Account Manager - Public Sector

Yorktel - Herndon, VA

- Mid Level

Herndon, VA

Professional, Scientific, and Technical Services

About the position

Yorktel is seeking a Strategic Account Manager who will have deep industry expertise to work within our public sector sales organization. The Strategic Account Manager will build and foster relationships with senior leaders across government to be at the forefront of their digital transformation. Work jointly with government leaders to merge their mission needs with engineering roadmaps to enable market-making innovations. The successful Strategic Account Manager achieves maximum sales profitability, growth, and account penetration within assigned public sector accounts. Through consultative selling, combine an understanding of the government customer's mission with business acumen to make today's vision, tangible mission outcomes of tomorrow.

Responsibilities

• Understand the government customer's mission, mission strategy and related industry direction to build and manage a long term, sustainable business portfolio.
• Disrupt the mindset of customers and sales teams by bringing innovative ideas that showcase the need for change and Yorktel's unique value proposition.
• Owns the Relationship - senior level government decision makers and industry partners with trust and integrity.
• Mobilize, orchestrate, mentor, and lead the Yorktel team, partners, and customer to help solidify the path to the complex yet exciting digital transformation journey.
• Responsible for articulating the joint business plan and business opportunity generation with continuous learning and improvement in industries such as Government, Information Technology, Collaboration, Cloud, Voice, and Media.
• Responsible and accountable for overall sales processes from initial contact and understanding client needs to the closure of the product/service delivery.
• Coordinating technical sessions making use of whiteboards or other resources to drive solution discussions leveraging published solution architectures for common infrastructure implementations required.
• Ability to work with technical teams to demonstrate Yorktel solutions leveraging engineer developed demo environments.
• Experience with working with large-scaled teams in a cross-functional setting.
• Knowledge of enterprise software solutions, cloud and datacenter infrastructure, collaboration software and hardware landscape.
• Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.

Requirements

• Strong understanding of the public sector customer segment, market dynamics, public sector contracts, and requirements.
• Must be comfortable managing relationships with executive level contacts.
• Excellent ability to successfully interface with clients and handle multiple priorities concurrently.
• Dedication and commitment to get the job done.
• Able to work in a fast-paced, continuously evolving environment.
• Self-motivated and ability to work independently.
• Knowledge of sales and marketing concepts.
• Successful track record of winning and closing deals in competitive public sector environments, as well as identifying new opportunities.
• High capacity to learn and adapt.
• Knowledge of and adherence to York Telecom policies and procedures.
• Limited weekend and/or night work may be required.
• Domestic travel requiring multi-night stays within and at times outside the local work area.
• International travel may be required.
• Valid U.S. driver's license is a requirement and must have a positive driver's abstract.
• Current valid U.S. Passport is desirable.
• Must be willing to complete background checks and drug tests as required by current or future contracts.
• Must be willing to apply for security clearances, suitability, and other related clearances to be able to work at certain customer locations.

Nice-to-haves

• Bachelor's degree in a technical field and/or Business or equivalent experience.
• 5+ years of building strategic business partnerships through selling or consulting with Federal Government / Department of Defense customers.
• Equally considered will be 5+ years of experience driving digital transformation from within the Federal Government.
• Track record of effective territory/account/solution management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation required.
• Experience and expertise working with senior business decision makers by aligning & reinforcing the value of the solution to the customer's overall business pain and/or strategic opportunities and decision criteria.
• Ability to solve problems, operate independently and excel in ambiguous environments.
• Ability to synthesize initiatives across the business incorporating a cross-functional team approach.
• Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence, capture, execution.

Benefits

• Excellent salary and benefits package
• 401k
• Flex 125 plans