Position Description
(DIRECTOR, VICE PRESIDENT) FEDERAL SYSTEM INTEGRATOR (FSI) MARKET
The Company:
The Client is the global category builder and market leader in Software Intelligence. https://en.wikipedia.org/wiki/Software_intelligence
Hundreds of companies including Federal (DoD, Civilian and IC) government agencies rely upon THE CLIENT for greater objectivity in crucial business decisions, attenuating the impact of attrition of key personnel, faster application modernization for Cloud, raising the quality and security of their custom software. THE CLIENT operates globally with offices in North America, Europe, and Asia.
THE CLIENT has successfully built long-lasting relationships with Fortune 500 companies and established strategic partnerships with leading Global System Integrators (GSI’s), Cloud Service Providers (AWS, Azure, Google) and Advisory Firms. THE CLIENT seeks to extend this success into the top 100 Federal System Integrators.
Strategically, THE CLIENT is expanding and scaling its well-established strategic partnerships with leading GSI’s globally. The Global SI channel represent approximately 25% of THE CLIENT’s software revenue in FY21; and is expected to grow 50% year over year. This success is extending into the Federal SI’s (FSI’s).
Two business drivers are fueling this revenue growth with these partners. First, THE CLIENT Highlight and THE CLIENT Imaging are embedded today as a key enabling technology in most of the GSIs’ Application Modernization and refactor to Cloud offerings (e.g., IBM, Accenture, and others see here) – a core priority of the Federal government. Several FSI’s are moving out with “Powered by THE CLIENT solutions” (BAH, SAIC). Second, THE CLIENT Imaging is being used by many GSI COOs and CDOs to help improve their margins on their ADM capture and delivery and reduce the negative impact of the “Great Attrition” phenomena as described by McKinsey – this is a greenfield market opportunity for FSI’s. Federal Modernization, Cloud and Security policies are creating a huge market opportunity for Software Intelligence to enable the FSI’s to deliver change to the Federal market.
This role is to grow the recurring revenue THE CLIENT generates with its Federal SI partners leveraging the above value points. This role has significant executive visibility. If you have a successful track record, are a strategic thinker, a builder, a doer, and excel in your business relationships, this role is for you.
Skills and Experience required for this role
- 10+ years of experience in high impact, revenue generating role ideally in the Federal group at a leading Global/Federal SI. Must be selling customize software security products to the Federal System Integrators.
- A well established and active network within the Application Service business of the main Federal SIs
- A demonstrable understanding of the Software Engineering world and the application services business including Cloud migration and modernization
- A track record of success in working with third party software vendors/partners while selling Application services at Federal SIs
- Ability to develop meaningful and trusted Field leader, VP and C-level relationships
- A passion for selling to build and contribute to a category maker
- Ability to point to tangible results key in planning, executing and scaling a recurring revenue business relevant to driving THE CLIENT subscription revenue by embedding the THE CLIENT technology in FSI Cloud/Modernization/ADM business.
- A Builder-doer mentality with sharp instincts to build trust from FSI account leaders to identify the right audience and lead into new markets
- Growth mentality, hunger for learning, with instincts for a highly visible opportunity, and a desire to play a key role in building the THE CLIENT story
- This role is to grow the recurring revenue THE CLIENT generates – selling to and selling with its Federal SI partners leveraging the above value points. This role has significant executive visibility. Must have a successful track record, are a strategic thinker, a builder, a doer, and excel in your business relationships, this will be an interesting opportunity.
- In commercial sector THE CLIENT Highlight is exclusively SaaS – our preferred delivery model. That can work for States/Local in most cases as well. However for Federal, THE CLIENT Highlight is a special Fed On Prem version. THE CLIENT Imaging and MRI are on prem in all sectors, but that may change in ‘23.
- Federal has three headcount, Marc Jones + Direct Seller + Channels (new) – we’ve matrixed support for channels in the past – this will be expanded as part of our multi-year plan + 2-3 active consultants + a pool of matrixed Solution Design (Pre Sales support). In other words a small team that is poised to grow.
Additional Requirements:
Career stability. We would like executives who have spent at least five years or more with fewer companies.
Track record of closing deals thru the Federal Integrator community.
Impeccable references from bosses, peers, subordinates and customers.
Compensation:
This position will have a competitive base salary with a 100% OTE.
Why THE CLIENT?
*** THE CLIENT has industry unique products in the category of Software Intelligence that are used by large enterprises globally. https://en.wikipedia.org/wiki/Software_intelligence
In a nutshell Software Intelligence derives essential decision making data directly from the software that powers the business, mission or serves the citizen. THE CLIENT has focused on this segment providing solutions that can assess a portfolio for currently critical topics: Open Source Software assurance or Cloud Readiness. Additional THE CLIENT’s MRI for Software can provide industry unique “google maps like” visibility into the largest, most complex systems – essential to support Federal modernization and software assurance initiatives. THE CLIENT is recommended by Gartner, Forrester etc. and its solutions are endorsed (and used) by the Microsoft, Google, Amazon and IBM to accelerate and de-risk modernization in their customer base. Our sponsorship is always executive level and our data plays as well in the C Suite as on the development floor.
THE CLIENT’s technical uniqueness is tied to breadth and deployment scope 1) size (e.g. THE CLIENT solutions are able to support a small team in a SCF working on a radar modernization, to a portfolio of 100’s of apps or a software factory w. 1,000’s of developers) 2) coverage (e.g. unparalleled depth of coverage of languages, technologies – from Mainframes to the most modern languages and cloud platforms – which supports item 1).
Key note: THE CLIENT has great enterprise partnerships with the Global System Integrators and advisory firms e.g. Accenture, Boston Consulting, Infosys, CGI, Capgemini, IBM, etc. The leads for these accounts are among the top earners at THE CLIENT. We seek to replicate this work in the largest segment that is not covered with a dedicated resource today: Federal System Integrators. We have a good start of “Powered by THE CLIENT” partners (e.g. https://www.boozallen.com/expertise/digital-solutions/cloud-solutions/smartlift-cloud-migration-tool.htm , https://www.saic.com/cloudscend/foresight ) and ample in account prior performance that need to be matured and developed + a number of greenfield FSI’s to attack!
SAIC, GDIT, BAH, Peraton, Raytheon, Maximus, ManTech etc.. etc.…
*** THE CLIENT has current and prior performance in all segments of government from IC, DoD and Civ to state and local. Current active deployments include State Dept., GSA, DHS, Treasury, Army, Navy, Air Force…. State of North Carolina, Texas…. City of Phila, New York …. ***
**** THE CLIENT has maintained its own GSA schedule 70 for a decade. Federal customers are a core part of THE CLIENT strategy and portfolio. THE CLIENT has invested in ACT/IAC and other partnerships. THE CLIENT works closely with MITRE and SEI – and was a core founder of www.it-cisq.org a standards group for software integrity with major Federal support (NIST, DoD, GSA, DHS). Lastly, we have a special Federal version of our Highlight product – that offers a unique play for this market. ***
Conclusion:
***There is a strong sell to component here – this is not a programs job. e.g. we want people that want to make money by driving recurring revenue via FSI’s – and shaping programs to maximize that. Not a tactical gig – they will have a seat at the table with visibility up to the CEO – and support from our GSI team to take advantage of strategy and lessons learned..***
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