Account Executive / Lead - Department of State

Account Executive / Sales Lead
Washington, DC (remote)
Pay From: $90,000 per year (plus commission)

MUST:
Experienced Account Manager/Account Executive professional
5+ years professional experience
3+ years federal level experience
Significant federal technology account management level experience with demonstrated success supporting directly to Federal Government customers
Department of State customer support experience strongly preferred
Established professional relationships within the Department of State, foreign affairs community, federal contractor community, OEMs, or technology partner ecosystem
Demonstrated history of personally identifying, developing, and closing federal technology opportunities
Experience selling technology products, solutions, services, or complex IT requirements to Federal Government agencies
Strong understanding of the federal acquisition process from customer requirement identification through contract award
Possess strong understanding of identifying and developing opportunities prior to release of an RFQ or RFP
Demonstrated ability to independently create and build qualified sales pipeline
Experience developing relationships with federal program offices, technical stakeholders, contracting personnel, acquisition teams, OEMs, distributors, integrators, and teaming partners
Experience developing and executing strategic federal account plans
Ability to identify customer requirements, acquisition strategies, competitive landscapes, funding availability, procurement timelines, and decision criteria
Experience coordinating with OEMs, distributors, subcontractors, contract teams, operations, and leadership to develop competitive solutions
Strong understanding of federal contract vehicles and partner/channel sales strategies
Strong prospecting, business development, relationship-building, negotiation, and closing skills
Demonstrated ability to manage revenue, gross profit, pipeline, forecasts, and other sales performance metrics
Strong CRM discipline and forecasting skills
Ability to independently own and grow a strategic federal account
Strong customer-facing communication and presentation skills
Ability and willingness to travel regularly throughout Washington, DC, Northern Virginia, Department of State facilities, conferences, industry events, and customer locations

DUTIES:
Own and grow the Department of State account (Account Management)
Serve as the primary sales and customer-facing representative for the account
Assume responsibility for revenue, gross profit, pipeline growth, customer penetration, and new opportunity development
Develop and execute a comprehensive Department of State account plan
Identify priority bureaus, offices, programs, customers, contract vehicles, partners, manufacturers, and upcoming acquisition opportunities
Personally prospect and hunt for new federal technology business
Maintain consistent outbound customer engagement through calls, emails, introductions, industry events, partner relationships, and in-person meetings
Identify and develop opportunities before formal solicitations are released
Develop relationships with program offices, technical stakeholders, contracting personnel, acquisition teams, OEMs, distributors, integrators, and other federal stakeholders
Identify white-space opportunities within organizations where current market penetration is limited
Maintain a strong and consistent in-person presence with customers
Schedule customer meetings, capability briefings, introductions, working sessions, and opportunity-development discussions
Personally lead qualified opportunities from initial identification through capture, proposal, negotiation, and award
Determine customer requirements, acquisition strategy, competitive landscape, funding availability, procurement timing, and decision criteria
Coordinate internal and external resources while maintaining personal accountability for advancing opportunities
Develop relationships with technology manufacturers, distributors, OEM federal teams, integrators, small-business partners, and other organizations supporting the account
Generate partner-sourced opportunities and develop joint account strategies with strategic technology partners
Utilize available contract vehicles, capabilities, past performance, and federal relationships to create competitive advantages
Maintain and manage qualified pipeline, revenue, gross profit, customer meetings, new relationships, opportunities, proposals, win rates, and forecast accuracy
Maintain accurate CRM activity, opportunity information, and sales forecasts Quadrant is an affirmative action/equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, status as a protected veteran, or status as an individual with a disability. Healthcare benefits are offered to all eligible employees according to compliance mandated by the Affordable Care Act .