Mid West and South Central Region Acct. Executive - Federal Pacific Star Communications

Department: Sales
Reports to (Title): Senior Director -
North American Sales
Requirements: Must Sign Proprietary Information, Invention Assignment, Confidentiality Agreement
Start Date:
Location of Work: Mid West & South Central
Territory: (Texas; Oklahoma; Kansas; Nebraska; Wyoming; Missouri; Arkansas; Louisiana; North and South Dakota; Minnesota; New Mexico; Wisconsin; Illinois)
Prepared By:
PacStar
15055 SW Sequoia Parkway, #100
Portland, OR 97224
Phone: 503.403.3000 Fax: 503.403.3001
www.pacstar.com
Primary Contact: Brenda Falcon
HR Manager
The Regional Account Executive - Federal drives revenue Production and account penetration for a portfolio of named regional military and civilian agency accounts.
ESSENTIAL FUNCTIONS:
? Increase revenue and gross margin for a portfolio of federal accounts within assigned territory. Owns sales process from prospecting to closure.
? Establish a trusted partner relationship with customer at all influence and decision making levels.
? Drive the sales of selected PacStar manufactured products/services, integrated solutions, and selected manufacturers? products/services, through advanced solutions selling techniques.
? Develop strategic account plans and drive the strategies through tactical implementations and effective communications with PacStar Partner Manufacturer Representatives, PacStar Inside Sales Group and support engineering and customer service personnel and organizations.
? Manage accounts and transactions across multiple Federal military and civilian agency locations and operating organizations within the territory..
? Work closely with the Federal Program team to ensure effective nation wide account management, where appropriate.
? Demonstrate business acumen through business case preparation, ROI analyses, cost/benefit analyses and other performance metrics.
? Maximize least cost channel/partner options for sales fulfillment, where appropriate.
? Provide account leadership on development of responses to RFP's, RFI's and unsolicited proposals.
? Proactively cultivate customer relationships to form sustainable, long-term business partnerships.
? Stay abreast of developing and leading edge solutions, products and services. Provide responsive, timely and thorough resolution of customer escalations. Demonstrate understanding of key business drivers for customers (understand their business).
? Implement strategic and consultative selling methodologies to drive revenues.
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? Conduct regularly scheduled territory /account reviews with Sales Management. Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required.
? Travel regularly within your region establishing a schedule of sales calls to existing and new customers.
? Involvement in regional Trade Shows and other functions deemed to be in the best interest of development business within the region.
? Other duties as assigned.
QUALIFICATIONS / SKILLS REQUIRED:
? Bachelor's degree in related discipline or equivalent experience required.
? 5+ years successful sales and account management experience selling into Federal/DoD accounts, with a proven track record of quota achievement.
? Working knowledge of Federal contracting processes
? Must have senior level experience with selling VOIP, network and security products.
? Working knowledge of voice, network, data, security products and solutions.
? Cisco experience preferred but not required
? Excellent verbal, written, presentation and interpersonal skills.
? Strong organizational and negotiation skills.
? Ability to work well with the team.
? Sound decision making and problem solving capabilities.
? Ability to present professional image of self and Company.
? Ability to handle customer inquiries and escalations professionally.
? Thorough knowledge of computer and related business applications including MS Office.
? Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market.
? Ability to travel.

Location:	15055 SW Sequoia Parkway Suite 100 Portland, OR 97224 United States