Position: Director of Federal Sales jobs at Brocade - Herndon, VA
Location: Herndon, VA
25-50% travel. MUST HAVE EXPERIENCE WITH FEDERAL SALES IN LAN switchting market!!

Details:
The purpose of this position is to build a high caliber sales team capable of executing the strategy and driving the growth of the company. This position will be based in Herndon, VA with a focus on the Federal market. This position requires someone whose experience in the Federal market will help Brocade sustain our leadership position.

The successful candidate will be very hands-on, a “doer”, and have a minimum of 10 years of sales experience in the high tech industry. A minimum of five years experience in the LAN switching market is essential. Extensive management level experience within the networking industry is highly desirable, as well as a solid working knowledge of networking products. Critical for success is a proven track record in leading, shaping, building, and managing sales teams and sales managers. Demonstrated success with developing strong partnerships and relationships in the networking and Federal space is also important.

This person will be a natural leader with strong executive presence along with the highest level of personal and professional integrity and work ethic. This individual must be results-oriented with a proven ability to motivate teams, delegate, execute, and deliver. This person must possess the ability to judge talent; hire “A” players, and size-up talent to determine if we can improve upon our talent or seamlessly transition from an average person to a top talent person. He/she will possess superior analytical skills, strategic planning, and business planning expertise. This individual must possess an ability to effectively create alliances and build a world-class organization. He/she will need to help grow the business by improving quarter-to-quarter top-line production. This person will be subject to travel as required, including a week in the corporate offices each quarter.

Day-to-Day Responsibilities:
- Lead, plan and coordinate the day-to-day business activities for the Federal sales team including making sales calls, selling value vs. price and effectively positioning Brocade vs. other companies.
- Maximize market potential and sales volume in a manner that assures the successful achievement of established long and short-term strategic business goals and profit objectives.
- Manage the region by setting objectives, developing a repeatable sales process, and developing tools for sound sales forecasting capability.
- Sell products, values, and concepts at the highest levels and represent the company tactfully and professionally to customers, partners and the financial community.
- Continuous management and reporting of sales activities.
- Assist in the implementation of continuous sales and product training programs for the sales organization.
- Go on sales calls routinely, and translate business opportunities into highly successful sales.
- Maintain high personal and professional standards and focus on establishing mutually acceptable objectives while holding people accountable for results.
- Review market analysis to determine customer needs, price schedules and rates.
- Monitor and evaluate the activities and products of the competition.
- Conceptualize and implement business plans that meet the sales goals/objectives.

Education and Experience:
- 12 years of Sales Management experience in the Federal market at a Director level.
- BA degree in business or computer science/MS degree preferred
- Security clearance desirable.
- Understanding of technology with strong technical aptitude, knowledge of backbone core switching elements and knowledge with routers, and other IP-related products.
- Previous exposure to high-level management industry contacts.
- Strong leadership and management skills with the ability to motivate and develop team members and build internal and external partnerships.
- Consistent quota over-achievement and outstanding performance.
- Proven ability to manage a team that exceeds sales quotas.
- Proven track record of accomplishment in relationship management and sales.
- Excellent verbal and written skills combined with the ability to communicate with all levels of management within the company as well as within customer organizations.
- Demonstrated ability to focus on profitable business and control expenses to sales ratios.

About Brocade:
Brocade is an industry leader in data center networking solutions and services that enable organizations to manage their most vital information assets. It’s no wonder that Global 500 companies rely on Brocade technology to keep their businesses running around the clock. Brocade has pioneered the technologies that enable highly reliable and secure data center connectivity. Today most of the world’s data flows through Brocade equipment and data center networks built on Brocade technology.

Contact:
Noelle Tawney
Brocade Recruiter
ntawney AT brocade DOT com