Job Information
Identiv Federal Business Development Manager in Arlington, Virginia
Company Description
Where Technology Meets Trust
Hirsch stands as a global leader in physical security, offering a comprehensive range of physical access control, video intelligence, and analytic-driven security solutions. Our mission is to empower a secure, connected world through digital innovation. Trusted worldwide by an elite group of partners and innovative customers across diverse vertical markets—ranging from airports to seaports, critical infrastructure to government agencies, hospitals to schools, and startups to corporations—we secure the people and places that underpin our daily lives.
With a strong international presence and a commitment to technological advancement, we are at the forefront of shaping the future with cutting-edge innovation. At Hirsch, every individual and action holds significance. We believe that our success lies in having the best people in exciting, aligned, and empowered roles with clear missions, goals, and measurable outcomes.
Hirsch Values
Authenticity, Innovation, and Trust in Technology
Authenticity: We use clear language to make technology accessible to everyone, from experts to beginners. We are straightforward and easy to understand.
Innovation: We inspire others to think, engage, and create by telling stories that highlight our role as technology futurists. We build for today's world while anticipating tomorrow's needs.
Trust: With over 43 years of industry experience, we are a global leader in physical security and digital identity solutions. We are accessible and audience-focused.
What Sets Us Apart
Community: Collaborating with exceptional individuals significantly contributes to our workplace satisfaction. We recognize that our value is intricately tied to the vibrant community of people we engage with. We seek out individuals who are deeply passionate about their work, relish the art of problem-solving, delight in discovering solutions, and take joy in the process.
Innovation: We are forward-thinking tech enthusiasts working on the present while envisioning the future. Our cadre of visionaries brings creative insights to address current challenges, nurturing ideas, identifying opportunities for enhancement, fostering transparent communication, and serving as a source of inspiration to both our team members and business associates.
Accountability: With over four decades of industry-leading expertise in security, digital identity, and the Internet of Things, our team embodies the highest standards of integrity and professionalism. Our members are characterized by their unwavering honesty, reliability, loyalty, inclusivity, and respect for others. We take full responsibility for our actions, regardless of the outcome, and view every experience as an opportunity for learning and growth.
Impact: Catalyzing Positive Transformation. Our employees contribute to shaping a brighter future through their involvement in pioneering technology. Simultaneously, they play a pivotal role in cultivating an improved workplace by offering feedback to our leadership, knowing that their voices are genuinely valued and respected.
Authenticity: We demystify intricate technology, ensuring accessibility for individuals spanning the spectrum from experts to novices. Our workforce experiences a nurturing environment where they can authentically be themselves, enjoying a sense of safety, security, and comfort. Each team member is respected and cherished for their unique identity, with the assurance that their thoughts and viewpoints are not only acknowledged but also hold significant weight within the team.
Talent: We recruit industry-leading professionals known for their exceptional skills. We foster continuous growth by offering training opportunities, enabling our employees to excel. Our team members have the privilege of applying their innate talents and honed expertise in their roles, deriving genuine satisfaction from their work, finding it intellectually engaging, and aspiring to advance in their careers.
Fun: Embracing enjoyment and laughter is a key ingredient in our work culture. We understand that our workplace is enriched when we infuse it with fun. We actively seek team members who find joy in their tasks, share a zest for problem-solving, and take delight in the journey while achieving solutions.
Job Summary
The Federal Business Development Manager at Hirsch plays a pivotal role in driving revenue growth within the Federal Government sector. This position requires a seasoned professional with a track record of success in prospecting and selling to government entities. The role involves developing and executing strategic sales plans, fostering strong customer relationships, and collaborating with internal teams to achieve business objectives. The ideal candidate will excel in a prospecting sales role, adept at identifying, qualifying, developing, and closing new business opportunities within the Federal Government.
Detailed Responsibilities
Communicate the value and competitive advantages of Hirsch products and services.
Secure the technical win at the headquarters level.
Develop and execute a strategic sales plan to meet and exceed assigned revenue objectives for the US Federal Government and Department of Defense.
Develop and execute sales campaigns for each department and agency to include organizational research, opportunity identification, qualification, development, and closure.
Develop and execute a bidding strategy for each department and agency.
Direct sales engagement at all headquarters levels of all federal departments, agencies, and subagencies.
Map out all federal government entities or departments, agencies, and sub-agencies, identifying leadership, management, and technical contacts responsible for Physical Access Control and video management systems.
Leverage existing company, customer, influencer, and partner relationships to establish a network within each department, agency, and sub-agency, while overcome any key relationship gaps.
Provide direction on business requirements including bidder requirements, procurement vehicles, certifications, APLs, and ATOs needed to win the business.
Empower and lead Hirsch's regional sales representatives, equipping them with the skills, knowledge, and confidence to successfully engage and sell to local federal entities, departments, and agencies. Offer comprehensive sales leadership, education, and training programs to ensure optimal performance and success in penetrating the government market.
Provide sales enablement, success stories, references, contacts, and other sales assistance as required for the extended Hirsch sales team.
