The Senior Program Manager, Federal, plays a pivotal role in identifying and cultivating strategic relationships with partners and potential customers. This position is responsible for driving the company’s efforts to meet annual pipeline and sales objectives in target federal markets, collaborating with internal teams to implement business development initiatives and strategies that align with organizational goals.

Duties:

Engage directly with CIOs, CTOs, and other IT staff to identify departmental needs and propose tailored solutions.Develop and maintain a robust pipeline of federal customers and projects through direct and indirect customer contact and proactive prospecting.Prepare and execute non-disclosure agreements (NDAs) and teaming agreements with new and existing partners.Collaborate with marketing, capture, and technical teams to execute business development strategies effectively.Conduct comprehensive market analyses to inform sales strategies, establish goals, and develop actionable plans.Lead efforts to create and close new opportunities through customer calls, meetings, and relationship building.Foster and expand partner relationships while identifying and developing new partnership opportunities.Participate in industry groups, networking events, and conferences to build relationships and stay informed on federal market trends.Develop and execute comprehensive account plans and strategies to achieve business objectives.Leverage a consultative sales approach to understand federal marketplace dynamics and address customer challenges with innovative solutions.Maintain proficiency in industry CRM applications to manage customer relationships and track opportunities effectively.Actively engage in pipeline development, opportunity forecasting, and demand generation activities.Negotiate discount structures and business processes with OEM partners to maximize value for federal clients.Deliver compelling presentations and lead customer-facing meetings with confidence and clarity.Pursue mid-level certifications in OEM training programs to enhance product knowledge and expertise.Establish and refine sales processes, including market positioning and competitive analysis.Build and nurture relationships to generate a strong federal sales pipeline.Develop teaming arrangements and bid strategies to secure federal contracts.Establish and cultivate a federal go-to-market strategy, including market verticals, product offerings, and account penetration/expansion plans.Perform other business development duties as assigned.

Minimum Education/Certification/Experience Requirements:

Bachelor’s degree preferred.Minimum of seven years of experience in business development, program management, or federal sales within the IT market.Extensive relationships with relevant technology partners and federal customers.Proven ability to proactively network, prospect, and sell to multiple contacts, including “C” levels.Demonstrated success in meeting and exceeding sales quotas.Familiarity with federal procurement processes, regulations, and compliance requirements.Strong understanding of cloud computing trends, consumptive models, and creative financing options.Exceptional presentation skills and ability to lead customer-facing meetings with impact.Experience with OEM business processes and negotiating discount structures.Proficiency in CRM applications and project management tools.

Knowledge and Skills:

Strategic thinker with strong analytical and market analysis skills.Consultative approach to identifying customer needs and delivering tailored solutions.Goal-oriented with a proven track record of achieving results in a fast-paced environment.Strong interpersonal and communication skills, with the ability to influence and build rapport at all organizational levels.Deep understanding of federal market dynamics, including key trends and challenges.Proven ability to manage multiple projects simultaneously while meeting deadlines.

Basic Qualifications:

U.S. Citizenship Required

Red River offers a competitive salary, excellent benefits and an exceptional work environment. You can review our benefit offerings here. If you are ready to join a growing company, please submit your resume and cover letter (optional).

EOE M/F/DISABLED/Vet

Red River is an equal opportunity employer and makes employment decisions based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity or expression, marital status, age, family medical history or genetic information, disability, past or present military service, or any other characteristics protected under the laws applicable in the locations where Red River operates.  Red River will not tolerate discrimination or harassment based on any of these characteristics. 

Red River does not accept unsolicited resumes from individual recruiters or third-party recruiting agencies in response to job postings or otherwise. Placement fees will not be paid to any recruiter unless Red River has an active agreement in place with the recruiter and such a request has been made by the Red River Talent Acquisition team and such candidate was submitted to the Red River Talent Acquisition Team via our Applicant Tracking System. Any unsolicited resumes or other data submitted to Red River in violation of this policy may be used by Red River without obligation to pay any fees of any kind to the recruiter.