Account Manager Federal

Please forward all Microsoft Word document resumes to [Click here for email], along with a brief summary of your background qualifications. A Bachelor’s degree is required and there will be at least 25% travel. TOP COMPANY BENEFITS!!!!!!!!!!!!!!!



The ideal candidate must have worked within a Business Intelligence and/or Government environment. The candidate must be able to solve customer information delivery or integration issues through the application of quality business intelligence software and superior services that empower them to effectively manage their business.
Generate revenue by targeting Federal DoD and Civilian agencies
o Identify and qualify prospective DoD and Federal Civilian customers and penetrate major significant target prospects
o Sell large/enterprise transactions within Federal agencies.
Sell our clients Business Intelligence products and Integration products.
Develop and execute territory business plan
Consistently overachieve sales quota
Handle multiple deals simultaneously.
Prospect and uncover new opportunities as well as provide account management functions.
Possess technical knowledge to understand the challenges and opportunities
Call on and close at the senior business and technical executive level
Sell cross-functionally in an organization
Ability to work in a team environment.
Strong qualifying, closing and negotiation skills
Excellent time management and organization skills
Excellent communication and effective presentation skills
REQUIREMENTS
Skills Required
Solid direct software sales experience, including sales to Federal SES and end-user decision makers
Well-developed professional sales skills
Clear understanding and successful application of strategic selling techniques
Experience selling in a territory management model
Excellent presentation, communication, and interpersonal skills
Related Bachelor's degree or equivalent experience in Computer Science/Marketing Minimum of 5 years selling business intelligence products, application development tools, reporting tools, or middleware to an assigned quota objective.
Excellent knowledge of computer hardware and software environments
Strong communication and effective presentation skills; time management and organization skills.
Must have marketing and long-range strategic development solutions to meet or exceed revenue targets





Additional Skills
Account and Territory Management
o Develop and execute territory business plan
o Manage assigned accounts
Prospecting for new business and new account development
o Cold Calling
o Events
o Mailings
Presentation Skills
o First call presentation
o Chalk talk
Pipeline Management
o Build and maintain pipeline at a minimum of three times your annual quota
o Build and maintain 30/60/90 day forecast at a minimum of three times your quarterly quota
Forecast Accuracy
o Perf



Qualifying Questions





Comments
Develop business solutions which solve Federal customer needs
Develop and implement a territory marketing plan and identify long-range strategic development solutions to meet or exceed revenue targets
Act as a liaison between our client and Federal customers and develop a team selling approach with clients technical personnel and services group
Effectively manage sales cycle at prospect and Federal customer accounts to expedite purchase decisions and assist customers with problem resolutions