Director of Sales - Federal Accounts

JM5140

Director of Sales - Federal Accounts

Location:  Washington, DC

We provide innovative software that allows companies to dramatically improve the business value of their enterprise applications. Our software solution enables customers’ business applications to respond rapidly to market changes and embrace modern architectures with reduced cost and risk.

With more than 30 years of expertise and more than 15,000 customers and one million licensed users, including more than 70 of the Fortune Global 100 companies, we have more than 600 employees worldwide, with principal offices in the United Kingdom, United States, Germany and Japan.

We have a US Government Federal Practice that provides a range of software tools allowing Federal Government agencies to dramatically improve the value of their enterprise applications and enhancing service to the Citizen.  Our enterprise application management and modernization software enables an agency’s or department’s applications to respond rapidly to mission changes and embrace modern architectures with reduced cost and risk. 

Purpose of Position

Provides leadership to the sales and account management process to grow company Federal revenues within strategic assigned federal accounts.

Role Summary

This field sales position is responsible for providing leadership to the sales and account management processes and growing company revenues associated with the full breadth of our products/ solutions for assigned accounts in the Federal Territory. The job represents a balanced customer relationship management effort involving sales/account management skills, product knowledge/problem-solving/solution skills, and direction of other specialized resources assigned to the Federal account(s).

Major Duties and Responsibilities

• Complete knowledge of Federal Account Strategic IT Strategy, Acquisition, Budget processes and key Line of Business initiatives.


• Thorough knowledge of assigned Federal Accounts Acquisition, Budget and IT Strategy


• Current working relationships with Department / Agency Executives, Program Managers, Directors,  Acquisition officers, Incumbent Systems Integrators and other influencers of major relevant IT initiatives


• Active Participation in Federal Industry associations that provide access to Federal and Industry Executives, Strategic Initiatives, Issue and Direction (AFCEA, AFFIRM, IAC, CAA etc.)


• Develop business plan for assigned accounts to meet and exceed sales, marketing and customer satisfaction objectives


• Actively engage Federal Channels, Marketing and GSA resources in strategic and tactical activities to grow federal share and achieve business objectives


• Directs tactical implementation of business plan to meet objectives


• Interfaces and directs sales, product and operations strategies; ensures customer expectations are exceeded; develops business plan that fits continually changing customer needs


• Manages interface between the customer account and company (including product specialists, channels and corporate functions) for effective implementation of the business plan


• Interfaces with key customer executives in a professional, mutually beneficial partnership

Key Accountabilities

• Retain and grow revenue; grow account share


• Understand customer business and service requirements in order to develop "tailored" solutions


• Introduce client to new products that match business needs


• Successfully establish the customer account as a positive Reference Account


• Develop and Submit Business Proposals & Quotes


• Manage Capture process

Requirements:

• Attention to Detail - Able to be alert in a high-risk environment; follow detailed procedures and ensure accuracy in documentation and data; concentrate on routine work details and organize and maintain a system of records.


• Business Acumen


• Communication - Able to clearly present information through the spoken or written word; read and interpret complex information; talk with customers or clients; listens well.


• Conflict Management - Able to use a win-win approach to resolve controversy; stay objective and fair when dealing with sensitive situations; maintain constructive working relationships despite disagreement.


• Decision Making & Problem Solving - Able to take action in solving problems while exhibiting judgment and a realistic understanding of issues; able to use reason, even when dealing with emotional topics; review facts and weigh options.


• Influence and Persuasion - Able to convince others in both positive and negative circumstances; use tact when expressing ideas or options; present new ideas to authority figures; adapt presentations to suit a particular audience; respond to objections successfully.


• Integrity - Able to be tactful, maintain confidences, and foster an ethical work environment; prevent inappropriate behavior by coworkers; give proper credit to others; handle all situations honestly.


• Teamwork - Able to share due credit with coworkers; display enthusiasm and promote a friendly group working environment; work closely with other departments as necessary; support group decisions and solicit options from coworkers; display team spirit.


• Negotiating - Able to obtain agreement from multiple parties; earn trust while working out a deal; use good timing and carefully calculated strategies when bargaining; communicate high value of services; identify hidden agendas that might interfere with resolution of terms.


• Planning, Prioritizing & Goal Setting - Able to prepare for emerging customer needs; manage multiple projects; determine project urgency in a meaningful and practical way; use goals to guide actions and create detailed action plans; organize and schedule people and tasks.


• Relationship Management - Able to develop rapport with others and recognize their concerns and feelings; build and maintain long-term associations based on trust; help others.


• Technical Knowledge

Other Requirements

• BS or BA degree in business.


• At least 8 years selling and account relationship management experience with major Federal Accounts in an enterprise software environment


• Extensive successful experience selling large dollar technology solutions


• History and track record of achievement of revenue objectives with Federal Accounts


• Demonstrated ability to develop and implement account plans and relationship maps


• Demonstrated ability to work with accounts’ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results


• Excellent communication and presentation skills


• Strong team building skills and ability to resolve conflict situations


• Superior professional presence and business acumen


• Travel:  25% - 50%

We offer a competitive compensation package and an extensive array of benefits that become effective immediately upon hire.