Style / Cultural Mindset:
Commit to understanding and delivering results.
Make decisions based on data and analytics.
Take decisive action, including learning from productive failures.
Trust and respect the roles and responsibilities of the team.
Foster open and transparent communication within the organization.
Requirements
Bachelor’s degree in Business, Marketing, Computer Science, or a related field.
Relevant certifications (e.g., CISSP, CISM, or sales certifications) are advantageous.
Strong understanding of security concepts, technologies, and market trends.
Ability to explain technical products and services to non-technical stakeholders.
Expertise in consultative selling and solution selling methodologies.
Proficient in using CRM software (e.g., Salesforce, PowerPoint, Excel) to manage sales pipelines and client relationships.
Excellent negotiation and closing skills.
Exceptional verbal and written communication skills.
Strong presentation skills, capable of engaging C-suite executives.
Ability to analyze market trends and client needs to tailor sales approaches.
Skilled in creating and delivering data-driven sales strategies and reports.
A minimum of 6 years of sales experience selling complex electronic or SaaS solutions to the federal government
Demonstrated history of sales success (President’s Club or similar recognition)
Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches to selling.
Ability to develop relationships and engage at all levels of designated Federal Agencies
Ability to learn and demonstrate both enterprise software and complex hardware solutions to partners.
Ability to learn and explain all aspects of federal requirements and mandates.
Ability to work with minimal supervision, balance multiple priorities, and achieve and exceed assigned sales and activity targets.
Polished verbal and written communication skills and meticulous attention to detail
Must be willing to travel up to 50% in the region to partner onsite meetings, partner offices, events, etc.
Additional Desired Skills
Data-driven
Results-focused and execution leadership competency
Decisive in decision-making
Ability to focus on pursuing learning and growth from each challenge or failure
Leadership Accountability
Strong team-oriented values
Ability to exhibit respect for each person’s role on the team, trust, respect, etc.
Open communication and openness to provide and seek constructive feedback
Characteristics Desired
Commit to understanding and delivering high-quality results that align with our mission.
Make decisions based on data and analytics to inform strategic choices.
Take decisive action and learn from productive failures to drive continuous improvement.
Trust and respect the roles and responsibilities of your team members.
Foster open and transparent communication within the organization.
Value authenticity and straightforwardness, making complex technology accessible.
Promote a community-centric approach, collaborating with passionate problem-solvers.
Emphasize continuous innovation, thinking creatively to address current and future needs.
Uphold the highest standards of integrity and professionalism, taking full responsibility for actions.
Catalyze positive transformation, contributing to technological advancements and workplace improvements.
Celebrate individuality and authenticity, creating a nurturing environment where unique perspectives are valued.
Support talent development through continuous growth opportunities and training.
Balance work with enjoyment, finding joy in tasks and delight in solving problems.
Strive for excellence while maintaining a healthy work-life balance.
Benefits
Pay & Perks:
At Hirsch, we prioritize pay fairness. Your base salary plays a vital role in our comprehensive compensation structure, and it is established within a specific range. This structure allows for advancement as you gain experience and evolve in your role. Your salary and compensation will be determined based on various factors, including your geographical location, skill set, educational background, and work experience.
In the spirit of openness regarding compensation, the base salary range for this position is between $140,000 and $160,000 with a variable commission range of between $50,000-$100,000.
The total compensation package includes:
Competitive Base Pay
Fidelity 401(k) + Company Match
11 Company Paid Holidays
Discretionary Unlimited Paid Time Off
Medical, Dental, & Vision Insurance
FSA/HSA
Fun Employee and Family Events
Employee Wellness Program
Supplemental Life Insurance, AD&D Insurance, and Dependent Care plans
A range of discounted products and free services
Hirsch encourages candidates who believe they might be overqualified or outside the expected range to apply, as some positions allow room for up-leveling for an extraordinary candidate.
We prioritize hiring the most qualified individuals, and in keeping with our commitment to both our employees and customers, employment offers are subject to the outcome of a confidential pre-employment background check.
Equal Opportunity Employer
Hirsch is an equal opportunity employer and is committed to providing equal employment opportunities to all qualified individuals regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, genetic information, marital status, veteran status, or any other characteristic protected by applicable law. We value diversity and inclusivity and believe that a diverse workforce enriches our company culture and enhances our ability to serve our customers and clients effectively. Our hiring decisions are based solely on qualifications, skills, and experience relevant to the positions available. We strive to create a work environment that promotes fairness, respect, and equal opportunities for all employees. Hirsch does not tolerate any form of discrimination or harassment and is committed to maintaining a workplace free from such behavior. If you require any reasonable accommodation, please inform our HR department, and we will make every effort to accommodate your needs. As an equal opportunity employer, we are dedicated to the principles of affirmative action and take proactive measures to ensure equal opportunity in employment. We are proud of our diverse workforce and remain committed to fostering an inclusive environment that celebrates the unique perspectives and talents of everyone.