Strategic Account Manager - Federal Government

OPPORTUNITY DESCRIPTION:

In order to maintain our explosive growth rate, we need ambitious and highly motivated sales professionals who want to attain the next level in their income bracket. The Strategic Account Executive-Federal will sell our enterprise offerings to Federal & State Government entities.

  • The position is based in or around Washington DC
  • Responsibilities include identifying R&D opportunities in, among others, NIH, DHS and DOD
  • Keen ability to develop a business plan focused on cultivating and maturing new opportunities and relationships as well as up-selling and cross-selling eNovator to existing customers
  • Have a broad network of contacts within key institutions / branches of Government with particular focus on R&D and ideally has worked directly with Science & Technology Directorates of the various government agencies
  • Requires experience with the government / military solicitation processes and ordering systems. Knowledge of the technical regulations regarding the sale of R&D software to government agencies is a strong plus

Requirements:

To successfully perform in this position individuals should possess the following skills, knowledge or ability:

  • Bachelor degree required – a science background is ideal. MBA is a plus.
  • 5+ years successful track record in Life Science Enterprise Sales
  • 5+ years successful track record selling into the Federal Government
  • Ability to navigate budgeting cycles in key agencies including DHS, DOD and others
  • Disciplined and accurate reporting of opportunity pipeline and sales activities into Salesforce.com.
  • Maintain and drive high level of weekly sales activities.
  • Use Value Add and Solution Selling sales methodologies to:
    • Create initial interest
    • Identify, define and document critical business needs
    • Create vision of potential solutions to critical business needs
    • Effectively justify return on investment
    • Qualify, control and close opportunities
    • Develop deep product knowledge
    • Set proper expectations in sales cycles that result in customers who can be used as positive references for future prospects

Demonstrated ability to:

  • Exceed quarterly and annual sales objectives.
  • Identify, qualify, and close sales opportunities.
  • Develop and maintain effective business, sales, and marketing plans.
  • Implement and follow successful sales processes.
  • Self-starter and independent thinker with the aptitude to work autonomously.
  • Resolve broadly-defined, complex, diverse, and occasionally unprecedented situations.
  • Deep understanding of the Federal contracts processes such as GSA, Eagle II, Connections, and Global Services Management (GSM).
  • Strong ability to create sales presentations, messages, position statements, and other sales collateral.
  • Strong communication skills, both verbal and written.
  • Ability to communicate with and present to all levels within prospect's organization.
  • Ability to build and maintain strategic relationships with C-level, senior business IT executives or business owners.
  • Excellent time management and follow-up skills.
  • Excellent PC and Internet skills, including knowledge of Microsoft Office applications, sales force automation and web meeting tools.
  • Ability to work independently in dynamic and fast-paced environment.
  • Flexibility in work schedule.
  • Overnight regional travel.