Civilian Account Manager

Sales & Capture Bethesda, Maryland


Description

Position Title:

Civilian Account Manager

Location:

Bethesda, MD

Status:

Full-Time- Regular

FLSA Category:

Exempt

 

Tribalco provides mission-critical information technology, integrated telecommunications, and soldier survival solutions to defense, civilian government, and commercial customers around the world. We are a trusted systems integrator with a global presence, providing advanced and innovative lifecycle solutions, from engineering and installation to operations and maintenance, for the enterprise. With superior technical ingenuity and a proven record of performance excellence, Tribalco is the technology contractor of choice for meeting the unique and complex requirements of our discerning customers. Focused on defense and security technologies, Tribalco delivers unrivaled expertise, ingenuity, and reliability across a wide range of capabilities including cloud computing solutions, advanced wireless implementations, and tactical combat casualty care. Tribalco is headquartered Bethesda, Maryland, with additional offices in San Diego, Tampa, South Korea and Southwest Asia locations.

Tribalco is a global leader in remote satellite-based communications solutions that solve our customers’ toughest communications challenges in urgent time frames and under extreme conditions.  We specialize in enabling complex communication networks that are critical to the operations of the Department of Defense, Civilian Government and commercial markets.

We are actively seeking an experienced and highly motivated Account Executive who will be responsible for selling Tribalco integrated solutions into Federal Civilian Agencies.  The successful candidate will identify, qualify, develop, and win new business within the targeted agencies leveraging our NASA SEWP V, Seaport NXG, GSA Schedule 70/84, GTACS, DHS TACCOM and other contract vehicles.

Minimum Qualifications

Successful candidates will have five to seven plus (5 to 7+) years’ experience in selling technology solutions/products to the federal government demonstrating increasing levels of responsibility. 

 

Responsibilities

 

Orders Generation

  • Prospect to identify new opportunities and lead efforts to develop account revenues and relationships 
  • Identify opportunities for new and/or incremental business
  • Build successful and profitable teaming relationships with key partners and suppliers
  • Assist in proposal responses that target Tribalco’s services, while assembling teaming partners, securing protected pricing, developing win themes, etc.
  • Establish procuring cause for $30M+ in net new orders
  • Maintain pipeline of qualified opportunities (4x quota)

 

Account Management and Business Development

  • Leverage existing customer relationships to drive business to one of Tribalco’s contract vehicles thru shaping efforts
  • Create a sales plan and projections, including customer/account management and key areas of opportunity for new business
  • Build a network of key contacts and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities
  • Use every customer interaction as a potential opportunity to develop more business within the account through incisive and effective questioning (Set and manage expectation)
  • Coordinate development efforts with other BDMs and AMs to maximize growth potential
  • Query and monitor lead databases and prequalify potential business opportunities
  • Manage opportunities thru the internal sales process (gating process)
  • Maintain real-time activity logs in Salesforce
  • Work cooperatively across departments with Contracts, Finance, Operations and Marketing

 

Personal & Professional Development

  • Keep up to date with technical and solutions information within the industry to provide the best solutions for customers
  • Seek feedback from a variety of sources to improve performance and develop capability
  • Continuously evolve personal and professional capability in line with business needs

 

Specific Skills:

  • Experience selling on GWAC vehicles
  • Must have direct experience selling on NASA SEWP
  • Significant Federal sales experience (Civilian Agencies)
  • Sales experience with IT solutions or other technical offerings
  • Written & verbal communication skills
  • Negotiating skills
  • Ability to use Microsoft Office and contact management tools
  • Ability to understand and analyze the details of an RFP/RFQ and translate these needs into proper win themes, winning teaming structures, etc.
  • Experience using CRM tools

 

Qualifications

  • Strong domain knowledge specific to IT solutions into civilian agencies with a minimum of 7 years of experience

  • Must possess knowledge and skills needed to successfully manage client engagements and make decisions that accomplish strategic objectives.
  • Should have advanced skills in leadership, communication, negotiation and conflict resolution.
  • Applicant needs a strong background in strategic thinking, presentation and delivery skills, quantitative and analytical skills.
  • Strong computer skills, experience working with Word, Excel, and Outlook required; experience with Salesforce desired.
  • Must have an understanding of the government procurement process.

 

Education and Certifications

  • Bachelor’s degree required

 

Compensation

  • Our sales people are measured on sales results (meeting quota)
  • Compensation is competitive, includes both base pay and commission potential.
  • Tribalco employees enjoy excellent benefits including medical, dental, life and disability insurance, 401(k) program and paid time off.
  • All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.

About Our Company:

Tribalco is a global systems integrator providing mission-critical information technology, telecommunications, and soldier survival solutions to government and commercial customers worldwide. For over 15 years, Tribalco has been providing defense, civilian government, and international customers with advanced engineering, installation, and O&M solutions in the world's most challenging and secure environments.

 

Founded in 2004, Tribalco is a CMMI® for Services Maturity Level 3 appraised and ISO 9001:2015 certified enterprise. As a named NSA Commercial Solutions for Classified Trusted Integrator, Tribalco develops, integrates, and deploys multi-layered NSA-compliant COTS-based solutions that enable customers to securely create, share, and protect their classified data. With headquarters in Maryland, regional offices in Florida, California, South Korea, and Germany and supporting satellite locations in Hawaii, Japan, The Marshall Islands and the Middle East, Tribalco competes internationally and performs with agility across the globe in dozens of countries. For additional information, please visit www.tribalco.com.