Facility Security, Physical Security, Security System-Access Control
4 Year Degree
Identiv has a new VP of Sales who is looking for a Federal Account Sales Representative, DoD to be part of his expanding team. This is a kay role in the team as we reignite our focus and efforts delivering new products in the Federal channel.
The Federal Account Sales Representative, DoD will bring experience selling into the Federal Government and will be responsible for business development, establishing and maintaining customer relationships, and growing Identiv’s revenue in the within the Federal Government space. He/She will be comfortable in the hunter selling role and will have the ability to identify, qualify, develop, and close new business directly with U.S. Federal Government, DoD departments, and agencies. He/She will work with Identiv’s Executive Management, Business Development, Product Management, Product Engineering, and Regional Sales Team to develop go to market strategies, competitive tactics, and effective new account penetration strategies. Likewise, the Federal Account Sales Representative is responsible for developing and maintaining solid working relationships with Identiv’s partners, consultants, systems integrators, and dealers to bid, fulfill and install Identiv PACS systems.
Essential Functions include, but are not limited to, the following:
Develop and execute sales plan to meet and exceed assigned revenue objective for US Federal Government, Department of Defense, globally.
Direct sales engagement at headquarters level of all DoD departments, agencies and sub-agencies.
Map out all DoD departments, agencies and sub-agencies. Identify leadership, management and technical contacts responsible for Physical Access Control.
Develop and execute sales campaigns for each department and agency to include organizational research, opportunity identification, qualification, development and closure.
Manage relationship development at all levels – executive, management and technical. Secure commitment from economic and technical decision makers and influencers.
Leverage existing company, customer, influencer, and partner relationships to establish network within each department, agency and sub-agency. Cold call as required to establish key relationship gaps.
Communicate the value and competitive advantages of Identiv products and services. Secure the technical win at headquarters level.
Partner with Business Development to develop and execute a bidding strategy for each department and agency. Provide direction on business requirements including bidder requirements, procurement vehicles, certifications, APLs, and ATOs needed to win the business.
Utilize all available research, web sites, and data sources to identify Physical Access Control opportunities.
Provide sales leadership, education, training and empowerment for Identiv regional sales representatives globally to enable them to effectively sell to DoD departments and agencies locally. Provide sales enablement, success stories, references, contacts and other sales assistance as required for extended Identiv sales team.
Must be able to pass federal background check.
Excellent verbal, written, and presentation skills.
Ability to work independently as well as on a highly collaborative team.
Consultative selling skills.
Business and sales planning – Quarterly Business Reviews, Forecasting with Salesforce.com, Time Management and Sales Activity Tracking.
Excellent analytical and networking skills.
Superior organizational and problem solving skills.
4+ years selling in the physical access security industry.
4+ years selling to the US Federal Government and demonstrated track record of exceeding quota.
Identiv’s products, software, systems, and services address the markets for physical and logical access control and a wide range of RFID-enabled applications. Customers in the government, enterprise, consumer, education, healthcare, and transportation sectors rely on Identiv’s access and identification solutions. Identiv's mission is to secure the connected physical world: from perimeter to desktop access, and from the world of physical things to the Internet of Everything.