Full job description
Summary:
The Federal Account Executive will be a relationship-oriented sales professional, who will play the role in developing, managing and growing the company’s partnership with the assigned portfolio of accounts. This individual will be responsible for maintaining an overall understanding of the company’s offerings and deep industry expertise to drive account growth by bringing ScanSource to the assigned portfolio of accounts. The Federal Account Executive will nurture relationships with key decision makers to encourage and facilitate strong portfolio growth and an increased share of their wallet. This individual will serve as the main point of contact for the account and business leaders and will drive the overall ScanSource sales strategy for the account. The Federal Account Executive will be responsible for understanding their accounts’ overall health, identifying areas for growth opportunities, and leading the account planning and forecasting activities. The Federal Account Executive will be responsible for finding new partners to work with ScanSource as their primary distributor. The Federal Account Executive will develop relationships with the different manufacturer channel and field teams.
Roles and Responsibilities:
Business Development:
- Manage profitability and growth of the assigned portfolio of accounts
- Focus on penetrating accounts and increasing company’s share of wallet; identify opportunities to grow the portfolio of products at the assigned accounts and increase deal size
- Articulate value proposition to forge strong relationships with customers and cultivate loyalty in order to drive higher share of wallet and increased growth
- Collaborate with partner leaders to understand their strategic vision to identify and capitalize on business opportunities across company product families and the vendor base to drive solution selling
- Manage and grow the overall account relationships and develop a targeted account strategy to encourage growth
- Drive pipeline and forecast development and reporting using Salesfore.com
- Lead account planning activities for the assigned accounts through ongoing business reviews and formal quarterly reviews & QBR’s
- Responsible for attaining quota based on the assigned customer base; responsible for maintaining and increasing CAGR
- Coordinate specialized Company resources including Inside Sales Representatives, Services, FS and Sales Support to support business development at the assigned accounts
- Actively recruit and develop new partners to source their products through ScanSource.
- Create, manage and grow relationships with manufacturer field and channel teams.
Customer Enablement:
- Identify and advise customers on opportunities to enable new business models based on the Company portfolio of solutions
- Develop and maintain deep understanding of assigned accounts business models, competitors and industry trends
- Maintain deep understanding of the Company solution offerings for the assigned accounts
- Collaborate with the assigned accounts to proactively identify opportunities that will facilitate growth
- Help partners with understand manufacturer partner requirements and certifications
Competencies:
Leadership:
- Develop strong relationships and partnerships at assigned customers; exhibits broad understanding of customer business and aligns communication style and strategy accordingly
- Develop trusting and collaborative relationships with both internal and external stakeholders
- Identify and lead appropriate resources required to identify and close major opportunities
- Strong communication and listening skills including executive communication and presentations in front of different sizes and types of audiences
Business Acumen:
- Strong understanding of assigned accounts’ business models, markets they operate in, competitive landscape, expansion opportunities, and the account’s end users
- High level understanding of the accounts’ financial metrics and profitability drivers
- Apply market opportunities to customer needs and strengths, developing strategies and solutions for growth
Solution Selling:
- Establish reputation with assigned accounts as a trusted advisor with both industry knowledge and expert knowledge of Company solutions and capabilities
- Advanced negotiation skills; ability to qualify customer needs and determine Company leverage points that resonate at the account
- Strong understanding of end customer markets and decision drivers
- Strong understanding of vendor differentiators and ability to apply them to satisfy customer needs
Technical Acumen:
- Strong understanding of Company solution set and how those solutions will support and enable the assigned accounts
- Ability to engage with technical teams to sell and close deals
Reporting Relationships:
- Sr. Director, Sales
- VP, Sales
Credentials:
Required:
- Four-year degree from an accredited college or university; preferably in business or management
- 5 years of experience in a sales or relevant business development or account management role
- Demonstrated experience in account management, building and maintaining executive relationships, identifying sales growth opportunities, and negotiating
- Demonstrated experience in identifying opportunities to expand solution portfolios and growing accounts base revenue streams
- History of high performance (e.g. Presidents club, quota achievement, etc.)
- Cisco Product Knowledge
- Distribution or Channel Knowledge or Experience
- Must reside in DC metro area. (VA, DC)
Preferred:
- Proficiency in Salesforce.com, Cisco CCW is a plus
- Experience working with Cisco, HPE / Poly, Extreme, Zebra field sales and channel teams
- Understanding of Federal Contracts and buying mechanisms
Physical Requirements:
- Ability to sit at a computer terminal for long periods of time.
- Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position.
- Ability to travel at least 50% of the time, on short notice as needed.
- Ability to lift 25 pounds.
Compensation:
Base Range : $90,000 - $120,000 and total compensation range $150,000 - $200,000
Actual annual salary offered to a candidate will be based on a number of variables including work experience, education and skills/ achievements, and will be mutually agreed upon at the time of offer.
For non-sales roles and sales roles with a variable component, total compensation reflects both a base salary and variable targets.
While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision. Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire). In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO. ScanSource also celebrates 8 paid company holidays.
ScanSource, Inc. is an Equal Opportunity Employer
EOE/M/F
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