VAR Account Manager, Eastern US - Washington - Curtiss-Wright

Publiée le: 5/4/2022

Résumé de l'offre

Description de l'offre

PacStar® is a leading provider of advanced communications solutions for the U.S. military, government agencies, and commercial businesses. These solutions deliver secure, interoperable command and control communications capabilities to teams in austere, remote, and infrastructure-starved areas.

Delivering Advanced Communications Systems and Solutions

Pacific Star Communications, Inc. ("PacStar") was founded in 2000, initially focused on establishing vendor relationships, strengthening its engineering expertise, and building strong customer relationships and brand recognition for delivering cost-effective Enterprise IT communications systems.

During that time, PacStar established partner relationships with major prime contractors, direct sales relationships with all critical sectors of the military and coalition forces, and was awarded a U.S. Government Services Administration (GSA) contract for which PacStar routinely receives the highest performance ratings.

PacStar also gained recognition as a highly-reliable, first-call resource for communications systems for both enterprise IT and outstanding customer service.

Location: Washington DC Metro Area or East Coast preferred

EITS-VAR Account Manager, East

As the EITS-VAR Account Manager, East you will drive revenue production and account penetration for a portfolio of named regional military, intelligence and civilian agency accounts.

Your Challenge:

  • Increase revenue and gross margin for a portfolio of federal accounts within assigned territory. Owns sales process from prospecting to closure
  • Establish trusted partner relationships with customers at all influence and decision-making levels
  • Drive the sales of selected OEM manufacturer's products along with PacStar's engineering and implementation services
  • Develop territory account plans and drive revenue through effective communications with Customers, Manufacturer Representatives, PacStar Inside Sales Group, Sales Engineering and Customer Service personnel
  • Manage accounts and transactions across multiple Federal military and civilian agencies within the assigned territory
  • Work closely with the PacStar EITS team to ensure effective account management, and coordination where appropriate
  • Provide account leadership on development of responses to RFP's, RFI's and unsolicited proposals
  • Proactively cultivate customer relationships to form sustainable, long-term business partnerships
  • Stay abreast of developing and leading-edge solutions, products and services
  • Provide responsive, timely and thorough resolution of customer escalations
  • Demonstrate understanding of key business drivers for customers (understand their business)
  • Implement strategic and consultative selling methodologies to drive revenues
  • Conduct regularly scheduled territory /account reviews with Sales Management.
  • Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required
  • Travel regularly within your region establishing a schedule of sales calls to existing and new customers
  • Involvement in regional Trade Shows and other functions deemed to be in the best interest of development business within the region
  • Other duties as assigned

Your Expertise:

  •  5+ years successful sales and account management experience selling into Federal/DoD accounts, preferably in the Eastern region
  • Proven track record of quota achievement
  •  Working knowledge of Federal contracting processes
  •  Must have senior level experience with selling UC, network and security products
  •  Working knowledge of network, data, security products and architectures
  •  HPE Aruba experience preferred but not required
  •  Excellent verbal, written, presentation and interpersonal skills
  • Strong organizational and negotiation skills with attention to detail and quality orientation a must
  • Ability to work well with a team
  •  Sound decision making and problem-solving capabilities
  • Ability to present professional image of self and Company
  • Ability to handle customer inquiries and escalations professionally
  • Experience using SalesForce (preferred) or equivalent CRM
  •  Working knowledge of business-related applications - Microsoft Office Tools, Webex, TEAMS, etc.
  •  Ability to work from Home Office with workspace available
  •  Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market
  •  Ability to travel

This position may require exposure to export-controlled information and subject to additional security screening. In the event information provided during the security screening reveals ineligibility to access export-controlled information, any offer of employment may be reconsidered or withdrawn.

Curtiss-Wright values diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you require accommodation due to a disability at any time during the recruitment and/or assessment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.