Director I Sales & Account Management (Federal Sales) - Hybrid

Herndon, VA
Work Type: Hybrid
  • Job Category: Sales, Business Development & Related
  • Travel: Yes, 25 % of the Time
  • Clearance: Not Applicable
  • Shift: Day Job
  • Req ID: AKI04830

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Job Summary:

Akima’s Technology Solutions and Products Group (TSPG) is seeking a motivated individual for the role of Sales, Business Development and Account Management. The candidate will be responsible for uncovering new opportunities and working the full life cycle of new federal contracts.

Come join a team of solid professionals! Apply today!

The ideal candidate will have a proven and established background in selling and or consulting clients on Managed IT services. A proven track record of helping drive and grow a Managed IT services business unit. A natural talent for getting the best out of your team members, proven sales leadership and people skills with a sound understanding of the technologies we support, storage, networking, compute, backup, cloud hosting and IT security.

You must be passionate about delivering exceptional customer service.

Job Responsibilities:

  • Maintain knowledge of the service, solution, and product portfolio within TSPG.

  • Develop and manage a sales strategy for existing and new customer accounts.

  • Identify and approach prospects through cold calling, networking and market research.

  • Analyze, assess and prioritize the territory for qualified accounts and opportunities that provide the highest margin and fit for Akima, LLC.

  • Identify and communicate with influencers and decision makers within the Federal Government where requirements align with TSPG offerings and capabilities, including sole source procurement advantages.

  • Work with TSPG technical solution staff, rapid proposal response staff, contracts, and pricing towards the quick development of winning proposals.

  • Conduct ongoing account management with sold accounts to foster both follow-on work and to identify/capture adjacent requirements.

  • Create and develop relationships with other Federal contracting companies and product OEMs in the IT space for the purpose of developing new targets for capture.

  • Achieve sales goals as determined by Akima management.

  • Accurately maintain in an automated system sales pipeline data in a timely manner.

  • Participate in industry events.

  • Research various online resources to identify potential sales opportunities and decision maker access opportunities.

  • Keep abreast of competition, competitive issues, products, and IT technology.

  • Must be willing to travel as needed.

Minimum Qualifications:

  • At least 3 solid years of experience in IT Sales to the Federal Government (IT services, products, solutions)

  • Must have 5 years’ experience in Managed Service Provider or IT sales or consulting

  • Successful experience in selling for a small Federal contractor

  • Knowledge of the SBA 8(a) program with respect to contracting advantages

  • Requires in-depth understanding of technology-based services, products and networking.

  • Detailed understanding of the Government contracting/acquisition process.

  • Advanced knowledge and experience using the Microsoft Office Suite software to create presentations and author documents.

  • Ability to work on multiple projects and initiatives concurrently.

  • Proven experience identifying and capturing sole source Federal Government contracts.

  • Excellent and persuasive communication skills (written and oral)

  • Positive, proactive attitude

  • Strong/intimate knowledge of at least three Government customers

  • User-level competency in Windows 10, MS Outlook, Word, and Excel; PDF viewer (e.g., Adobe Reader); MS Teams

  • Ability to travel, both locally and nationally

  • US Citizen with the ability to obtain and maintain a government clearance.

Desired Qualifications:

  • Experience with DoD agencies

  • Demonstrated knowledge of the SBA 8(a) process (especially as it refers to Alaska Native Corporation entities).

  • Secret or higher clearance

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