OEM Account Manager

Job Description

Job Description

Greenbrier Government Solutions is actively seeking a seasoned OEM (Original Equipment Manufacturer) Account Manager - Technology Solutions to join our growing dynamic team. This candidate will be responsible for driving new business acquisition and managing strategic federal client relationships, particularly within the Department of Veteran’s Affairs, Department of War and Civilian Agencies within the larger Federal Government Contracting market. The role focuses on selling Greenbrier’s portfolio of technology solutions and services to new and existing clients, fostering long-term mutually beneficial working relationships while driving growth and added business for Greenbrier’s portfolio.

Key Responsibilities

• Client Acquisition & Relationship Management: Identify and pursue new business opportunities while building and maintaining strong relationships with C-level executives and key decision-makers within the Veteran’s Affairs.
• Strategic Planning: Develop and execute innovative account and sales plans to achieve financial targets and goals.
• Solution Selling: Position Greenbrier’s capabilities and service offerings to align with client business objectives, acting as a trusted advisor to identify gaps and deliver impactful solutions.
• Team Leadership & Collaboration: Lead and mentor cross-functional internal teams, including pre-sales engineers, strategists, and consultants, to support sales efforts and complex deals.
• Pipeline & Forecasting Management: Build a robust sales pipeline, track progress using CRM tools, and provide accurate sales forecasts and reports to senior management.
• Negotiation & Closing: Coordinate account activities, conduct discovery calls and presentations, negotiate contract terms, and drive opportunities to closure.

Job Qualifications

• U.S. citizenship required
• 10+ years of closing experience, specifically with OEM (Original Equipment Manufacturer) selling for enterprise software to executives in the Federal domain.
• Deep knowledge of the Federal Contracting marketspace within the Department of Veteran’s Affairs, the Department of War and Civilian Agencies and the associated technical challenges and market dynamics.
• Ability to understand and articulate a broad range of technical solutions that Greenbrier can offer new and existing clients.
• Strong communication, negotiation, interpersonal, analytical, and project management skills are essential.
• A track record of maintaining or exceeding Quota, selling both new and existing products and product portfolios.
• Understanding of customer selection criteria for budgeted and unbudgeted needs.
• Capacity to learn, absorb, and adapt quickly to ever-changing business priorities.
• Ability to have strategic, business-oriented conversations at the VP and CISO level. Able to convey technical differentiators and link those differentiators to mission/business value for the client.
• Command of the forecast and sales process – reliably knows where they are in the sales process and whether/when to move the opportunity into best case or commit.
• Critical thinking in a variety of situations, demonstrating drive, initiative, energy, and a sense of urgency in acquiring and serving clients.
• Proficiency in modern sales methodologies highly valued.

Knowledge, Skills and Abilities:

• Proficient phone skills, emphasizing great listening skills, leveraging the open-ended question technique, courteous and conscientious mannerisms and technically literate language so as to support both successful cold and warm calls.
• Proficient writing skills, demonstrated by the correct use of grammar, professional communication style and technically literate language with demonstrated experience communicating complex opportunity details to customers, vendors and partners.
• The ability to work effectively with limited or no supervision.
• Ability to be creative and to self-motivate.
• Drive to stay current in the market, by networking and reading about industry market trends to drive personal growth and knowledge.

Compensation

The role is a full-time, remote, high-impact position that may require up to 25-50% travel. Compensation includes a competitive base salary (130-150K+ Base) with significant variable incentive compensation (bonuses/c