- Must have US Citizenship
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- The Regional Account Executive
- Federal drives revenue Production and account penetration for
a portfolio of named regional military and civilian agency accounts.
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- Functions:
- Increase revenue and gross margin
for a portfolio of federal accounts within assigned territory.
Owns sales process from prospecting to closure.
- Establish a trusted partner
relationship with customer at all influence and decision making
levels.
- Drive the sales of selected
manufactured products/services, integrated solutions, and selected
manufacturers' products/services, through advanced solutions
selling techniques.
- Develop strategic account plans
and drive the strategies through tactical implementations and
effective communications with VAR Manufacturer Representatives,
Inside Sales Group and support engineering and customer service
personnel and organizations.
- Manage accounts and transactions
across multiple Federal military and civilian agency locations
and operating organizations within the territory..
- Work closely with the Federal
Program team to ensure effective nation wide account management,
where appropriate.
- Demonstrate business acumen
through business case preparation, ROI analyses, cost/benefit
analyses and other performance metrics.
- Maximize least cost channel/partner
options for sales fulfillment, where appropriate.
- Provide account leadership on
development of responses to RFP's, RFI's and unsolicited proposals.
- Proactively cultivate customer
relationships to form sustainable, long-term business partnerships.
- Stay abreast of developing and
leading edge solutions, products and services.
- Provide responsive, timely and
thorough resolution of customer escalations.
- Demonstrate understanding of
key business drivers for customers (understand their business).
- Implement strategic and consultative
selling methodologies to drive revenues.
- Conduct regularly scheduled
territory /account reviews with Sales Management.
- Provide timely and accurate
account status reports, forecasts, and business plans to sales
leadership and operational teams as required.
- Travel regularly within your
region establishing a schedule of sales calls to existing and
new customers.
- Involvement in regional Trade
Shows and other functions deemed to be in the best interest of
development business within the region.
- Other duties as assigned.
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- Achieves results: Able to
show consistent performance meeting or exceeding targets. Has a passion for winning; engages in
a fast, flexible, and responsive style and approach; demonstrates
a commitment to continuous improvement.
- Enables change: Champions change by embracing new business
solutions and technologies in order to support organizational
initiatives; responds effectively during times of ambiguity,
models adaptability and helps other adapt to change.
- Champions inclusion: Supports a work environment that uses
different points of view to its advantage; seeks out and uses
diverse inputs and contributions to achieve desired business
results.
- Delights customers: Is personally dedicated to meeting or
exceeding the expectations and requirements of internal and external
customers; contributes to a team / departmental culture that
inspires employees to consistently think and act with the customer
in mind.
- Acts decisively: Applies subject matter knowledge and
experience when addressing complex issues; understands strategic
issues clearly despite ambiguity; takes all critical information
into account when making decisions; makes timely, tough decisions.
- Drives optimization: Is personally accountable; tackles and
resolves problems efficiently; measures and monitors own work
and possibly the work of others; continuously improve processes,
products and services; accomplishes more with less.
- Contributes to teams: Collaborates effectively in problem analysis
and decision making; promotes and contributes to team effectiveness
to accomplish team goals.
- Builds trust: Demonstrates behaviors and work styles
that are consistent with corporate values.
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Required Skills,
Knowledge and Experience:
- Bachelor's degree in related
discipline or equivalent experience required.
- 5+ years successful sales and
account management experience selling into Federal/DoD accounts,
with a proven track record of quota achievement.
- Working knowledge of Federal
contracting processes
- Must have senior level experience
with selling Unified Communications including, VOIP, network
and security products.
- Working knowledge of voice,
network, data, security products and solutions.
- Cisco experience preferred but
not required
- Excellent verbal, written, presentation
and interpersonal skills.
- Strong organizational and negotiation
skills.
- Ability to work well with the
team.
- Sound decision making and problem
solving capabilities.
- Ability to present professional
image of self and Company.
- Ability to handle customer inquiries
and escalations professionally.
- Thorough knowledge of computer
and related business applications including MS Office.
- Valid driver's license, current
auto insurance and reliable vehicle as required by transportation
needs of the market.
- Ability to travel
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