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Enterprise Account Executive, Federal Government

Enterprise Account Executive, Federal Government


The Enterprise Account Executive, Federal Government is responsible for developing strategies, selling training solutions and seuring Federal Government and other public sector contacts and opportunities.

The Enterprise Account Executive, Federal Government will work with clients to establish a structured skills and development program and engage in various phases of the education sales cycle including identifying, qualifying and recommending education solutions, closing the opportunity, and working with training support staff to ensure successful delivery of the education, as well as being responsible for post sales client satisfaction results.

This position will requires the individual to build long term partnerships and relationships with IT Management, Procurement, Human Resources and Learning and Development leaders at all levels.

* Develop and execute sales strategies targeting federal civilian and defense agencies; federal contractors and other public sector organizations
* Experience with the Federal bid process including GovWin, e-Buy, FedBid, GSA and government contacting opportunities
* Experience working with government agencies at all levels
* Operate as the lead point of contact for any and all matters specific to your customers
* Build and maintain strong, long-lasting customer relationships
* Develop a trusted advisor relationship with key customer stakeholders and executive sponsors
* Ensure the timely and successful delivery of our solutions according to customer needs and objectives
* Uncover and acquire new business and build business within existing accounts
* Understand the customer and anticipate their buying needs and requirements
* Grow existing business into more meaningful relationships that drive significant revenue
* Identify and grow opportunities within your accounts and collaborate with local teams to ensure growth
* Forecast and track key account metrics
* Deploy localized marketing strategies, with a goal to drive opportunity identification, brand awareness and lead conversions.
* Implement targeted account sales strategies
* Adhere to revenue and margin targets

Required Background

* 3+ years’ experience and proven track record in IT training sales and/or selling training or consulting solutions to federal civilian and defense agencies, contractors and other public sector organizations
* Experience with relevant Federal acquisition process and procedures
* Board understanding of the Federal government marketplace and proven success in winning contacts
* Proven success prospecting, building pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with decision-makers at all levels
* Ability to solve complex, multi-faceted problems within accounts and business environments
* Exceptional team-player with ability to motivate, influence and lead cross functional teams
* Excellent communication, negotiating and sales skills
* Strong presentation and writing skills
* Ability to listen, establish rapport, build credibility quickly, and clearly articulate a value proposition
* Self-starter with high energy, drive and a positive can-do attitude
* Microsoft CRM experience is preferred
* Solid understanding of the Information Technology industry is essential

Minimum Educational Requirements:
* Bachelor Degree in Business Administration or equivalent work experience

* 25-30% travel (Partner/Customer visits and industry conferences/events)

This position is a remote/home office and will be located in the Washington, DC metro area

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