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Major Account Manager, Federal Sales (Rockville, MD)

We are currently looking for a Major Account Manager, Federal Sales to add to our dynamic Sales organization located in Rockville, Maryland. In this role, you will serve as the Sales Account leader to lead efforts to expand account penetration into the Department of Homeland Security, Department of Energy and other civilian Federal agencies for 3eTI products and services. Develop strategic account plan which defines sales strategy to position 3eTI to meet revenue objectives year over year. Direct efforts to identify new business, conduct competitive analyses, develop "win" strategies and prepare capture plans. Develop, prepare, publish, and deliver customer proposals. Maintain and generate new contacts within the Federal agencies and associated system integrators to build a pipeline for sales.

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 Washington, D.C.
Travel as required, both air and ground.

KNOWLEDGE AND EDUCATION:

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

EXPERIENCE AND TRAINING

5-10 years telecom technology sales experience to the Federal Government, preference with direct various civilian Federal agency sales experience. Preference to Wireless Broadband, Crypto and IP networking sales experience.
Demonstrated creativity and ingenuity in developing successful strategies for business growth. Ability to assess the business opportunities presented…strengths, weaknesses.

SKILLS AND ABILITIES

Ability to develop relationships with appropriate contacts within Federal Civilian agencies and Federal system integrators.
Ability to work in a complete customer satisfaction environment.
Ability to develop a strategic sales account plan in conjunction with the overall corporate strategic plan.
Exhibits desirable and appropriate professional behavior including leadership, sense of urgency, independent judgment, teamwork, ability to get along with others, creative thinking and personal integrity to provide for a cohesive, productive unit dedicated to the achievement of corporate goals.
Commanding presence with dynamic qualities.
Demonstrated ability to communicate effectively orally and in writing with all levels of the organization and with external contacts. Ability to create and deliver powerful and effective presentations.
Excellent leadership, interpersonal skills, listening, communication and presentation skills. Outstanding and proven analytical ability. Team facilitation skills.

Ultra Electronics, 3e Technologies International 3eTI is an Equal Opportunity Employer.

Submit your resume

Ultra Electronics, 3eTI

Attn: Human Resources

9715 Key West Avenue

Suite 500

Rockville, MD 20850

Email: careers@ultra-3eti.com

3eTI is an Equal Opportunity Employer