Federal Sales Account Manager

VITEC is a market-leading provider of IPTV, digital signage and video streaming technologies. They are seeking a Federal Sales Account Manager to develop and grow their federal sales pipeline across North America, focusing on building relationships with military and government customers.

Responsibilities:

• Identify and develop a strong target list for VITEC’s VDS products, including rugged encoders and decoders, small form factor transcoders, OEM encoder boards for custom integration projects and IP video distribution gateways
• Target mission-critical applications including ISR video dissemination in deployable transit cases, video transmission from military ground vehicles and tanks, and manned and unmanned airborne platforms
• Sell directly to US SOCOM entities, military contractors, prime contractors, system integrators and channel partners
• Make initial contact with key clients to introduce and promote VITEC solutions, identifying new opportunities through face-to-face meetings, product demonstrations and evaluations
• Work with the dedicated federal presales engineer to understand customer requirements and present compelling solutions
• Carry out basic product demonstrations and coordinate short-term product evaluations
• Manage the quoting process, track opportunities in Salesforce and support opportunities through to purchase order
• Provide ongoing account management and work with the Customer Success team to support successful deployment and long-term customer relationships
• Work with existing VITEC channel partners and identify new partners to support market engagement
• Collaborate with Inside Sales to capture new contact information and develop strategies for identifying new contacts and key decision makers within each organisation
• Support key federal sales initiatives, including military certification activities and work to remove barriers to selling in this market
• Support outbound marketing activities, including trade shows and conferences

Requirements:

• Proven experience in a comparable sales role, with demonstrable success selling into the federal, government, military or defence customer market
• Strong understanding of government and military organisations, including the ability to identify, access and engage key decision makers and influencers through networking, relationship-building and direct contact
• Proven ability to apply effective sales techniques to identify, approach and engage prospective new customers
• Broad understanding of video encoding and decoding technologies, or the ability to quickly develop a strong understanding of VITEC's VDS products and their value proposition
• Experience working collaboratively with sales, inside sales, marketing, sales engineering and customer success colleagues
• Strong planning and organising skills, with the ability to multitask, take initiative and work autonomously
• Excellent oral and written communication skills, with the ability to deliver clear and effective presentations
• A collaborative, team-focused approach and the drive to succeed in a competitive sales environment
• A bachelor's degree in business, Marketing or a technical field