Regional Sales Manager-Federal

ExtraHop is reinventing Network Detection and Response (NDR) to help enterprises and organziations stay ahead of emerging threats with unmatched network visibility, context, and control.

Today’s attackers bypass traditional security defenses through identity-based entry, move invisibly across cloud, on-premise, and data center networks using encryption and trusted applications, and exploit and exit whenever they want.  But all of that movement is visible on the network... if you can see it.

By combining the power of NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics in a single, integrated platform, ExtraHop can decrypt and unlock complete packet-level data at wire speed, analyze and correlate it across all your networks, applications, devices, and users with cloud-scale machine learning, and provide a single interface to the SOC to detect, investigate, and remediate modern cyber risks in real time.

Position Summary

Our advanced platform for Network Security Analytics is a critical and powerful component for Security Operations within the U.S. Federal government sector. We offer highly competitive compensation plans, equitable quotas, and a unique opportunity to collaborate with a team of intelligent, dedicated professionals who are passionate about pioneering the next generation of systems companies in the dynamic Security market. If you possess a top-tier sales acumen, have a proven track record of developing territories within the Federal landscape, thrive as a challenger, and excel at selling innovative next-gen solutions to government agencies, we encourage you to apply.

This pivotal position demands an individual who can rapidly acquire and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive offerings, and prevailing industry trends relevant to the Federal market. Your primary responsibility will be to significantly increase revenue in assigned Federal regions/territories/districts by identifying, recruiting, and developing opportunities for direct sales or strategic partnerships with government-focused resellers.

Key Responsibilities

• Consistently meet and exceed assigned sales targets by securing new Federal accounts and expanding revenue within existing government customer installations.
• Proactively identify prospects for ExtraHop products through targeted cold calls, diligent lead follow-up, and in-person meetings with Federal decision-makers.
• Engage with senior executives within government agencies to thoroughly understand their mission-critical business requirements, decision-making processes, and funding mechanisms.
• Deliver compelling presentations and demonstrations of ExtraHop products tailored to the specific needs and challenges of Federal customers.
• Provide valuable customer and competitor feedback, along with pertinent field intelligence, to inform product development and sales strategies for the Federal market.
• Prepare and rigorously implement strategic sales account plans for all Federal customers, actively identifying business growth opportunities within the assigned government customer base.
• Ensure seamless collaboration between Federal resellers, field sales engineers, and management throughout the sales process, including lead generation, opportunity registration, accurate revenue forecasting, and adherence to established revenue goals.
• Work strategically with Federal resellers and integrators to cultivate and expand business within your assigned territory.
• Prepare and maintain an accurate and comprehensive sales forecast for your Federal territory.
• Actively network within Federal customer organizations and related government industry groups.

Required Qualifications

• Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering).
• Minimum of five years’ experience in technology sales, with a consistent track record of exceeding sales targets, particularly within the Federal government market.
• Minimum of three years' dedicated security sales experience, with a strong understanding of Federal security requirements.
• Demonstrated technical acumen and the ability to articulate ExtraHop's value proposition in a differentiated and compelling manner to Federal audiences.
• Exceptional communication, organizational, and interpersonal skills essential for navigating the Federal procurement landscape.
• Proven history of sales success in network/application management or related IT infrastructure solutions, with a focus on government clients.
• Demonstrated ability to secure meetings and close complex deals with senior-level Federal executives.
• Solid understanding of enterprise networking technologies: switches, routers, firewalls, load balancers, WAN optimization technologies, and so forth, as applied in Federal environments, is a significant plus.
• Strong independent work ethic and proven experience working effectively in a fast-paced, high-stress environment, often characteristic of government sales cycles.
• Existing senior-level relationships at a wide range of Federal enterprise accounts within your assigned territory.
• Background in software/hardware sales and distribution with large software, hardware, and/or networking companies that serve the Federal sector.
• Ability to travel as required to support Federal customer engagements and events.
• Ability to work cooperatively with internal teams and cross-functional stakeholders to achieve Federal sales objectives.
• Proven ability to thrive in fast-paced, high-stress environments.
• Has predictable, reliable attendance

About Extrahop:

ExtraHop empowers enterprises to stay ahead of evolving threats with the most comprehensive approach to network detection and response (NDR).  Since 2007, the company has helped organizations across the globe extract real-time insights from their hybrid networks with the most in-depth network telemetry. 

ExtraHop NDR uniquely integrates network threat detection, network performance management (NPM), intrusion detection (IDS), and packet forensics into a single console with 100GB+ sensors, real-time decryption, and cloud-scale machine learning -  delivering complete network visibility, unmatched context for data-driven security decisions, and improved SOC productivity.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We are the only NDR vendor recognized as a leader by all major analyst firms including the 2024 Gartner® Magic Quadrant for Network Detection and Response™, the 2023 Forrester® Wave for Network Analysis and Visibility, the 2024 IDC® Marketscape for NDR, and the 2024 Gigamon® Radar Report for Network Detection and Response.

Other Benefits:

Employees' wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits:

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
• Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
• FSA and Dependent Care Accounts + EAP, where applicable
• Educational Reimbursement
• 401k with Employer Match or Pension where applicable
• Pet Insurance (US Only)
• Parental Leave (US Only)
• Hybrid and Remote Work Model

Our people are our most important competitive advantage, leading the charge against cyber criminals. Join the fight today!  

To learn more, visit www.extrahop.com or follow us on LinkedIn.

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