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Position Summary:
Perforce is searching for a Federal Enterprise Account Executive to join the team selling our Puppet Enterprise solution. We are looking for an individual who is an experienced, high-energy sales professional with a proven track record of over-achieving quota. You will drive the revenue for new business, services, and renewals, through effective value selling and relationship development at the Director-level and above. You must be well-rounded in all aspects of enterprise account selling, including the ability to create a significant pipeline in a short amount of time, identify business drivers, and have a command of and deliver the Puppet value proposition.
The ideal candidate should reside in the Washington, D.C., Northern Virginia, or Maryland areas and have 10+ years selling, infrastructure, infrastructure automation, SaaS, and Kubernetes solutions to federal accounts. The expectation is that you are already familiar with procurement vehicles, SIs, and other entities who do business with the federal government. Specific knowledge of current compliance requirements is a must, including vendor solutions and contractor implementation requirements.
More than 40,000 organizations trust Puppet to innovate through IT infrastructure automation. Puppet helps customers strengthen their security posture, compliance standards, and business resiliency beyond the data center to the cloud.
Responsibilities:
• Actively manage current accounts and prospect to develop opportunities in federal accounts.
• Attainment of quota, quarterly and annually.
• Develop an active and vibrant pipeline, equal to 3x quota.
• Prepare accurate weekly forecasts and reports to sales leadership.
• Maintain current, accurate, and active Salesforce hygiene and have familiarity with MEDDPICC and Command of the Message.
• Ensure the successful rollout and adoption of Puppet Enterprise and related products through strong account management activities and coordination with pre-sales engineering and support resources.
• Develop account-based selling methodologies and closing plans.
• Prospect for new customers in conjunction with our channel partner and SI community.
• Build and strengthen the business relationship with current accounts and new prospects by leveraging the renewal revenue stream and converting to larger, strategic deals for long-term business opportunities.
• Travel as necessary to develop account relationships and close large opportunities.
Requirements:
• 10+ years of experience as a federal enterprise account executive.
• Selling software to federal accounts with a strong technical acumen, as well as the ability to have a presence with upper management and executives in the accounts.
• Building and executing on a territory plan (Target Account Selling or other sales methodology to ensure you can develop a long-term selling strategy within these large accounts as well as create short-term tactical opportunities.)
• Driving demand for newer products and are skilled at selling professional services.
• Calling on platform, infrastructure, and application development teams at the Director to C-level.
• You have experience selling direct, leveraging the channel and alliance partners to deliver solutions with a proven track record of success.
• Current compliance requirements is a must, including vendor solutions and contractor implementation requirements.
AI Fluency:
Level 2: Skilled Prompter (Advanced Foundation / Early Proficient) - Crafts effective, outcome‑oriented prompts, iterates to improve quality and speed, and validates AI outputs against business context and expectations.
