Federal Account Executive (Federal Civilian)

Box Incorporated

3d•Onsite

About The Position

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia. By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It's the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift. WHY BOX NEEDS YOU We need strong sellers to help new customers realize their digital transformation goals while evolving how our current customer base leverages Box. By joining the Box Federal Sales team, you will have an opportunity to work alongside our most senior sales leaders within the Federal Government vertical. This is a field role located in the Washington, DC Metro or Mid-Atlantic area

Requirements

6+ years of work experience in Sales with a track record of success
5+ years of experience building relationships and selling into Federal Civilian leadership
Proven ability to learn new technology and products
Deep understanding of Federal procurement processes, budgeting, and acquisition cycles
Strong presentation, communication, and negotiation skills
Ability to work independently and in a fast-paced, mission-focused environment
Effectively uses a repeatable method for uncovering greenfield opportunities and building out a new territory

Nice To Haves

Prior success in ECM, Cloud, or SaaS Federal DoD sales

Responsibilities

Source and close net new logos within the Federal Government vertical, specifically within Federal Civilian
Research and understand your customers and prospects to gain insight into their business challenges and Box value proposition
Build and execute strategic account plans for Federal Civilian enterprise customers
Drive net-new sales and expand existing business across Federal programs and agencies
Partner with system integrators and channel partners to pursue large-scale programs
Navigate procurement processes (OTAs, IDIQs, BPA, and sole-source vehicles)
Serve as a trusted advisor to Federal leaders, program managers, and acquisition officials and manage through multi-layer stakeholders in Government Agencies
Collaborate with solutions engineers, capture teams, and proposal staff to win pursuits
Exercise judgment in selecting methodologies, techniques and evaluation criteria throughout the sales process
Travel up to 50% of the time within your territory