Senior Account Executive

Essential Duties and Responsibilities

• Manage and develop important agency relationships with guidance from senior colleagues.
• Develop and implement a relationship management plan for existing accounts to identify and build relationships with relevant decision-makers and influencers within the organization and to enable effective two-way flow of information and resolution of issues.
• Manage ongoing relationships with identified agency segments to ensure their needs are met.
• Use personal expertise to identify the complex standard solutions offered by the organization that meet the agency's needs, together with quantities and product configurations. Present these to the agency with a clear rationale and explanation of the solution alignment with the agency's objectives.
• Set clear objectives for each call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the agency; and ask targeted questions to assess interest and identify areas needing further clarification.
• Aid in the development of internal communications and work collaboratively with colleagues to build strong external relationships and meet agency needs.
• Identify potential accounts by obtaining information, referrals, and recommendations from existing accounts and other contacts and/or through participation at events.
• Enter client information that has been gathered through research and/or through direct agency contact into the CRM system, to ensure that the organization has quality data to enable effective retention and business development activities.
• Identify, within the team, instances of noncompliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these instances and escalating issues as appropriate.
• Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential.
• Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Required Qualifications

• Bachelor's degree in a related field, OR a combination of post-secondary training, professional education, and related experience equivalent to four (4) years.
• Experience: Four (4) years of demonstrated experience within military installations including purchasing, administration, or other directly related experience; of which the total years of experience include: Experience working with or within military installations or command. Experience in sales, business development, or strategic account management focused on military clients.

Preferred Qualifications

• Seven years of U.S. military service.
• Previous experience with U.S. Navy or Marine Corps, preference in installation management.
• Previous experience with change management and guiding organizations through evolving DoW priorities (e.g., lethality, sustainability, or resilience).
• Knowledge of Intergovernmental Support Agreements (IGSAs).
• Familiarity with Defense Federal Acquisition Regulations (DFARS).
• Knowledge of Department of War (DoW) funding allocation.

Location

This is a remote position, and is subject to Sourcewell's telecommuting policies and procedures. Must be able to meet travel requirements for this position, which is approximately twelve (12) times per year including occasional travel to Staples, MN for meetings, professional development or team activities.