Major Account Manager, Army Sales (Rockville, MD)

ESSENTIAL JOB FUNCTIONS

• Develops an Account Plan based on the knowledge of the individual agencies.
• Drives the sales process by generating and qualifying leads which maintains a sales funnel of opportunities which is 3-4 times the annual order quota.
• Drives customer proposal effort and closes new business.
• Meets sales order booking objectives.
• Develops, nurtures and maintains relationships with each agency and system integrators in the joint pursuit of selective business opportunities.
• Performs market research to evaluate potential new products, new contacts, alternative agencies to work with, and avenues that hold revenue potential.
• Recommends new products and product modifications to assure customer satisfaction.
• Demonstrates thorough company and competitor product knowledge to maintain credibility.
• Maintains presence in Huntsville, Alabama.
• Travel as required, both air and ground.

KNOWLEDGE AND EDUCATION

• BS/BA in Business, Engineering, Information Systems or Computer Science and MBA preferred. Preferable West Point Graduate.
• Should have a solid understanding of government procurement, Federal contracts, regulations and procedures, and Federal operations and maintenance services.
• Energy management requirements and solutions (SmartGrid)
• Critical infrastructure protection requirements and solutions (sensor and video surveillance)
• Basic IP networking knowledge
• Basic 802.11 WiFi radio knowledge
• Basic crypto knowledge (AES, FIPS-140-2, Common Criteria, Information assurance)
• Working knowledge and experience with Sales customer relationship system (Microsoft CRM preferred)