Job Summary

Job Description

Core Responsibilities

• Creates and delivers face-to-face sales presentations to current and prospective federal customers that demonstrate the knowledge of the latest products and services.
• Sells with goals of exceeding departmental financial and unit targets.
• Stays abreast of competitive landscape and emerging technologies to best position company services in the U.S. Federal Government marketplace.
• Develops the strategy of the Federal Government agencies, including identifying strategic partnerships, planning the development of the prospective accounts and cultivating local partnerships and organizational affiliations.
• Actively researches and generates new leads with targeted accounts through various prospecting activities, including cold calling, canvassing, customer referrals and partner relationships.
• Actively seeks ways to promote and position the company brand within these government agencies.
• Is able to obtain and maintain a Top Secret (TS) or Top Secret / Sensitive Compartmented Information (TS/SCI) government clearance.
• Retains customer base by delivering on the company operating principles, ensuring a superior customer experience. Maintains and builds customer relationship to drive customer retention. Works with internal teams to ensure operational efficiencies and service levels meet and exceed customer expectations through strong customer service orientation with excellent follow up skills.
• Maintains accurate and quality sales records and prepares sales and activity reports as required.
• Achieves and exceeds all sales quotas and targets in selling to a specific module of government agencies.
• Develops and manages a comprehensive sales funnel that clearly delineates a path for quota attainment.
• Works closely with the finance and engineering groups to ensure proposed solutions are both fiscally and operationally sound.
• Attends out-of-the-office meeting with customers on a regular basis and demonstrates excellent verbal and written skills and skill presenting, persuading and negotiating.
• Demonstrates some knowledge of Network Design, Managed Network Services, MAN technologies & designs including DSx, OC-x, WDM, Ethernet, Internet Technologies, Functionality & Services, Voice Network Technologies (including VoIP), Data Networking Technologies, Functionality & Services (LAN, MAN, WAN, VPN), Networking Protocols (with an emphasis on Layers 1,2, & 3), Customer Premise Equipment (voice & data) and Business Continuity/Disaster Recovery concepts.
• Ensures high levels of support to the federal customer as it relates to pre-sales, technical support, capture/proposal management, program management, post-sale support, marketing, contract and security management.
• Makes presentations to and negotiates with executive level customers.
• Defines and recommends new products and services for market opportunities.
• Consistent exercise of independent judgment and discretion in matters of significance.
• Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) and overtime as necessary.
• Other duties and responsibilities as assigned.

Employees at all levels are expected to:

• Understand our Operating Principles; make them the guidelines for how you do your job.
• Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
• Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
• Win as a team - make big things happen by working together and being open to new ideas.
• Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
• Drive results and growth.
• Support a culture of inclusion in how you work and lead.
• Do what's right for each other, our customers, investors and our communities.

Disclaimer:

• This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.

Skills

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Education

Certifications (if applicable)

Relevant Work Experience