Sr Solution Sales Executive; FED Experience

Responsibilities

• Drives sales and expands business opportunities within targeted Federal Agencies across Civilian and DoW.
• Supports the federal sales team, based in the Washington DC Metro area.
• Engages in complex solution-based conversations at the C-Suite level to acquire new business for advanced solution sets.
• Focuses on driving the adoption of advanced solutions in existing key account relationships and establishing new connections to generate business in assigned accounts.
• Meets or exceeds revenue and GP targets by executing account strategies that drive positive client business outcomes.
• Leverages existing relationships while establishing new ones with the client and strategic business partners and vendors.
• Contributes to the growth of key/focus accounts for Connection.
• Engages in various key initiatives to maximize client satisfaction and business success, including delivering Connection's value proposition, conducting Quarterly Business Reviews, working on strategic project plans, providing updates on new offerings and services, and serving as a trusted advisor to clients and account managers.
• Presents to various organizational levels, ranging from managers to C-Levels, and represents Connection at customer and vendor events when requested.
• Independently manages multi-step sales cycles.
• Diagnoses customer needs, links solutions to business problems, and adapts positioning by stakeholder.
• Leads pricing, objection handling, negotiation, and close planning independently.
• Produces strong proposals, follow-ups, executive summaries, business cases, and internal deal updates.
• Leads discovery calls, demos, presentations, and customer meetings with confidence and structure.
• Maintains accurate pipeline, next steps, close dates, and deal risks.
• Operates independently and coordinates internal resources effectively.

Qualifications

• Previous experience supporting Federal customers, with an understanding of federal requirements such as FedRAMP, CMMC, NDAA & Supply Chain Security, and TAA compliance.
• Advanced technical knowledge of IT and Original Equipment Manufacturing (OEM) vendors.
• Knowledgeable on Datacenter Technology and solutions including networking, servers, storage, virtualization, cloud and Connection services offerings (Managed, Professional, and Consulting).
• Demonstrated IT sales experience with an emphasis on developing and growing customer accounts and meeting/exceeding sales goals.
• Sound business development and account maturation skills.
• Adept at proactively finding or creating business opportunities within the existing customer base and with potential customers.
• Ability to qualify deals and manage time so as to maximize effectiveness and win rates.
• Understands the state of technology and can effectively communicate the "art of the possible" to many levels of stakeholders in accounts.
• Understands the financial sale with ability to develop a financial proposal for customers to evaluate.
• Proficient in managing resources and complex sales engagements that require multiple stakeholders including the customer resulting in sales wins.
• Active security clearance is not required, however the ability to obtain security clearance is preferred.

Pay

Min USD $117,692.00/Yr.
Max USD $153,000.00/Yr.