Regional Sales Director – Federal Civilian – DHS and USPS

At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.

Regional Sales Director – Federal Civilian – DHS and USPS

The Regional Sales Director will drive Gigamon’s growth across the Department of Homeland Security agencies and the United States Postal Service. Reporting to the Regional Vice President of Federal, this role will lead direct and channel sales efforts, working closely with value-added resellers, systems integrators, presales engineers, product managers, and other internal stakeholders. The successful candidate will manage the full sales lifecycle, from account planning and opportunity development through solution alignment, negotiation, and close. This role will help federal customers address complex network visibility, cybersecurity, and mission-support challenges while expanding adoption of Gigamon solutions. The position is based in the Washington, DC area and requires residence in the area, along with travel to meet customer and business requirements.

What you’ll do:

• Own sales of Gigamon products and solutions across an assigned DHS and USPS territory or group of named accounts through direct engagement and the VAR channel.

• Develop and execute account plans, territory strategies, and opportunity plans that align with DHS and USPS priorities.

• Identify, qualify, develop, advance, and close sales opportunities throughout the full sales lifecycle.

• Achieve sales budget and growth objectives by expanding existing customer relationships and developing new customer and partner relationships.

• Build and maintain trusted relationships with DHS and USPS customers, VARs, systems integrators, and other members of the federal ecosystem.

• Collaborate with assigned Presales Systems Engineers to develop, position, and demonstrate Gigamon solutions for customers and prospects.

• Use customer engagement signals, including prior sales activity, invoices, Technical Services cases, webinar attendance, sample requests, and other available resources, to prepare targeted sales calls.

• Sell new and existing products, uncover additional opportunities, and secure incremental business through the VAR channel and direct sales activity.

• Consistently execute effective sales calls, advance opportunities, and close new business throughout the assigned territory.

• Maintain accurate account plans, opportunity information, customer interactions, and partner data in Salesforce.com.

• Forecast accurately through Salesforce and Clari, maintaining clear visibility into pipeline health, risks, and next steps.

• Provide timely communication and follow-up to customers and partners while consistently meeting or exceeding customer expectations.

• Communicate customer, mission, market, partner, and competitive insights to Sales, Marketing, Product Management, and other internal stakeholders.

• Identify and communicate potential opportunities for product expansion, customer solutions, and business growth.

• Collaborate with Product Managers on customer presentations, product demonstrations, onsite visits, product expansion strategies, and solutions tailored to customer requirements.

• Research and analyze territory conditions, competition, customer requirements, and product mix; present new and existing products to current and prospective customers.

• Represent the Sales organization on cross-functional initiatives involving R&D, production, and manufacturing to support new products and enhancements to existing products and product lines.

• Attend relevant federal industry events, vendor shows, and customer or partner meetings as required.

• Develop innovative approaches to complex territory challenges and share effective sales and market practices across Sales, Marketing, and Product Management.

• Perform other duties as assigned.

What you’ve done:

• Earned a bachelor’s degree in business, computer science, information systems, or a related field preferred.

• Built 10 or more years of experience selling relevant technologies to DHS and USPS customers.

• Demonstrated advanced knowledge of sales methodologies, including Force Management and Value Selling.

• Proven a record of success in the federal technology market, with specialized sales and market expertise.

• Consistently delivered results in a high-performance environment using strong analytical and business judgment skills.

• Managed complex, multi-faceted sales opportunities involving direct customers, VARs, and systems integrators.

• Demonstrated experience using Salesforce.com; experience with Clari and quoting software is a plus.

• Proficiently used current Microsoft Office applications.

• Delivered effective written and oral presentations to customers, partners, and internal stakeholders.

• Demonstrated excellent verbal and written communication skills in English.

• Provided proof of valid driver’s insurance.

Who you are:

• Entrepreneurial, self-directed, and motivated to build business in a complex federal sales environment.

• Organized and detail-oriented, with the ability to manage multiple complex priorities simultaneously.

• Skilled at completing projects with limited supervision and maintaining accountability for results.

• Customer-focused and committed to providing responsive communication, thoughtful follow-up, and a high-quality customer experience.

• Collaborative and effective at partnering across Sales, Marketing, Product Management, Engineering, and other cross-functional teams.

• Innovative and resourceful in solving customer and territory challenges.

• Willing to travel as needed to meet customer, partner, and business requirements.

The base salary compensation range targeted for this role is $140,000-175,000, with an opportunity to earn $140,000-175,000 in target sales commissions and total On-Target Earnings of $280,000 to $350,000, subject to the terms and conditions of the applicable incentive compensation plan. Actual compensation may vary based on the Company’s compensation practices, experience, skills, qualifications, and other relevant factors.

#LI-Remote: Fully remote