Account Executive, Air Force

Federal Account Executive Position

The Federal Account Executive will have ownership of all elements of bookings growth in the Air Force territory. This includes discovering and developing new opportunities, managing pipeline, executing account strategies, and managing customer expansion. The AE must be quota-driven, and will represent the company within the Federal space, while working with Systems Engineers, Sales Development, Channel Development and Partners to exceed sales objectives. This position will manage all aspects of the sales process and will play an integral role in the success of the overall Federal Sales Team. The Account Executive will actively track joint sales pipeline, meet or exceed quarterly and annual revenue targets, make recommendations for improvements to increase penetration within the target market.

Primary Responsibilities:

• Capable of building and maintaining strong relationships with a diverse set of internal and external constituencies including senior level executives, consulting resources, technical teams, marketing, capture, and sales representatives.
• Integrate offerings into Partner go-to market Partner initiatives and strategies to create net new incremental pipeline and partner sourced leads.
• Creates and leverages partner enablement programs to deliver relevant and timely product and industry topics to existing and new Partners that positively impact Federal sales goals.
• Support the Federal sales organization in the field through mindshare, partner introductions, and by new opportunity identification.
• Leverage Salesforce.com and other tools to track the success of each program.
• Train and influence systems integrators by refining value propositions to meet specific partner and client needs.
• Identify appropriate solution and services to meet partner customer integration & infrastructure needs.
• Manage complex sales-cycles, and present to decision makers the value of the full suite of solutions.
• Skillfully negotiates with others to achieve desired results and meet customer needs.

Qualifications & Requirements:

• Strong SI and/or Software OEM experience in the Federal industry.
• 10+ years experience as a Majors/Enterprise Rep.
• Demonstrated track record of significant accomplishment in an Individual contributor or leadership role including successful development and management accounts/ programs/ projects in complex matrixed organizations with numerous constituents.
• Strong business acumen and capable of developing and managing strategic plans with customers.
• Ability to present results and strategy to teams while considering variety of knowledge levels within audience.
• Knows how to create high value services around targeted technology solutions by identifying key areas of differentiation, delivery improvement and profitable direction.
• Must be able to work in a fast paced and passionate environment.

Security and Privacy Responsibilities:

This position carries special Security and Privacy Responsibilities for protecting the U.S. Federal Government's interests:

• Know, acknowledge, and follow system-specific security policies and procedures;
• Protect data and individual privacy per requirements and regulations;
• Perform ongoing activities in compliance with service and contractual obligations;
• Participate in role-based training, completing assignments on a timely basis;
• Report security issues promptly, and aid investigation when needed;
• Support controlled changes and vulnerability remediation activities;
• Work collaboratively with Information Security in designing, implementing, assessing or enhancing system-specific security and privacy controls.