Federal Sales Executive / civilian (Greater DC Metro Area)

LaBine & Associates - Herndon, VA

We're looking for proven, high-performance individuals with experience selling software and/or SaaS products to federal agencies, especially within the Civilian agencies.

If you're a sales professional who is excited to work in a complex government environment, while helping define key strategic and operational initiatives, we'd love to speak with you!

Roles & Responsibilities:

  • Achieve and exceed quarterly sales goals through full sales cycle management from prospect creation, value proposition, negotiation, and deal closure
  • Prospect and identify potential organizations and decision-makers/influencers in those organizations to target for the company's products, working with our sales development team to harness set meetings as needed
  • Pitch our client's file analysis software and other tools, to identify leads (SDR/Marketing generated) and identify potential opportunities for new business
  • Successfully manage and overcome objections and move opportunities through the pipeline to close
  • Build and manage a healthy pipeline of qualified opportunities to meet/exceed sales objectives and key performance metrics
  • Ensure strong client/prospect communication and follow-up by documenting all designated calls-to-action, follow-up dates, complete profile information, lead source, and prospect interaction in the CRM system (Salesforce.com)
  • Develop a solid working knowledge of our software suite to determine what problems they solve and the benefits they provide to potential customers, mapping needs to use cases where possible
  • Maintain complete and accurate records of all sales activity throughout the sales cycle in our CRM system to ensure effective pipeline and lead management, accurate forecasting, deal history, and competitive activity for tracking and management reporting
  • Collaborate with subject matter experts, Sales Engineers and peers to meet assigned targets, particularly demoing and POCs

Desired Skills & Experience:

  • Seven plus years of experience selling software or SaaS solutions, ideally within the file analysis, information governance, ECM, auto-classification, eDiscovery or related fields
  • Possess existing government relationships with information governance, IT, and/or procurement personnel in order to fast-track potential sales and accelerate ongoing sales currently in the pipeline
  • Demonstrated track record of consistently meeting and exceeding sales quota
  • Proficiency in prospecting, qualifying, developing, managing and closing business with complex procurement cycles
  • Experience in multiple procurement approaches include direct with sole source and GWAC schedules, indirect using partner contract vehicles, and through partner reseller agreements
  • Strong presentation, communication, organization, multitasking, and time management skills with strong ability to actively listen and determine customer needs
  • Must have excellent communications skills with the ability to make a positive connection with people in person/over the phone
  • Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter
  • Comfortable in a start-up environment
  • BS or BA level degree in business or a related field preferable

Posted On: Friday, May 1, 2020

Position Contact
Laura LaBine
Chief Talent Officer
(650) 393-3161
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