Professional Services & Support Engineer

Federal Account Executive

The Account Executive is a Federal sales executive responsible for leading a ClearCube solutions sale utilizing appropriate resources as needed. This includes selling through any one of channel partners and working directly with accounts. The Account Executive will have geographic territory with some existing accounts and partners as well as assigned agencies. The Account Executive is responsible for selling all products, services and solutions offered by ClearCube through indirect channels. The AE reports to the VP of Worldwide Sales.

Main Responsibilities:

• The AE's main external contact is with partners and end users. The AE will spend 80% of available time in the pursuit of opportunities by having daily contact with existing partners and accounts.
• Complete account plan documents for every focus partner in the territory and coordinate the overall execution of the plan.
• Perform up to assigned quota for his/her assigned territory, and provide regular forecasts of current and pipeline opportunities
• Establish solid relationships at all levels within partners & accounts in assigned territory and leverage partners to ultimately achieve better account control than competition, and manage the channel partner relationships
• Must have strong communication and decision making skills in order to coordinate activities with multiple partners and internal organizations.
• Responsible for the integrity of the proposals submitted including the overall structure of the deal and the pricing of the opportunity (as per any price approval guidelines).
• Contact, qualify and close new accounts while you maintain and expand sales in existing accounts.
• Assist in scheduled Federal shows. Help organize and run account specific shows as necessary to drive interest in CCT products and services.

Requirements:

• Proven ability to sell PC Blades & Centralized Solutions for high tech customers including SW & HW using effective relationship building.
• Effective time management and ROI analysis to meet sales quotas.
• Financial skills in deal structuring including TCO analyses and leasing with the ability to forecast sales trends.
• Must be able to function independently with minimal supervision.
• Demonstration of success in large account management and quota achievement. Ability to influence.
• Detailed knowledge of Government budgets, procurement cycles and bid processes.
• Must possess strong prospecting account management and closing skills including: knowledge of local business organizational structure, experience successfully gaining access to decision makes, selling into technical user base & C-level, uncovering buying influences, overcoming customer objections and purchasing processes.

Miniumum Qualifications:

• 5+ years as a sales executive in an IT environment.
• Technical Product knowledge on HW & SW.
• Business knowledge with focus on selling solutions for High Tech customers
• Effective presentation skills.
• Excellent communication skills, verbal and written
• Federal government account management and sales
• Understanding of US Civilian and Intelligence space (DOD is preferred)
• Security Clearance is a plus, either current or former