Federal System Integrator Account Manager



Sales & Business Development
Washington, DC, USA
Posted on Sunday, June 16, 2024

The Federal System Integrator Account Manager is responsible for selling OptivClearShark’s professional services and technology product solutions to named accounts within the assigned territory. This role entails managing all aspects of the sales cycle and collaborating closely with your dedicated Sales Engineer, Inside Sales Representative, Business Development Representative, and other support staff to build a robust pipeline and drive revenue. The ideal candidate is a self-starter with a strong business orientation and an entrepreneurial mindset, capable of identifying and capitalizing on new opportunities to achieve impressive sales goals.

How you'll make an impact:

  • Build a substantial sales pipeline within the territory and achieve/exceed margin objectives leveraging all offerings from OptivClearShark.
  • Effectively communicate OptivClearShark’s value proposition across all practice areas.
  • Establish and nurture strong relationships with technology partners and field sales representatives (both inside and outside) to gather leads and identify sales opportunities.
  • Facilitate and manage all necessary communication between the customer, vendor, and technical resources within each account.
  • Maintain internal communications with the OptivClearShark team regarding specific opportunities and associated requirements.
  • Participate in and promote marketing events within the assigned territory.
  • Consistently and accurately forecast to management using provided sales tools and methodologies.
  • Maintain customer confidentiality on all documents, correspondence, and information.
  • Manage the RFx process.

What we're looking for:

  • 7+ years of experience in solution and services-based sales within an Information Technology environment.
  • 3-5 years of experience selling to the Federal Government and/or Federal System Integrators
  • Successful track record in sales, preferably in the System Integrator market
  • Executive-level customer experience and current relationships are essential.
  • Experience managing and closing complex sales.
  • Proven ability to build and execute territory and account plans with a track record of exceeding quotas.
  • Strong presentation, written, and verbal communication skills.
  • Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.
  • Strong communication, problem-solving, time management, and work prioritization skills required.
  • Detail-oriented with strong follow-up and follow-through skills.
  • Willingness and ability to travel as necessary (approximately 20%-30% of the time) to support the account base.
  • Proficient in SalesForce and Microsoft Office.
  • Experience with a consultative services sales approach and/or disruptive technology is highly desired.
  • Ability to develop new relationships and address client technical challenges with appropriate solutions.
  • Skills in account planning, customer engagement, and partner relationship management.
  • Outstanding communication and organizational skills required.
  • Bachelor's Degree or equivalent industry experience preferred.
  • Must be a U.S. Citizen.

What you can expect from Optiv

  • A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
  • Work/life balance
  • Professional training resources
  • Creative problem-solving and the ability to tackle unique, complex projects
  • Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
  • The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv + ClearShark is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.

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