Job Description

Meet or exceed revenue quota and bookings. Demonstrate outstanding execution track record along sales cycle, ensuring 1E’s sales methodologies and common processes are in place, defining clear strategic account engagement guidelines.
Monitor and take the necessary measures to ensure that you’ve developed an adequate pipeline of opportunities and demand generation for consistent growth within your strategic account portfolio.
Establish and maintain accurate, timely and documented sales revenue forecasting procedures, providing the required updates to Focus and 1E executive management. Ensure all of these and other administrative duties are done in a timely fashion i.e. expenses-monthly, Focus (CRM system) updated real-time weekly at a minimum, scheduled calls attended, etc.
Build a network of executive relationships across industry, community and business groups and with key partners and customers.
Successfully close new business by qualifying opportunities and securing demonstrations/meetings with key decision makers.
Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to your sales team and ensuring that all involved know their roles in the successful campaign
As a strong leader with strong communication skills, facilitate alignment and effective exchanges within the sales team and internal/external partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction
Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans
Provide sales oversight during the implementation process and ensure all customer expectations are met, changes in scope are documented and addressed, and assist as required to promote a successful implementation.
Manage your existing customer relationships to develop a strong reference base for 1E products and services. Assist in the ongoing account management toward the goal of complete customer satisfaction. Work closely with all 1E service and support teams to manage through and customer issues or concerns.
Operate internally and externally as a good team player. Make sure you're working collaboratively at all levels and help align our goals in a positive and constructive manner.

Continually refine your abilities around complex, consultative selling skills and work with sales management to ensure a training program is instituted as required.

Person Specification

Key Experience & Qualifications

Previous Federal consulting experience
Experience with Information Assurance concepts and processes within Federal government
Knowledge of and experience with Federal security regulations, standards, and processes including FISMA, FIPS, NIST, and FedRAMP
Good team player; understanding of and enthusiasm for collaborative teamwork.
7+ years of experience as a quota-carrying, enterprise software sales rep with demonstrated year-over-year quota achievement.
Proven success selling complex software solutions that deliver significant business value and ROI.
Strong ability to sell, prospect, qualify, pursue and close complex deals.
Strong ability to successfully manage and close a complex sales cycle.
Strategic thinker with outstanding communication and time-management skills
Demonstrated ability to work collaboratively as part of a team sales effort, and to successfully operate in a flexible, remote working environment
Ambitious self-starter with high energy and motivation.
Strong ability to establish rapport and gain trust; ability to relate to many different personalities.
Strong interpersonal, organizational, oral and written communication skills

Essential:

• Ability to clearly demonstrate comfort with senior level meetings and presentations.
• Communication skills – ability to communicate at different levels within partner and end user organizations.
• Ambitious self-starter with high energy and motivation.
• Credible - ability to establish rapport and gain trust; ability to relate to many different personalities.
• Good team player; understanding of and enthusiasm for collaborative teamwork.
• Organizational skills – keep an accurate pipeline of current qtr. opportunities as well as building a continual backlog of a future qtr. backlog of 4x bookings objective.
• Ability to manage accounts and territory to meet sales and customer satisfaction objectives.
- Professional ability to provide executive presence in your strategic accounts representing 1E• Strong business acumen adding a keen sense of 1E’s overall objectives to the sales transaction – long term view vs. short term transaction perspective.
• Significant outside interests and the ability to manage a healthy work/life balance.
• Natural interest in other people and a strong collaborative style working in a team environment.

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