Government Account Manager - U.S. Navy
GOVERNMENT ACCOUNT MANAGER - U.S. NAVY
Overview:
Crestron is a global leader in advanced control and automation solutions, providing innovative products that enhance the way people live, work, and learn. We are seeking a dynamic and experienced Government Account Manager to lead our efforts in the U.S. Naval command sectors, strengthening our presence and fostering long-term relationships within key government agencies, Navy and Marines bases.
Responsbilities:
Business Development: Developing business opportunities with Federal government entities; positioning "end-to-end" AV/UC/Cloud solutions and articulate Crestron strategies. Serve as the primary point of contact for your designated government account sector, managing existing accounts and identifying net new opportunities to expand Crestron's revenue.
Account Management: Grow existing accounts by understanding client needs, providing solutions, and ensuring high levels of customer satisfaction. You will use Salesforce CRM to track opportunities, activity, leads, proof of concepts, and sales funnel
Sales Strategy: Develop and implement strategic sales plans to achieve revenue targets and market share.
Product Knowledge: Demonstrate deep expertise in Crestron's product portfolio and align solutions with the unique requirements and compliance standards of government clients.
Stakeholder Engagement: Identify opportunities, develop relationships, leverage resources, and communicate the Crestron business proposition to US Navy, Marines and Naval Combatant Commands customers at technical and executive levels within target accounts. Build strong relationships with key decision-makers, including IT architects, procurement officers, and agency executives.
Proposal Development: Prepare and deliver persuasive proposals and presentations to secure new business and renew existing contracts.
Market Intelligence: Stay informed about industry trends, competitive dynamics, and regulatory developments.
Collaboration: You will be responsible for coordinating with sales, technical sales, product, and marketing teams to provide solutions and drive business back through our reseller channel to close the sale, and meeting and exceeding all quarterly and annual sales quotas and activities goals. You may be working with Government contractors, dealers, IT architects, and key decision makers to create proposed Crestron business solutions.
Compliance: Ensure all activities adhere to federal regulations and Crestron's internal policies and procedures
Qualfications:
5-7 years experience selling to Federal Government, DoD, U.S. Navy, NAVAIR
Exceptional communication and presentation skills.
Strong technical solution selling experience.
Existing relationships within the DoD space
Strong understanding of audio-visual, automation, conferencing and control systems
Ability to build and cultivate relationships with senior stakeholders
Proficiency in CRM software (e.g. Salesforce) and sales analytics platformsKnowledge of federal procurement processes and regulations
Proven track record of consistently meeting and exceeding sales targets
Strong analytical and problem-solving skills
Ability to work independently and collaboratively
Familiarity with Federal IT and security requirements (JITC/APL, NIAP, TAA, FedRAMP, NIPR/SIPR, etc)
Bachelors' Degree Business, Technology, Marketing - preferred
10+ years Sales or Account Management experience
Prior U.S. Military service and/or experience preferred.
Must have U.S. Passport and valid Drivers' License
Travel Requirements
Ability to travel up to 60% of the time to meet with clients and attend industry events. This includes traveling by car, train, and/or airplane.
Location: This is a remote position; Preference is that candidates live within driving distance of a major U.S. Naval Base, e.g. Norfolk VA, Charleston SC, San Diego SC, Pennsacola FL, Lexington Park, MD, etc.