US Citizenship required

Northeast Territory:  CT, DC, DE, MA, MD, ME, MI, NH, NJ, NY, OH, PA, RI, VA, VT, WV

The Northeast Territory Federal (DoD) Account Executive drives revenue and account penetration for regional military and civilian agency accounts.

Responsibilities:

·         Increase revenue and gross margin for 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 insight 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.

·         Regular travel within the region establishing a schedule of sales calls to existing and new customers. 

·         Participate in regional Trade Shows and other functions to development business within the region.

Required Skills and Experience:

·         5+ years of successful Federal/DoD sales and account management experience, preferably in the Northeast Region.

·         Knowledge of Federal contracting processes

·         Proven track record of quota achievement required

·         Must have senior level experience with selling 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.

·         Sound decision making and problem solving capabilities.

·         Ability to handle customer inquiries and escalations professionally.

·         Thorough knowledge of computer and related business applications including MS Office.

·         Ability to travel.