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Market Account Director, Federal

Company: The ABA Rule of Law Initiative
Location: Sterling
Posted on: September 16, 2020

Job Description:

Dallas, TX, USA; District of Columbia, USA; San Francisco Bay Area, CA, USA; Sterling, VA, USA Req #752

Tuesday, April 28, 2020

About Cyxtera Technologies, Inc.

Cyxtera Technologies combines a worldwide footprint of best-in-class data centers with a portfolio of modern, cloud- and hybrid-ready security and analytics offerings – providing more than 3,500 enterprises, government agencies and service providers an integrated, secure and resilient infrastructure platform for critical applications and systems.

Cyxtera is the secure infrastructure company.By combining a modern, hybrid-ready information security fabric with an uncommonly diverse and distributed footprint of 63 world-class data centers, Cyxtera delivers a secure platform for connecting and protecting dedicated infrastructure, private clouds and public clouds.

For enterprises, government agencies and service providers, Cyxtera offers powerful, secure IT infrastructure capabilities paired with agile, dynamic software-defined security.

Simply put, we’re a new kind of data center company—one with security integrated as a core service offering into the facilities that sit at the nexus of enterprise IT and the cloud. And we’re a new kind of security company—with solutions built for the way we run our applications today

63 world-class data centers

A context-aware, identity-centric access control solution that surpasses outdated hardware-defined and perimeter-centric approaches to infrastructure security with a “software-defined perimeter” that increases resilience, simplifies management complexity and reduces costs

Specialized fraud prevention and authentication services for specific verticals including financial institutions and government agencies

Advanced investigative and network analytics to help better predict, prevent and detect threats

About the Position

The Federal Market Account Director will be responsible for the sales execution of the short and long term sales pipeline within the Federal group. This will include new prospect identification and engagement and development of existing executive relationships to further revenue opportunities.The Market Account Director will work closely with sister sales organizations, the executive team, strategic alliances, marketing and regional sales leaders to build and execute a local sales strategy that takes advantage of industry and regional trends leading to long term revenue impact. This role is chartered with driving a cohesive sales strategy within a region and build a stronger vision, strategy and the business processes needed for success.


Hunter sales position responsible for developing existing pipeline and new logo business opportunities within the Federal sector focused on colocation, interconnection and IaaS platform sales

Engage senior decision makers customer influencers, end-users and ecosystem partners to advance sales pursuits

Review and analyze market opportunities and evaluate competition and technology requirements needed to capitalize on opportunities. Understand current and future industry needs in the context of market dynamics to deliver multiyear business deals

Manage relationships and communications with external customers, internal stakeholders and partners required for a successful deals

Lead organization through the evolution from selling product (CXD, colocation, interconnection, and managed IT Infrastructure Services) to selling solutions (CXD, Security, Software Defined Security)

Shape and execute business development and sales strategy across senior level direct and matrixed cross-functional teams

Align sales objectives to the corporate strategy and financial performance

Develop technology requirements and opportunities to internal product and marketing teams

Identify relevant new business opportunities, ecosystems, partnerships and markets, gathering of market intelligence and design and drive "go-to-market" plans

Uncover and qualify opportunities that will accelerate and drive growth within the vertical

Qualifications and Experience

7-20 years of proven industry experience in sales leadership role selling Colocation and Cloud Managed Services, technology infrastructure such as network, servers, converged, hyper-converged or other integrated solutions products (CPU, Storage, Networking and Software)

Past experience with major Telco (AT&T, Verizon or CenturyLink)

Ability to position new solutions including innovative on-demand platform (CXD)

Experience managing deal pursuit teams with a track record of supporting multiple channels and partners

Requires strong relationships within Federal sector

Strong track record and demonstrated expertise in developing and maintaining strong industry, professional relationships; prefer ‘C’ level engagement

This position requires exemplary verbal and written communication skills; strong presentation skills preferred and ability to articulate value proposition and TCO

Strong sales process and sales leadership skills

Stakeholder management ability including channel partners

Relevant technical and industry acumen

Ability to work independently and deliver measurable results

Bachelor’s Degree in Engineering, Information Technology or a business-related discipline

Salesforce or similar CRM tools, Microsoft office skills MS Word, Excel, Power Point and Outlook

Cyxtera is an equal opportunity at will employer and doesnot discriminate against any employee or applicant for employment because ofage, race, religion, color, disability, sex, sexual orientation or nationalorigin.

Keywords: The ABA Rule of Law Initiative, Sterling , Market Account Director, Federal, Other , Sterling, Virginia

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