Account Executive - Federal (Surveillance)

JOB TITLE: Account Executive – Federal (Surveillance)

LOCATION: East Coast

PACKAGE: $300,000.00 OTE on a 50/50 split, Options, Healthcare and 401K

Company Information:

My client is a fast-growing pioneer of Hyper-Converged Infrastructure, an exciting technology that is driving a profound transform in IT. They were founded with a vision to simplify the datacentre by collapsing storage, compute and network resources onto a powerful, easy-to-deploy solution that would reduce cost, operational risk, and ease overall system management.

Key Experience Required:

• Strong verbal and written communications skills including presentation skills


• Prior experience in enterprise storage or server sales in a Federal Sales setting


• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering and Product Development


• Experience with target account selling, solution selling, and/or consultative sales techniques


• An aptitude for understanding how technology products and solutions solve explicit data centre problems as well as the competitive landscape


• Ability to communicate with customer and prospect senior leadership about their business challenges and my clients HCI solutions


• Experience in using Salesforce.com


• Track record of exceeding assigned sales quotas in contiguous, multiple years


• 5 to 10 years of technical sales experience calling on enterprise data centre customers in the Federal government is strongly preferred


• Bachelor’s Degree or equivalent experience

Role Information:

• Developing and growing Federal “territory” rich with data centre, flash storage, and surveillance/security opportunities


• Assist in managing existing (US Federal divisions of National Solution Providers) and the growth of new prospect


• Schedule and attend sales call appointments with a prospect in partner organisation. My client’s Channel Partner Representatives may also participate in the sales call to help qualify the opportunity


• Execute and manage strategic sales programs with key US Federal Technology Partners, including Cisco, Dell, Lenovo, Milestone Systems, Veeam, VMWare and Zerto


• Utilising a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs, with an eye on solving key pain-points that HCI solves


• Respond the RFP’s and follow up with prospects


• Develop specific account plans to sell to customers based on their business needs


• Build and strengthen the business relationship with current accounts and new prospects


• Recommend marketing strategies


• Provide, or facilitate training opportunities for your accounts


• Identify my client’s customer references that can be utilised when reference selling


• Provide product feedback back to engineering to improve my client’s solutions