Account Executive Federal, Civilian

Responsibilities

• Work as an integral part of the sales team responsible for identifying, building and maintaining sustainable partnerships, driving revenue and pipeline within the civilian agencies of the federal government.
• Join a team that connects with Senior & up to C-level decision makers within the US Federal Government.
• Hunt for new business, work with our strategic Government Focused partners, own the sales process from start to finish, and own and develop your own territory.
• Develop innovative strategies and plans for each target and win new customers to grow the overall value of the territory.
• Engage at multiple levels within each customer & prospect account (eg CIO, CISO, CFO and CEO) to maximize account engagement and long-term success.
• Build a network of executive relationships across industry, community, business groups, and with key partners and customers to identify opportunities to increase sales.
• Monitor and take the necessary measures to ensure that you develop an adequate pipeline of opportunities via demand generation for consistent growth within your target accounts.
• Stay current and informed on all new campaigns, understanding their objectives and relevance, communicate to your sales team and ensuring that all involved know their roles in the successful campaign.
• Manage existing customers for upsell and cross sell expansion.
• Build pipeline and forecast management, outbound lead generation.

Requirements

• 5+ years of selling high value complex enterprise software solutions into the Civilian Agencies of the US Federal Government.
• Met/exceeded direct sales goals of 1.5M+ and operated with an average deal size of $250k+
• Familiarity with the MEDDPICC approach.
• Excellent track record of success in an individual contributor role with a strong net new business component and demonstrable success in growing footprints in existing customers.
• Ability to develop a strategic territory plan and create a relevant execution plan to deliver it.
• Clearly demonstrate comfort with senior level meetings and presentations in a virtual selling role.
• Ambitious self-starter with high energy and motivation.
• Demonstrated ability to grow deals through Consultative selling and Value-based approach.