The Strategic Account Executive has proven experience in the sale of workforce development solutions, human capital solutions, and professional services. This seasoned sales professional will have demonstrated success in the pursuit and closing of large-scale programs in Federal agencies as both a prime contractor and subcontractor.
The SAE must be an effective strategist and communicator able to develop relationships with and respond to the needs of senior executives in the Federal government. The SAE is responsible for developing a comprehensive account strategy to uncover contacts and opportunities in named accounts. Further the SAE must develop deep understanding of the company’s solution set and past performance to meet customer’s stated and unstated needs as either a prime contractor or subcontractor. This position reports to the Executive Director of Strategic Accounts or the Chief Growth Officer and works closely with executive management and other senior staff in defining and realizing revenue goals.
Principal Duties and Responsibilities:
Responsible for meeting annual revenue objectives and goals (quotas) for assigned accounts, with annual target revenue of $3M - $5M.
Develop and maintain a pipeline of large, multi-year opportunities for assigned accounts
Develop account plans for assigned accounts to include: major programs, target opportunities, target customers, competitive analysis, analysis of past & current business, call plans.
Identify new prospective clients within named accounts; develop and execute capture strategies and action plans that will win new business and produce maximum account penetration.
Work as part of a comprehensive sales and support Team to expand business and drive growth in existing accounts.
Develop an in-depth understanding and be able to present to customers Management Concepts, past performance, capabilities, product and service offerings. Be able to articulate Management value proposition.
Work to articulate customer needs and provide guidance to internal teams in the development of human capital solutions.
Conduct research and closely monitor competitive intelligence about accounts, opportunities.
Develop and maintain key business relationships with senior Federal leaders and key contacts in partner organizations.
Support capture efforts for opportunities in sales pipeline. Prepare business development forecasts and strategies.
Knowledge, Skills, and Experience Required:
A minimum of 5 years of sales and business development experience with Federal Government customers.
Background in Human Capital Consulting is ideal.
Demonstrated experience selling to senior executives (SES, Flag officer, C Level).
Experience with Federal Government capture processes, teaming, CRM systems, opportunity sites (GovWin, FedBizOpps, Fedscope) and sales pipeline management.
Experience selling human capital services and solutions; human capital development, training, consulting, professional services, change management, etc.
Demonstrated ability to meet and exceed a minimum of $3 million in annual revenue quotas.
Bachelor’s degree required, advanced degree or equivalent experience preferred.
Excellent interpersonal, presentation and written communication skills
Excellent computer skills (MS Word, MS Excel, MS PowerPoint and MS Outlook)
Strong organizational, planning, analytical, negotiation, and decision-making skills
