About this opportunity
Peskind Executive Search lists this Federal Civilian Sales Manager opportunity in washington, District of Columbia. Review the employer’s description below for duties, qualifications and application requirements.
Job description
The Federal Civilian Sales Manager will lead the process for prospective accounts while maintaining and growing existing accounts in the federal market. The position will continually ensure revenue growth in the federal market by developing solid business relationships with new and existing clients, planning and executing strategies and sales tactics for lead generation, and closing large enterprise-level deals. The Federal Program Manager represents the entire range of Company products and services to federal clients while leading the client account planning cycle and ensuring clients’ needs and expectations are met.
YOUR RESPONSIBILITIES
Consistently achieve and/or exceed revenue targets and KPIs
Build and maintain an opportunity pipeline and provide accurate sales forecasts on a weekly basis
Establish productive, professional relationships with key personnel in federal accounts and interface with all levels of the account including analysts, investigators, and leadership
Establish and develop a strategy for identifying and closing new software and services sales opportunities directly with targeted, key current and new federal accounts including performance objectives, financial targets, and critical milestones for a one and three year period
Grow Company’s presence through prospective and existing clients
Deliver consultative and value-based selling focused on positioning Company products as an integral part of the federal account’s investigation processes
Coordinate the involvement of Company teams, including development, system solutions, support, training, project management, and executive resources as needed, in order to meet account performance objectives and customers’ expectations
Provide input to solution development efforts that best address clients’ needs, while coordinating the involvement of all necessary company teams
Educate existing and new clients on current and upcoming products and services
Initiate sales through pro-active means including outbound calling, mail, email, etc. and providing sales literature and product information to clients
Provide feedback about Company products, competitor’s products, and competitive landscape to appropriate internal individuals for strategic planning purposes
Travel to trade shows and client sites to present products and services
Coordinate and administer follow-up activities such as documenting conversations in CRM database, processing quotes/orders, lead tracking, marketing campaigns, scheduled call backs or rep visits
Partner with State/Local Territory Sales Managers and the Field Sales Manager
Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners
Other duties as assigned
YOUR COMPETENCIES
Ability to successfully sell to a variety of professionals in federal law enforcement and other settings
Demonstrated leadership ability, confidence, and executive presence
Must be organized and detail-oriented with excellent follow-up skills
Good negotiation skills with the ability to influence others, overcome objections and remain resilient everyday
Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it
Excellent analytical, reasoning, and problem-solving skills
Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations
Ability to develop a strategic sales territory plan in conjunction with the overall corporate strategic plan
Ability to network and build relationships with key prospects and high-level executives
Ability to work independently as a self-starter and being self-motivated
Detail-orientated to calculate quotations and order quantities correctly and accurately enter them into database
Excellent opportunity forecasting and qualification skills
Experience in selling investigative or analytical law enforcement software is a plus
Working knowledge of Microsoft Windows, Excel, Word, and Outlook
Lifting up to 50 lbs to set up and tear down tradeshow booths as well as demonstration kits
Must be able to travel on a regular basis both car and airplane transportation
Valid driver’s license and good driving record required
Strong verbal and written communication skills
YOUR EDUCATION & EXPERIENCE
College degree or equivalent education and work experience
Minimum of five years of software solution selling experience
Selling experience to federal law enforcement preferred
10+ years of experience working with/in US Government, Defense Industry, & Public Sector
Proven track record of capturing new business opportunities and exceeding quota in a sales role
Extensive experience and key contacts within targeted federal agencies to include FEDERAL CIVILIAN - Financial Crimes
Treasury, IRS, SEC, Postal, Health and Human Services, Secret Services, State Department, DOJ, etc., as well as numerous systems integrators
Solid understanding of government procurement processes, FARS, DFARS, federal contracting and contract vehicles, regulations and teaming agreements
Demonstrated success selling into large, cross functional programs
Ability to multi-task, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures
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Worksite address
washington, DC, 20022, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.