Account Executive / Lead - Department of State

Account Executive / Sales Lead

Washington, DC (remote) Pay From: $90,000 per year (plus commission)

MUST:

• Experienced Account Manager/Account Executive professional
• 5+ years professional experience
• 3+ years federal level experience
• Significant federal technology account management level experience with demonstrated success supporting directly to Federal Government customers
• Department of State customer support experience strongly preferred
• Established professional relationships within the Department of State, foreign affairs community, federal contractor community, OEMs, or technology partner ecosystem
• Demonstrated history of personally identifying, developing, and closing federal technology opportunities
• Experience selling technology products, solutions, services, or complex IT requirements to Federal Government agencies
• Strong understanding of the federal acquisition process from customer requirement identification through contract award
• Possess strong understanding of identifying and developing opportunities prior to release of an RFQ or RFP
• Demonstrated ability to independently create and build qualified sales pipeline
• Experience developing relationships with federal program offices, technical stakeholders, contracting personnel, acquisition teams, OEMs, distributors, integrators, and teaming partners
• Experience developing and executing strategic federal account plans
• Ability to identify customer requirements, acquisition strategies, competitive landscapes, funding availability, procurement timelines, and decision criteria
• Experience coordinating with OEMs, distributors, subcontractors, contract teams, operations, and leadership to develop competitive solutions
• Strong understanding of federal contract vehicles and partner/channel sales strategies
• Strong prospecting, business development, relationship-building, negotiation, and closing skills
• Demonstrated ability to manage revenue, gross profit, pipeline, forecasts, and other sales performance metrics
• Strong CRM discipline and forecasting skills
• Ability to independently own and grow a strategic federal account
• Strong customer-facing communication and presentation skills
• Ability and willingness to travel regularly throughout Washington, DC, Northern Virginia, Department of State facilities, conferences, industry events, and customer locations

DUTIES:

• Own and grow the Department of State account (Account Management)
• Serve as the primary sales and customer-facing representative for the account
• Assume responsibility for revenue, gross profit, pipeline growth, customer penetration, and new opportunity development
• Develop and execute a comprehensive Department of State account plan
• Identify priority bureaus, offices, programs, customers, contract vehicles, partners, manufacturers, and upcoming acquisition opportunities
• Personally prospect and hunt for new federal technology business
• Maintain consistent outbound customer engagement through calls, emails, introductions, industry events, partner relationships, and in-person meetings
• Identify and develop opportunities before formal solicitations are released
• Develop relationships with program offices, technical stakeholders, contracting personnel, acquisition teams, OEMs, distributors, integrators, and other federal stakeholders
• Identify white-space opportunities within organizations where current market penetration is limited
• Maintain a strong and consistent in-person presence with customers
• Schedule customer meetings, capability briefings, introductions, working sessions, and opportunity-development discussions
• Personally lead qualified opportunities from initial identification through capture, proposal, negotiation, and award
• Determine customer requirements, acquisition strategy, competitive landscape, funding availability, procurement timing, and decision criteria
• Coordinate internal and external resources while maintaining personal accountability for advancing opportunities
• Develop relationships with technology manufacturers, distributors, OEM federal teams, integrators, small-business partners, and other organizations supporting the account
• Generate partner-sourced opportunities and develop joint account strategies with strategic technology partners
• Utilize available contract vehicles, capabilities, past performance, and federal relationships to create competitive advantages
• Maintain and manage qualified pipeline, revenue, gross profit, customer meetings, new relationships, opportunities, proposals, win rates, and forecast accuracy
• Maintain accurate CRM activity, opportunity information, and sales forecasts

Quadrant is an affirmative action/equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, status as a protected veteran, or status as an individual with a disability. "Healthcare benefits are offered to all eligible employees according to compliance mandated by the Affordable Care Act".