Government Account Manager Integra Telecom
THIS JOB HAS EXPIRED DescriptionUtilizing a consultative sales approach, the Government Account Manager is responsible for acquiring new clients within Integra?s Government and Education Services channel, while also expanding the telecommunications product mix within existing GES customers. The Government Account Manager will have strong vertical expertise with a background selling into state and local government and, and will be expected to meet or exceed assigned monthly quota.
?Maintain all sales process related activities to ensure attainment of assigned sales and revenue targets.
?Acquire new business through various sourcing efforts; actively develop territory or business base to maximize new customers.
?Proactively penetrate existing assigned Government and/or Education accounts and increase business by recommending solutions which represent the breadth of our product portfolio; developing a client base leveraging the entire Integra portfolio of products and services.
?Interface with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development. Leverage knowledge of vertical and institutional relationships to generate organic growth opportunities and to expand share.
?Develop and effectively leverage industry partners, networking groups and/or associations to glean segment intelligence and develop joint opportunities.
?Leverage executive sponsors and other internal resources to strengthen Integra?s relationship and credibility with client influencers and decision makers.
?Lead successful negotiations to fulfill the requirements of complex and often highly regulated government contracts.
?Follow-up on current accounts that are in the pipeline to ensure a closed sale; deliver accurate monthly sales forecasts and reports as requested.
?Ensure proper proposals, engineering and sales packages to secure a well-organized implementation process.
?Create, deliver and maintain account plans for accounts designated as top growth accounts.
?Create, deliver and maintain strategic Go To Market plan for your assigned region and segment.
?Develop expert competencies in federal and local contract terms, compliance requirements and price determination for each unique contract.
?Represent Integra in industry and commercial networking groups to develop opportunities and increase brand exposure.
?Respond to RFP?s and other informational requests in an effort to secure sales opportunities.
?Provide feedback to management regarding offering desirable products to the marketplace
?Keep abreast of changing trends and product developments within the telecommunications industry, specifically in the Government/Education sector.
?Perform additional duties or projects as assigned.
?Bachelor?s Degree in business or related field; or equivalent combination of education and experience.
?Minimum of 5 years? recent sales experience and delivery of achievement against target within the Government or Education sector.
?Demonstrated understanding of high bandwidth and Ethernet solutions, as well as current VOIP/SIP technology.
?Solutions-selling and e-rate knowledge preferred.
?Ability to understand and apply a variety of regulations and policies governing contract relationships with state and federal agencies, and the company?s policies on pricing, rebates, promotions and contract management.
?Broad knowledge of procurement practices and contract vehicles, including GSA.
?Timely and accurate sales forecasting skills.
?High level of social perceptiveness and customer service coupled with a strategic awareness.
?Experience using a sales force automation solution such as salesforce.com or SalesLogix.
?Strong relationship management skills, including the ability to interface with multiple levels and functions within customer organizations; comfortable in group business networking settings.
?Strong facilitation skills in one-on-one and small group environments.
?Demonstrated ability to collaborate and work effectively across multiple functions and geographies.
?Strong analytical, time management, problem solving, prioritization and planning skills.
?Professional written and verbal communication skills.
?Proficient in MS Office Suite.
?Valid driver?s license.
||Sacramento, CA |
THIS JOB HAS EXPIRED