Account Executive, Federal Systems Integrator (Sell to)

About the role

The FSI Account Manager will own all elements of bookings growth in the territory, including discovering and developing new opportunities, managing pipelines, executing account strategies, and managing customer expansion.

Responsibilities

• Discover and develop new opportunities (on-contract growth and capture)
• Manage pipelines
• Execute account strategies
• Manage customer expansion
• Represent Armis within the Federal space
• Work with Systems Engineers, Sales Development, Channel Development, and other Armis Partners to exceed sales objectives
• Manage all aspects of the sales process
• Play an integral role in the success of the overall Federal Sales Team
• Track joint sales pipeline
• Meet or exceed quarterly and annual revenue targets
• Make recommendations for improvements to increase penetration within the target market
• Build and maintain strong relationships with a diverse set of internal and external constituencies
• Support the Armis Federal sales organization in the field through mindshare, partner introductions, and new opportunity identification
• Leverage Salesforce.com and other tools to track the success of each program
• Train and influence systems integrators by refining value propositions to meet specific partner and client needs
• Identify appropriate solutions and services to meet partner customer integration and infrastructure needs

Requirements

• Strong SI and/or Software OEM experience in the Federal industry, preferably in cybersecurity
• 10+ years experience as a Federal System Integrator sales executive or Major/Enterprise Rep
• Experience selling to firms such as Accenture, General Dynamics IT, ManTech, others
• Demonstrated track record of significant accomplishment in an Individual contributor
• Strong business acumen and capable of developing and managing strategic plans with FSI partners
• Able to present results and strategy to teams while considering variety of knowledge levels within audience
• Able to work in a dynamic, entrepreneurial fast-paced and passionate environment
• Able to spend a majority of time in the Washington DC area, while also traveling as necessary

Qualifications

Must be quota-driven.

Skills

• Strong SI and/or Software OEM experience in the Federal industry, preferably in cybersecurity
• Strong business acumen and strategic planning skills
• Ability to build and maintain strong relationships with internal and external constituencies
• Proficiency in Salesforce.com and other relevant tools
• Ability to identify and present appropriate solutions and services to meet partner customer integration and infrastructure needs

Benefits

Visit our careers site for more information on benefits at Armis.

Pay

The salary range guidance for this position is: $150,000 - $185,000

Schedule

The position requires a majority of time spent in the Washington DC area, with occasional travel.