partner onsite meetings, partner offices, events, etc.
Additional Desired Skills
Data-driven
Results-focused and execution leadership competency
Decisive in decision-making
Ability to focus on pursuing learning and growth from each challenge or failure
Leadership Accountability
Strong team-oriented values
Ability to exhibit respect for each person's role on the team, trust, respect, etc.
Open communication and openness to provide and seek constructive feedback
Characteristics Desired
Intellectually sharp and highly motivated, with a relentless drive for success.
Brimming with high energy and contagious enthusiasm.
A hands‑on approach, finding satisfaction in rolling up sleeves and "getting it done," whether independently or in collaboration with others.
Possesses outstanding character and a magnetic personality.
A dedicated team player who is genuinely invested in the success of others, fostering a true enjoyment of collaborative work.
Strikes a balance between working smart and working hard. We all commit to doing whatever it takes to achieve our goals and mission, without engaging in unnecessary tasks, mere "face time," or prioritizing form over substance.
Benefits At Hirsch, we prioritize pay fairness. Your base salary plays a vital role in our comprehensive compensation structure, and it is established within a specific range. This structure allows for advancement as you gain experience and evolve in your role. Your salary and compensation will be determined based on various factors, including your geographical location, skill set, educational background, and work experience.
In the spirit of openness regarding compensation, the base salary range for this position is between $140,000 and $160,000 with a variable commission range of between $50,000‑$100,000.
Competitive Base Pay
Fidelity 401(k) + Company Match
11 Company Paid Holidays
Generous Paid Time Off
Medical, Dental, & Vision Insurance
FSA/HSA
Fun Employee and Family Events
Employee Wellness Program
Supplemental Life Insurance, AD&D Insurance, and Dependent Care plans
A range of discounted products and free services
Equal Opportunity Employer Hirsch is an equal opportunity employer and is committed to providing equal employment opportunities to all qualified individuals regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, genetic information, marital status, veteran status, or any other characteristic protected by applicable law. We value diversity and inclusivity, believing that a diverse workforce enriches our company culture and enhances our ability to serve our customers effectively. Our hiring decisions are based solely on qualifications, skills, and experience relevant to the positions available. We strive to create a work environment that promotes fairness, respect, and equal opportunities for all employees. Hirsch does not tolerate any form of discrimination or harassment and is committed to maintaining a workplace free from such behavior. If you require any reasonable accommodation, please inform our HR department, and we will make every effort to accommodate your needs. As an equal opportunity employer, we are dedicated to the principles of affirmative action and take proactive measures to ensure equal opportunity in employment. We are proud of our diverse workforce and remain committed to fostering an inclusive environment that celebrates the unique perspectives and talents of everyone.
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Business Development and Sales
Industries Computer and Network Security
#J-18808-Ljbffr
Job Summary The Federal Business Development Manager at Hirsch plays a pivotal role in driving revenue growth within the Federal Government sector. This position requires a seasoned professional with a track record of success in prospecting and selling to government entities. The role involves developing and executing strategic sales plans, fostering strong customer relationships, and collaborating with internal teams to achieve business objectives. The ideal candidate will excel in a prospecting sales role, adept at identifying, qualifying, developing, and closing new business opportunities within the Federal Government.
Detailed Responsibilities
Communicate the value and competitive advantages of Hirsch products and services.
Secure the technical win at the headquarters level.
Develop and execute a strategic sales plan to meet and exceed assigned revenue objectives for the US Federal Government and Department of Defense.
Develop and execute sales campaigns for each department and agency to include organizational research, opportunity identification, qualification, development, and closure.
Develop and execute a bidding strategy for each department and agency.
Direct sales engagement at all headquarters levels of all federal departments, agencies, and subagencies.
Map out all federal government entities or departments, agencies, and sub-agencies, identifying leadership, management, and technical contacts responsible for Physical Access Control and video management systems.
Leverage existing company, customer, influencer, and partner relationships to establish a network within each department, agency, and sub-agency, while overcome any key relationship gaps.
Provide direction on business requirements including bidder requirements, procurement vehicles, certifications, APLs, and ATOs needed to win the business.
Empower and lead Hirsch's regional sales representatives, equipping them with the skills, knowledge, and confidence to successfully engage and sell to local federal entities, departments, and agencies. Offer comprehensive sales leadership, education, and training programs to ensure optimal performance and success in penetrating the government market.
Provide sales enablement, success stories, references, contacts, and other sales assistance as required for the extended Hirsch sales team.
Style / Cultural Mindset
Commit to understanding and delivering high-quality results that align with our mission.
Make decisions based on data and analytics to inform strategic choices.
Take decisive action and learn from productive failures to drive continuous improvement.
Trust and respect the roles and responsibilities of your team members.
