Yellowbrick Data is a modern cloud Data Warehouse start-up headquartered in Silicon Valley. We are a flexible multi-cloud solution, winning customers with our incredible speed and controllable costs. Our technology is used by the world’s largest insurers, credit card companies, telcos and healthcare firms, all of whom depend on our products to make critical decisions quickly without compromising the security of their data. Yellowbrick is well- funded with $248m raised from top-tier venture firms.

Job Overview

The successful Fed/Gov Channel Sales manager will oversee and manage all sales activities, partnerships, and channels within the sector. This role requires a deep understanding of the industry, strong leadership skills, and the ability to navigate complex government contracts and procurement processes. Here are some critical skills and attributes necessary for success in this role:

• Industry Knowledge: Comprehensive understanding of the USA Intelligence and DoD communities, including its structure, key players, mission objectives, and specific needs and challenges
• Sales Expertise: Proven track record in sales within the intelligence sector, with a focus on consultative selling, solution selling, negotiation skills, and managing complex sales cycles.
• Channel Management: Experience in developing and managing strong partner relationships, including distributors, resellers, integrators, and technology partners within the intelligence community.
• Leadership Skills: Strong leadership abilities to inspire, motivate, and lead a high-performance sales team and channel partners towards achieving sales targets and business objectives.
• Government Procurement Knowledge: Familiarity with government procurement processes, regulations, and compliance requirements, especially within the intelligence and defense sectors.
• Networking Skills: Exceptional networking and relationship-building skills to establish connections with key decision-makers, stakeholders, and influencers within the intelligence community.
• Communication Skills: Excellent verbal and written communication skills to effectively articulate value propositions, negotiate contracts, and present solutions to clients and partners.
• Analytical Skills: Ability to analyze market trends, competitor activities, and customer feedback to inform sales strategies, identify opportunities, and drive business growth
• Adaptability: Flexibility to navigate changes in the political landscape, regulatory environment, and technological advancements within the intelligence community.

Responsibilities

• Deliver revenue growth that meets/exceeds the Fed/Gov business plan
• Develop a strategic sales and partner territory plan in conjunction with the overall corporate strategic plan for new key accounts and foster higher retention among clients
• Take ownership of all opportunities to ensure we are maximizing on building relationships, within each client’s key business operations
• Work collaboratively with the policy experts to ensure clients goals are communicated clearly and lead to the successful closure of all deals
• Work closely with all stakeholders to ensure client deliverables are met
• Work with Yellowbrick leadership to follow up on a timely basis with case studies, strategic initiatives such as (but not limited to) account planning and mapping, opportunity assessment and market sizing, competition analysis, customer feedback, sales forecast, and lead generation campaigns
• Have the ability to renew client spend year on year with the aim of upselling and/or cross -selling to them in alignment with the Customer Success team
• Identify upsell and revenue generating opportunities from within existing client base
• Conduct regular partner and client meetings and develop strategic relationships
• Support a customer first culture to ensure total customer satisfaction
• Generate new sales leads via a multichannel approach
• Initiate sales through pro-active means including outbound calling, mail, email, etc. and providing sales literature and product information to clients and partners
• Travel to trade shows and client sites to present products and services
• Coordinate and administer follow-up activities such as documenting conversations in CRM database, processing quotes/orders, lead tracking, marketing campaigns, scheduled call backs or rep visits
• Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners
• Must be organized and detail-oriented with excellent follow-up skills
• Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it
• Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations
• Ability to work independently as a self-starter and being self-motivated within a fast-paced startup environment by prioritize tasks, honor rules of engagement and follow policies, processes and procedures
• Excellent opportunity forecasting and qualification skills
• Working knowledge of Microsoft Windows, Excel, Word, and Outlook
• Not required but Preferred: Active or ability to reactivate - Secret or TS/SCI Security Clearance

Qualifications

• Minimum of five years of enterprise database, security and networking software solution selling experience, to the IC/DoD preferred
• 10+ years of experience working with/in US Government, Defense Industry, & Public Sector
• Extensive experience and key contacts within targeted defense agencies to include DCIS, SOCOM, JSOC, DC3, DTRA, etc., as well as numerous systems integrators
• Solid understanding of government procurement processes, FARS, DFARS, federal contracting and contract vehicles, regulations and teaming agreements

We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. Yellowbrick Data also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Yellowbrick Data.

Yellowbrick may keep any job application for a period of three years to allow Yellowbrick to consider you for other suitable openings within the Company in the future. If you would like to opt out from the Company’s policy of retaining your information for the purposes of considering you for other suitable openings, please email gail.boddy@yellowbrick.com. The full text of Yellowbrick's California, the European Economic Area and United Kingdom Job Applicant Privacy Notice can be found here.

To all recruitment agencies: Yellowbrick Data does not accept agency resumes. Please do not forward resumes to Yellowbrick Data employees or any other organization location. Yellowbrick Data is not responsible for any fees related to unsolicited resumes.