Senior Account Executive - Federal

Overview

- JOB SUMMARY: The Senior Account Executive- Federal role is accountable for identifying, developing, and closing new and repeat business opportunities with a primary focus on the United States Federal Government. This role will utilize industry-standard best practices and methodologies to perform the highest-quality sales efforts to build long-term Client relationships and grow our annual Federal services revenue according to the approved Federal Services strategy.

Responsibilities

ESSENTIAL FUNCTIONS:

- Understand and effectively communicate to Government buyers, IT Executives, industry partners, and business stakeholders, Arctic IT's and Arctic IT Government Solutions' products and services, past performance, and unique contracting strengths

- Understand and effectively communicate to Government buyers, IT Executives, industry partners, and business stakeholders the benefits of contracting with an Alaska Native Corporation (ANC) 8(a)

- Build a network of Government stakeholders to understand the Governments' unique IT pain points and develop a plan to communicate how Arctic IT and Arctic IT Government solutions can solve those pain points

- Work independently to develop relationships and uncover strategic partnerships to close new Federal Government IT contracts

- Coordinate and facilitate discovery sessions with Government stakeholders to gather requirements and expectations from prospects and work in partnership with an internal team of resources to recommend specific products, services, or solutions to prepare opportunities for proposal

- Coordinate and facilitate product demonstrations, to prospects to achieve alignment on scope of work definition and further developing opportunity to proposal

- Present new opportunities at weekly internal Opportunity Reviews to get proposal resources assigned to respond to Federal solicitations or to prepare Statements of Work

- Actively participate in the proposal process as defined by Arctic IT and Arctic IT Government Solutions, including researching and understanding the Governments needs and how our team can meet those needs, seeking opportunities which align with the approved Federal Services strategy

- Research and understand approved and forecasted budgets for IT at approved targeted Federal Agencies

- Own and maintain relationships with industry prospects and clients and respond to sales opportunities in a timely manner

- Support marketing team efforts specific to the Federal Government market.

- Represent Arctic IT and Arctic IT Government Solutions at industry events such as webinars, roundtables, speaking forums and trade shows when necessary

- Participate in and be actively engaged in Government and Industry organizations which promote knowledge sharing, partnerships, and open sharing of best practices and lessons learned

- Attends recurring sales team meetings and report timely and accurate status of opportunities and efforts, including accurate forecasts on timing of solicitations and award notifications

- Define and document for review and approval Federal account specific plans which demonstrate a strategy for achieving or exceeding Fiscal Year sales goals

- Accountable for building own pipeline of leads through standard sales techniques such as cold calling, attending networking events, and evangelizing via social media

- Maintain and strengthen domain knowledge within their industry vertical

- Complete standard process for managing leads and opportunities in centralized software and ensures all data is accurate, timely, and complete

- Utilize Microsoft Teams for collaboration and communication for all proposals, Statements of Work, Contract Documents, and any requirement established within the sales process

- Store all documents within One Drive for Business or Microsoft Teams related to any and all work/product responsible or accountable for

- Other duties as assigned

Qualifications

QUALIFICATIONS:

- Bachelor's Degree in Business, Communications or related discipline _preferred_

- Minimum 7 years of experience selling IT Microsoft solutions and/or services to Federal Government agencies

- Prior experience within Federal Civilian or DOD government agencies as an executive or IT focused role, is a plus

- Proven experience in technology sales as an Account Executive or Sales Representative

- Advanced level experience tracking sales leads and opportunities in CRM systems (specifically Dynamics 365 for Sales)

- Significant experience working in a Federal sales environment, demonstrated experience working in the Shipley Proposal Process and writing Executive Summaries for Government solicitations

- Applicants subject to background checks, drug testing and government security investigations and must meet eligibility requirements related to the clearance process

- Valid driver's license, insurance and reliable personal vehicle.

- WORKING ENVIRONMENT: The majority of work for this role is performed in a home office and interacts with a wide variety of people with differing functions, personalities and abilities. Telecommuters are expected to have sufficient home office space that appears neat, organized and professional when on video meetings. Travel is required and varies around 50%.

REASONABLE ACCOMMODATION: It is Arctic Information Technology, Inc.'s business philosophy and practice to provide reasonable accommodations, according to applicable state and federal laws, to all qualified individuals with physical or mental disabilities.

PREFERENCE STATEMENT: Arctic Information Technology, Inc. grants preference to qualified Doyon Shareholders first, and second to qualified shareholders of other Alaska Native corporations that grant a similar preference in all phases of employment and training, which include, but are not limited to hiring, promotion, layoff, transfer, and training.

PAY TRANSPARENCY STATEMENT: Arctic Information Technology will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of the other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consent with the contractor's legal duty to furnish information.

We are an equal opportunity employer and comply with all non-discrimination obligations, including the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA) and Section 503 of the Rehabilitation Act.

We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity or national origin, disability, veteran status, and other protected characteristics. The EEO is the Law, and the poster is available https://www.eeoc.gov/poster. For questions on the job posting contact (781) 312-8005.

If you need assistance or special accommodations during the application process, please contact the appropriate Human Resources Department at hr@doyontechgroup.com.