Job Title: Senior Account Executive – Public Sector
Status: Salary Position + Commission
General Summary:
The Senior Account Executive (SAE) is responsible for recruiting and establishing business relationships with new and existing public sector customers that include but not limited to channel partners, resellers, direct to government agencies to expand iCONECT Product licensing and adoption. The individual oversees the sales activities with the main goal of generating revenue and promoting ICONECT vision. Collaborates with all public sector prospects and customers establishing plans and strategies, in meeting sales goals.
Essential Job Functions:
- Research, Analyze and recruit qualified public sector customers for the iCONECT products.
- Identify and onboard qualified Public Sector Resellers.
- Drive sales through reseller partners and Federal customer engagement by establishing plans and meeting the target sales and revenues goals.
- Create and execute sales plans to achieve a minimum of $900k in the first 12 months with pipeline of $5,000,000 for the first 24 months.
- Ensure public sector customers are up to date with iCONECT portfolio of products and their applicability.
- Regularly assess and develop awareness of all public sector customers’ challenges and provide feedback on product features changes and new product enhancements to advance the iCONECT vision while remaining competitive.
- Create, manage, drive accurate pipelines with projected sales revenues to realize and close new business opportunities for iCONECT.
- Collaborate and develop sustainable sales proposals, pricing, and quotations with public sector customers.
- Supports ICONECT in company sales’ activities such as trade shows, promotions, and other campaigns.
Responsibilities and Skills:
- Leads Federal Civilian Business Development efforts to secure new, strategic contracts with focus on IRS, HHS, DHS, or DOJ
- Needs strong experience with document and data management workflows and technologies
- Perform sales presentations and high-level product demonstrations with customer leadership
- Improving win rate by proactively engaging with Federal stakeholders
- Sales call planning activities that will increase the probability to win deals.
- Ability to develop and maintain relationships with senior industry leaders, agency stakeholders, and key influencers in “C” and “VP” levels of the defined target named accounts.
- High comfort level and presence with senior government executives.
- An accomplished history of selling multi-level to business, technical, IT people, and C-level executives.
- Excellent new business development skills and sales quota attainment track record.
- Be able to work with prospects to understand their business requirements and value models.
- Ability to quickly adapt and then clearly articulate value propositions.
- Ability to work cross functionally and identify the right capture resources to increase win probability.
- Develop target named account strategies and tactical penetration plans.
Job Requirements:
- 5+ years’ experience in leading a sales team with a demonstrated history of achieving sales goals and targets for small to medium size companies.
- 10+ years software sales experience.
- Valid driver’s license, passport, satisfactory driving record, and proof of insurance.
- Understanding of public sector industry with an emphasis on digital experience for customers.
- Able to pass a Public Trust Clearance.
- Proven experience successfully leading or supporting Business Development of at least two Federal government contracts ($5 million in value or larger) with a focus in Federal Civilian.
- B2B sales experience is required.
- Aptitude for results-focused, milestone-based business development process.
- Bachelor’s degree or related area, MBA a plus.
Location:
- Washington, DC
- Hybrid Role
Benefits:
- Opportunity to work with a talented and dedicated team.
- Chance to make a significant impact on the growth of a rapidly expanding company.
- Competitive salary with uncapped commission plan and benefits.