Federal Regional Sales Manager (Washington DC, Remote)

About Fortanix:  

In today's world, where data spreads across various clouds and devices, traditional security measures aren't enough. Businesses need a dynamic approach to defend against constant cyber threats and ensure agile data security. Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, and confidential AI solutions.  

As data breaches become more frequent and traditional defenses fall short, we focus on data exposure management to keep your information safe. Our unified data security platform addresses vulnerabilities in hybrid multicloud environments, defends against threats, and makes it easier to discover, assess, and fix data exposure risks. Whether implementing a Zero Trust model or preparing for the post-quantum computing era, we help businesses worldwide protect their most sensitive data, wherever it is. 

Our commitment to solving the world’s toughest data security challenges has earned Fortanix multiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such as Microsoft, Intel, ServiceNow, and Snowflake. 

Our team includes industry leaders and cryptography experts, creating a culture of trust, innovation and collaboration where every voice is valued. Recognized as a Great Place to Work, we're looking for passionate individuals to help us shape the future of data security and work towards a safer digital future. 

Why work with us? 

We're seeking passionate people to work with us to change the very idea of how people use cloud computing. We take pride in making Fortanix a great place to work. Coworkers recognize that great ideas can come from anyone, and everyone is encouraged to jump in, contribute, and ask questions.  In tackling the hardest problems, we believe that working together will produce better solutions. 

Job Description
As a Federal Regional Sales Manager at Fortanix, you will be responsible for managing large agency accounts in both civilian and security-oriented segments. You will be tasked with creating, developing & executing sales strategies for the assigned account base. Specific account coverage at this stage is flexible & customizable based on candidates past account coverage experience & success in specific areas. You will be expected to deliver consistent revenue growth with new prospects & existing customers. 

As a Federal Regional Sales Manager reporting to the CRO you will own, drive, & be rewarded for your business.  

What you’ll do (Duties and Responsibilities):  

• End to End Sales Process. Manage all aspects of the sales cycle, from prospecting to close to add-on expansions. 

• Consultative Selling. Engage prospects in a consultative sales process around Fortanix as part of their core security infrastructure and operations. 

• Big Deals. Own & drive strategic sales opportunities at complex enterprise accounts, building on existing wins & pipeline. 

• Pipeline Building. Work with marketing, strategic alliances, Federal resellers, & your own network to identify the best prospects, then develop & qualify your sales pipeline. 

• Technical Evaluations. Work with deep technical resources to manage successful customer evaluations & proof of concept deployments. 

• Market Feedback. Continuously gather product & market feedback to guide new products & programs that amplify your success. 

• Customer Success. Cultivate customer relationships & satisfaction to create strong references, renewals & opportunities for upsell. 

What you’ll need (Basic Qualifications) 

• Experience successfully selling cybersecurity products, data center technologies, or data protection solutions such as Key Management, HSM, or Encryption. 

• 3+ years experience driving complex enterprise sales processes, including $1M+ deals. 

• Comfortable working in a roll-up your sleeves, get your hands dirty start-up environment. 

• Experience selling to the Public Sector and security-oriented agencies such as Energy, DHS, DOJ, FBI, FAA, DOD and Intelligence Community members. 

• Experience working with Channel Partners, System Integrators and Technical Consultants to build solutions across different agencies 

• Strong consultative selling skills & disciplined sales process. 

• Excellent written & oral communications skills. 

• Top Secret Clearance preferred, but not required

What we offer:

• We offer a collaborative work environment, amazing equity, great benefits, competitive salary, and the opportunity to redefine cloud computing.  
• Unlimited PTO (it’s between you and your work!) 
• Quarterly recharge days 
• 40 hours of Volunteer Time Off/year 
• Internet stipend 
• Friendly culture that brings the best out of everybody 
• 401k

Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability, Holidays, and more. The base compensation range for this role is $130,000 - $160,000/ Year.  

Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast-growing, exciting working environment – we encourage you to apply!