Federal Major Account Manager

Our client a leader in their industry is seeking an experienced and results-driven Major Account Manager to join their public sector practice, specifically focusing on the Army, Air Force, and DISA (Defense Information Systems Agency) accounts. As a Major Account Manager, you will be responsible for building and maintaining strong relationships with key decision-makers within these federal agencies. Your primary goal will be to drive revenue growth, exceed sales targets, and ensure customer satisfaction.
Responsibilities:
1. Develop and execute account strategies: You will create and implement comprehensive account strategies to identify and pursue new business opportunities within the Army, Air Force, and DISA accounts. This includes understanding customer needs, aligning our solutions with their requirements, and developing compelling value propositions.
2. Build and maintain relationships: You will establish and nurture relationships with key stakeholders, including high-ranking officials, program managers, and procurement officers within the Army, Air Force, and DISA. This involves regular communication, conducting meetings, and delivering presentations to showcase our products and services.
3. Drive revenue growth: You will be responsible for achieving and exceeding sales targets within your assigned accounts. This includes identifying upsell and cross-sell opportunities, negotiating contracts, and closing deals to drive revenue growth.
4. Collaborate with internal teams: You will work closely with cross-functional teams, including sales engineers, product managers, and customer support, to ensure seamless delivery of solutions and exceptional customer experience. You will also provide feedback from customers to help shape product development and improve service offerings.
5. Stay updated on industry trends: You will stay informed about industry trends, government regulations, and competitive landscape related to the Army, Air Force, and DISA accounts. This knowledge will enable you to position our solutions effectively and proactively address customer needs.
6. Provide accurate forecasting and reporting: You will maintain accurate and up-to-date records of sales activities, customer interactions, and opportunities in the CRM system. You will also provide regular reports and forecasts to management, highlighting progress, challenges, and potential areas for growth.
Requirements:
- Bachelor's degree in Business Administration, Marketing, or a related field.
- Proven experience as a Major Account Manager, specifically calling on the Army, Air Force, and DISA accounts.
- In-depth knowledge of the federal government procurement process, including familiarity with FAR (Federal Acquisition Regulation) and DFARS (Defense Federal Acquisition Regulation Supplement).
- Strong network and relationships within the Army, Air Force, and DISA, with a track record of successful sales achievements.

- Technology Industry experience required
- Excellent communication and presentation skills, with the ability to effectively engage and influence key decision-makers.
- Strong negotiation and contract management skills.
- Self-motivated and results-oriented, with the ability to work independently and as part of a team.
- Ability to travel as required to meet with customers and attend industry events.
 

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