Foster open and transparent communication within the organization.
Value authenticity and straightforwardness, making complex technology accessible.
Promote a community-centric approach, collaborating with passionate problem-solvers.
Emphasize continuous innovation, thinking creatively to address current and future needs.
Uphold the highest standards of integrity and professionalism, taking full responsibility for actions.
Catalyze positive transformation, contributing to technological advancements and workplace improvements.
Celebrate individuality and authenticity, creating a nurturing environment where unique perspectives are valued.
Support talent development through continuous growth opportunities and training.
Balance work with enjoyment, finding joy in tasks and delight in solving problems.
Strive for excellence while maintaining a healthy work‑life balance.
Requirements
Bachelor's degree in Business, Marketing, Computer Science, or a related field.
Relevant certifications (e.g., CISSP, CISM, or sales certifications) are advantageous.
Strong understanding of security concepts, technologies, and market trends.
Ability to explain technical products and services to non‑technical stakeholders.
Expertise in consultative selling and solution selling methodologies.
Proficient in using CRM software (e.g., Salesforce, PowerPoint, Excel) to manage sales pipelines and client relationships.
Excellent negotiation and closing skills.
Exceptional verbal and written communication skills.
Strong presentation skills, capable of engaging C‑suite executives.
Ability to analyze market trends and client needs to tailor sales approaches.
Skilled in creating and delivering data‑driven sales strategies and reports.
A minimum of 6 years of sales experience selling complex electronic or SaaS solutions to the federal government.
Demonstrated history of sales success (President's Club or similar recognition).
Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches to selling.
Ability to develop relationships and engage at all levels of designated Federal Agencies.
Ability to learn and demonstrate both enterprise software and complex hardware solutions to partners.
Ability to learn and explain all aspects of federal requirements and mandates.
Ability to work with minimal supervision, balance multiple priorities, and achieve and exceed assigned sales and activity targets.
Polished verbal and written communication skills and meticulous attention to detail.
Must be willing to travel up to 50% in the region to partner onsite meetings, partner offices, events, etc.
Additional Desired Skills
Data-driven
Results-focused and execution leadership competency
Decisive in decision-making
Ability to focus on pursuing learning and growth from each challenge or failure
Leadership Accountability
Strong team-oriented values
Ability to exhibit respect for each person's role on the team, trust, respect, etc.
Open communication and openness to provide and seek constructive feedback
Characteristics Desired
Intellectually sharp and highly motivated, with a relentless drive for success.
Brimming with high energy and contagious enthusiasm.
A hands‑on approach, finding satisfaction in rolling up sleeves and "getting it done," whether independently or in collaboration with others.
Possesses outstanding character and a magnetic personality.
A dedicated team player who is genuinely invested in the success of others, fostering a true enjoyment of collaborative work.
Strikes a balance between working smart and working hard. We all commit to doing whatever it takes to achieve our goals and mission, without engaging in unnecessary tasks, mere "face time," or prioritizing form over substance.
Benefits At Hirsch, we prioritize pay fairness. Your base salary plays a vital role in our comprehensive compensation structure, and it is established within a specific range. This structure allows for advancement as you gain experience and evolve in your role. Your salary and compensation will be determined based on various factors, including your geographical location, skill set, educational background, and work experience.
In the spirit of openness regarding compensation, the base salary range for this position is between $140,000 and $160,000 with a variable commission range of between $50,000‑$100,000.
Competitive Base Pay
Fidelity 401(k) + Company Match
11 Company Paid Holidays
Generous Paid Time Off
Medical, Dental, & Vision Insurance
FSA/HSA
Fun Employee and Family Events
Employee Wellness Program
Supplemental Life Insurance, AD&D Insurance, and Dependent Care plans
A range of discounted products and free services
Equal Opportunity Employer Hirsch is an equal opportunity employer and is committed to providing equal employment opportunities to all qualified individuals regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, genetic information, marital status, veteran status, or any other characteristic protected by applicable law. We value diversity and inclusivity, believing that a diverse workforce enriches our company culture and enhances our ability to serve our customers effectively. Our hiring decisions are based solely on qualifications, skills, and experience relevant to the positions available. We strive to create a work environment that promotes fairness, respect, and equal opportunities for all employees. Hirsch does not tolerate any form of discrimination or harassment and is committed to maintaining a workplace free from such behavior. If you require any reasonable accommodation, please inform our HR department, and we will make every effort to accommodate your needs. As an equal opportunity employer, we are dedicated to the principles of affirmative action and take proactive measures to ensure equal opportunity in employment. We are proud of our diverse workforce and remain committed to fostering an inclusive environment that celebrates the unique perspectives and talents of everyone.
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Business Development and Sales
Industries Computer and Network Security
#J-18808-Ljbffr