$80K - $100K(Ladders Estimates)
Responsible for driving revenue through direct end-user engagement with Civilian, Defense, and Intelligence agencies and other stakeholders in the Public Sector. Responsibilities include development of Public Sector sales engagement strategy, and selling activities for key product lines. This person is expected to drive their own opportunities and sales activity, with a personal sales target.
Specific responsibilities include:
Responsible for assisting Director of Sales in establishing an annual account budget for Federal End-User sales and management of goals throughout the Fiscal Year.
Create proposals, negotiate agreements, and establish pricing for customers.
Accountable for the continuous daily pursuit of major prospective customers as well as expanding sales to existing accounts through new product offerings and competitive positioning.
Cross-functional management across other departments as needed to support customer accounts and resolve any issues that may arise.
Familiarity with Public Sector buying process, including specification, bidding, and fulfillment
Focus on continued growth of pipeline opportunities for Secure KVM solutions and other TAA-compliant products and offerings.
Analyze industry market trends, products, and pricing that may impact sales efforts.
Review major account activities with assigned Account Manager/National Account Manager to increase/maintain maximum volume and product penetration.
Assist team in providing accurate forecasts, reducing returns, developing and maintaining an appropriate marketing plan, and managing overall profitability at each assigned account.
Review and analyze daily sales statistics.Core Competencies:
Account Management: Expand sales within existing accounts, focus on customer service, develop relationships with key decision makers, understand and respond to customer needs, track and monitor account activity.
Decision Making/Judgment: Recognize problems and respond, systematically gather information, sort through complex issues, seek input from others, address root cause of issues, make timely decisions, make difficult decisions, use consensus when possible, and communicate decisions to others.
Problem Solving/Analysis: Break down problems into smaller components, understand underlying issues, simplify and process complex issues, understand the difference between critical details and unimportant facts.
Product Knowledge: Know and explain product features/benefits, understand/sell the full product line, understand customer's business operations and needs, understand/respond to the competition, apply market knowledge.
Sales Skills: Develop new business, identify and sell to customer needs, translate product features to benefits, have good listening skills, is sensitive to customers, deliver effective presentations, negotiate well, use closing skills appropriately, develop sales skills.
Teamwork: Meet all team deadlines and responsibilities, listen to others and value opinions, help team leader to meet goals, welcome newcomers and promote a team atmosphere.
Budgets/Cost Control: Plan for and use resources efficiently, always look for ways to reduce costs, create accurate and realistic budgets, track and adjust budgets, contribute to budget planning.
Managing for Results: Set challenging and productive goals for team, keep team accountable for actions, provide leadership and motivation, provide resources and support, use checkpoints and data to track progress, set up systems and processes to measure results.Education and Experience Requirements:
· Bachelor's Degree, Engineering/Technical major or higher education
· Five years plus of sales or technical sales experience with Federal end-users and/or channel partners
Key relationships with Intelligence, Defense, and Civilian Federal agencies
Current or expired TS Security clearance within last 5 years desired, but not required
· Ability to understand complex product specifications and conduct comprehensive needs-analysis
· Excellent written and verbal communication skills
· Proficient in MS Office Suite of Products.
Valid Through: 2019-10-14