Sales Account Representative – DOD

Role Overview

• The Department of Defense (DOD) Sales Representative is responsible for generating and closing sales of Red Hat technologies and services (consulting and training) within an assigned DOD territory, and identifying and developing new business opportunities for account growth.
• This role creates and manages the customer and territory strategies to lead to successful sales results.
• The DOD Sales Rep develops, owns, and maintains positive relationships with key decision makers at various IT management levels within the buying eco-system and with our Red Hat partners.
• This role also prepares and leads sales presentations to showcase our technical solutions and product offerings, working with our internal technical solutions resources in this process.
• The DOD Sales Rep works closely with our internal account team members as well as our sales leadership to manage and execute on the territory sales plan.
• This position collaborates with the marketing team for lead generation and other marketing-related activities, and works on assignments requiring considerable judgment and initiative and interfaces with various teams and management across the organization to complete tasks.
• Works independently and develops solutions with a high degree of complexity and scope.
• Responsibilities and Essential Duties Define, develop and execute territory sales plan, working closely with Red Hat counterparts, targeting DOD customers for Red Hat products and services. Establish and maintain key relationships with clients, partners, vendors and/or manufacturers at all levels of the organization, including executives to advance the sales cycle and support the client post-sale. Perform prospecting activities to gain new business and advance the sales cycle, such as identifying and understanding customers’ business issues and technical infrastructure, researching and generating detailed account profiles. Identify, develop, and close net new sales opportunities within existing Red Hat DOD accounts in the assigned territory. Work closely with account solutions architects to identify key projects, programs, and offices to sell Red Hat's comprehensive enterprise solutions (subscriptions, training, and consulting). Manage the account planning process, forecasting and other sales metrics for assigned accounts. Develop new strategies for Red Hat offerings within key accounts to establish proofs of concepts and pilot implementations. Act as the trusted adviser for senior IT and business executives of key Department of Defense accounts to create long-term partnerships with customers in the accounts. Follow and demonstrate the Emergent Sales Methodology to manage the end-to-end sales process, including collaboration with Red Hat channel sales to deliver proposals. Work with marketing staff to support various Red Hat sales presentations and lead generation activities. Work with and provide guidance to more junior sales staff in sales activities that support and generate territory sales renewals and growth. Meet or exceed quarterly and yearly sales quotas and targets.

Requirements

• Bachelor’s degree in Business Administration, Sales and Marketing, or related field and/or equivalent combination of education and/or experience.
• Military experience preferred but not required
• Knowledge or experience in DOD industry
• Preferred 1 -3 years of sales or customer service experience.
• Experience using and maintaining a CRM system.
• Support territory based working hours while located outside of assigned territory.
• Track record of achieving and exceeding sales goals.
• Experience working in a consultative manner with customers, vendors and technical staff in developing technology sales solutions.
• Outstanding written and verbal communication skills
• Ability to work effectively with cross-functional teams
• Expertise in developing and maintaining successful customer and vendor relationships
• Ability to balance strategic and tactical sales skills
• Ability to work with cross-functional teams and achieve success for customers
• Presentation Skills
• Multitasking
• Mathematical Skills
• Critical Thinking
• Demonstrated knowledge and use of MS Office Suite
• Accuracy and attention to detail
• Ability to prioritize work and self-manage

Benefits

• Comprehensive Health, Dental, and Vision plans
• Premier 401k retirement plan with corporate matching and a 529 college saving plan
• Tax-advantaged Health Savings Account and Dependent Care Flexible Spending Account options
• Legal Resources
• Unlock Exclusive Benefits for Full-Time Employees: Generous work/life balance opportunities supported by a PTO bank, paid holidays, leave programs and additional flex time off
• Employee referral program
• Employee recognition, gift and reward program
• Tuition reimbursement for continuing education
• Remote or hybrid work options
• Engaging company events such as team building activities, annual awards and kick-off parties
• Health and wellness-focused activities
• Relaxation Spaces
• In-office gourmet coffee, tea, fresh fruit and healthy snacks
• Corporate GREEN approach – tracking energy consumption for reduction and purchasing only environmentally friendly products for our offices