Federal Account Manager - DOD

InterSystems•Boston, MA

About The Position

InterSystems technology is the engine behind the world's most important applications. Our software is used to manage over 1 billion patient records worldwide. In financial services, nearly $2 trillion in assets are governed by InterSystems-based risk and compliance applications. With great products, and brilliant people, what we do, matters. Sales Executives in the Federal business are responsible for managing all aspects of prospective and existing accounts, generating sales revenue, and ensuring a productive and profitable business relationship with customers and with Systems Integrators. The ideal candidate will have experience selling technology into governmental accounts or partnering with Systems Integrators that sell into such accounts. A background in operational systems, data platforms or enterprise software is important – particularly related to the regulatory and policy frameworks used to support the federal government ecosystem. An understanding of the Federal procurement process is important, including contracting vehicles, prime contractors versus subcontractors, services versus products, flow down considerations, and ongoing contract management.

Requirements

Governmental agency domain knowledge, especially around key topics and trends impacting Defense. This includes Departmental priorities, key programs within operating divisions, and assessing the impact of statute and regulation in supporting new efforts.
8+ years track record of technology sales success at the US Department of Defense. This includes non-cleared and cleared opportunities in CONUS and non-CONUS theatres
Demonstrated experience selling software solutions, including data platforms and analytics to the Department of Defense
Achieving net new software sales quotas for the past several years (consistent record of achieving targets)
Growing a sales territory within the Department of Defense, focused on non-healthcare components
Demonstrated experience selling software solutions, including data platforms and analytics
Understanding of the government contracting process and established relationships with key external business partners
Excellent communication, presentation, and interpersonal skills
Bachelor’s Degree or relevant experience

Nice To Haves

Security Clearance and the Top-Secret level or above a plus

Responsibilities

Introducing InterSystems products and services to The US Department of Defense
Planning sales strategy and driving new business opportunities with target operating divisions within the Department
Main focus will be on non-health programs, use cases and opportunities. Sub-focus healthcare related prospects
Achieving sales objectives and quotas
Influencing the design of upcoming RFxs through collaboration with key stakeholders
Building relationships with Systems Integrators in order to drive the inclusion of InterSystems technology in proposals
Collaborating with Sales Engineers and other functional units at InterSystems to assemble sales proposals including RFx responses
Acting as the principal liaison between InterSystems, prime contractors, and customer accounts; developing and enhancing business relationships by providing high levels of service and by encouraging contact with accounts at various organizational levels; developing and continuously updating account profiles
Ensuring that problems raised by existing customers and integrators are handled by the organization
Providing feedback from customers regarding product performance; providing input to product development and support services for product fixes and enhancement
Representing InterSystems at sales conferences to promote the Company’s products and services
Generating new business revenues as well as helping to protect and grow existing customer base