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Federal Account Executive job description -Military products-Europe

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Main responsibilities-Federal Account Executive job description

Knowledge, Skills and Abilities-Federal Account Executive job description

Federal Account Executive job description

The Federal Regional Account Executive drives revenue and account penetration for a portfolio of named regional military and civilian agency accounts.

 Provide guidance to customers in the European Federal Territory and drive revenue

 Increase revenue and gross margin for a portfolio of named accounts within assigned territory. Owns sales process from prospecting to closure.

 Drive the sales of selected manufactured products/services, integrated solutions, and selected manufacturers’ products/services, through advanced solutions selling techniques.

 Establish a trusted partner relationship with customer at all influence and decision making levels. Drive the sales of selected manufacturers’ products/services.

 Develop strategic account plans and drive the strategies through tactical implementations and effective communications with Channel Partners, Manufacturer Representatives, Inside Sales Group, Support Engineering and Customer Service Personnel.

 Manage accounts and transactions across multiple Federal military and civilian agency locations and operating organizations.

 Work closely with the Federal Program team to ensure effective account management, where appropriate.

 Provide account leadership on development of responses to RFP's, RFI's and unsolicited proposals.

 Stay abreast of developing and leading edge VoIP and UC solutions, products and services.

 Provide responsive, timely and thorough resolution of customer escalations.

 Demonstrate understanding of key business drivers for customers (understand their business).

 Maintain updated and accurate pre-planned territory management, account profiles and account summaries (including stage management), task, sales activates and proposal submission utilizing SalesForce.

 Conduct regularly scheduled territory /account reviews with Sales Management. Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required.

 Travel regularly within your region establishing a schedule of sales calls to existing and new customers

 Involvement in regional Trade Shows and other functions deemed to be in the best interest of development business within the region.

 Other duties as assigned

QUALIFICATIONS / SKILLS REQUIRED:

 Bachelor's degree in related discipline or equivalent experience required.

 5 plus years successful sales and account management experience, with a proven track record of quota achievement in DoD sales in Europe

 Working knowledge of voice, network, data, security products and solutions.

 Excellent verbal, written, presentation and interpersonal skills.

 Strong organizational and negotiation skills.

 Ability to work well with the team.

 Sound decision making and problem solving capabilities.

 Ability to present professional image of self and Company.

 Ability to handle customer inquiries and escalations professionally.

 Thorough knowledge of computer and related business applications including MS Office.

 Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market.

 US Passport Required

 Ability to travel regularly

Achieves results: Has a passion for winning; engages in a fast, flexible, and responsive style and approach; demonstrates a commitment to continuous improvement. Enables change: Champions change by embracing new business solutions and technologies in order to support organizational initiatives; responds effectively during times of ambiguity, models adaptability and helps other adapt to change. Champions inclusion: Supports a work environment that uses different points of view to its advantage; seeks out and uses diverse inputs and contributions to achieve desired business results. Delights customers: Is personally dedicated to meeting or exceeding the expectations and requirements of internal and external customers; contributes to a team / departmental culture that inspires employees to consistently think and act with the customer in mind. Acts decisively: Applies subject matter knowledge and experience when addressing complex issues; understands strategic issues clearly despite ambiguity; takes all critical information into account when making decisions; makes timely, tough decisions.

Drives optimization: Is personally accountable; tackles and resolves problems efficiently; measures and monitors own work and possibly the work of others; continuously improve processes, products and

services; accomplishes more with less. Contributes to teams: Collaborates effectively in problem analysis and decision making; promotes and contributes to team effectiveness to accomplish team goals.

Builds trust: Demonstrates behaviors and work styles that are consistent with corporate values.