Federal Services Sales Consultant

About the role

The Services Consultant will grow WWT's services business by leading the services sales process in assigned accounts, including building client and partner relationships, identifying and creating business opportunities, and closing business to exceed sales targets.

Responsibilities

• Use a consultative approach to solve clients' business challenges through technology, with the goal of delivering business outcomes through WWT services.
• Create and identify services opportunities in assigned accounts.
• Build a pipeline of services opportunities that meet or exceed thresholds.
• Aton or exceed sales targets for services profitability and revenue.
• Serve as the single point of contact for sales of services in assigned accounts.
• Establish and develop strong business relationships with assigned clients and WWT's services partners.
• Conduct requirements gathering and scoping sessions with clients and WWT stakeholders. Develop thorough and accurate proposals and statements of work with some support from other team members.
• Structure complex deals, including negotiating terms of agreements with Primes/Partners
• Negotiate with WWT suppliers including OEMs and service delivery partners and subcontractors on scope, pricing, delivery methodology, and approach.
• Lead the creation of work breakdown structures, preliminary resourcing plans, cost estimates, and pricing for services engagements.
• Develop and present proposals and statements of work that are accurate, detailed, and contractually protect WWT from "scope creep", cost overruns, and other risks.
• Upon award of an engagement, work with internal teams to ensure that the engagement is set up accurately. Work with service delivery teams to ensure that the engagement is transitioned smoothly from the sales phase and into the service delivery phase.
• Actively participate in customer-facing project/program kickoffs managed by project/program managers to explain and clarify the agreed upon objectives, scope, and deliverables for the engagement.
• Understand the structure and operation of WWT's service delivery organizations and incorporate lessons learned into future engagements.
• Identify staffing opportunities and engage WWT Strategic Sourcing team members to pursue such opportunities.
• Actively participate in project/program closeout process to confirm client satisfaction with the completed engagement, to gather lessons learned and areas for improvement for future engagements, and to identify additional opportunities.
• Develop Services Strategies for assigned agencies to achieve targets

Qualifications

• Candidates must have demonstrated individual business leadership abilities with proven track record of success in the following areas:
• Leading the sales process across our diverse services portfolio.
• Providing thought leadership when applying methodologies and managing architectural project elements.
• Designing and delivering innovative solutions from concept through implementation in a complex environment.
• Communicating in an organized and knowledgeable manner in written and verbal formats including delivering clear requests for information and communicating potential conflicts at executive level through individual team member of both business and technical disciplines.
• Collaborating and leading services sales teams responsible for writing and presenting proposals to the Federal Government.
• Strong Federal government contracting experience and understanding of sales cycle.
• Travel is anticipated at 40% depending on assigned accounts.

Preferred location

Candidates preferred to be located in the Washington DC area, or near major Air Force locations in Texas, California or Colorado.