Account Executive - TSG Federal
About the role
The Account Executive – TSG Federal position is based in Washington DC and requires remote work. Candidates must be located within a commutable distance of client sites in Washington DC due to the need for frequent onsite meetings.
Responsibilities
Business Development: Client Acquisition: Proactively identify, target, and engage potential clients to generate new business opportunities. Serve as the primary business lead for assigned Federal accounts and prime contractor partners. This includes generating sales leads and cold-calling prospective clients.
Proposal Development: Collaborate with internal teams to develop compelling proposals, presentations, and RFP responses tailored to client needs.
Pipeline Management: Maintain and grow a robust sales pipeline using CRM tools, ensuring consistent follow-ups and progress tracking.
Revenue Goals: Achieve or exceed quarterly and annual sales goals and other KPIs set by leadership. Drive long-term growth objectives.
Client Engagement & Activity: Relationship Management: As part of client engagement, you will build and maintain strong client relationships by serving as the primary point of contact, prioritizing in-person interactions, and leveraging virtual platforms when needed. You will also travel frequently to client locations to provide hands-on support and represent the firm at industry events, conferences, and networking opportunities to strengthen partnerships and enhance visibility.
Needs Assessment: Partner with clients to understand their business challenges and objectives, aligning TSG’s core service areas to meet their needs.
Drive organic growth: Through program expansion, task order identification, and customer relationship development.
Client Advocacy: Serve as a client advocate within the firm, ensuring expectations are met and requests are responded to promptly.
Stakeholder Engagement: Engage with senior client personnel and decision-makers to establish and sustain strong professional relationships.
Account Planning: Develop and execute detailed account plans, outlining strategies for growth and alignment with client business goals.
Solutions Development: Partner closely with the technical solutions development team to design and present tailored solutions that address client needs and demonstrate the firm's capabilities.
Service Delivery: Collaborate with the project delivery team to ensure seamless execution of deliverables, maintaining alignment with client expectations and project timelines.
Sales Support: Work with the sales support team to develop comprehensive proposals, pricing strategies, and contracts that align with business objectives and client requirements.
Marketing: Coordinate with the marketing team to leverage campaigns, collateral, and events to support business development efforts and strengthen client engagement.
Cross-Functional Communication: Act as a liaison between client-facing teams and internal departments to ensure alignment, efficiency, and a unified approach to achieving client success.
Qualifications
At least 5 years of business development and professional selling experience.
Experience selling IT Services or Technology Solutions is required.
Proven track record of consistently exceeding objectives and quotas.
Successful experience with new account development and/or large account management.
Proven prospecting and sales cycle management skills.
High levels of social perceptiveness with a passion for understanding and exceeding client expectations.
Excellent communication, presentation, and negotiation skills.
Bachelor's degree or equivalent business experience.
Benefits
On-Target Earning Potential (Base Salary, Bonuses, and Uncapped Commission): Year 1 OTE: $78,840- $120,000+ Year 2 OTE: $115,000 – $131,000+ Year 3+ OTE: $145,000 – $220,000+
Base Salary Range: $78,840 - $90,000 annually