Senior Account Executive, Defense & National Security

SAS

17d•Remote

About The Position

The SAS Federal team is looking for a Senior Account Executive to own a named Department of War (DoW/DoD)/Intelligence Community (IC) territory and lead complex sales cycles for SAS data, analytics, and AI solutions. You’ll determine where to focus, align internal and partner resources, and convert mission problems into measurable outcomes for our customers, while growing revenue through selling enterprise solutions. You will engage senior decision-makers across programs, acquisition, security, and IT to shape demand, build pipeline, and close business. This role is critical as SAS is strategically focusing on and investing in our work and relationship with National Security. There has never been a more exciting time than now to join SAS Federal!

Requirements

Bachelor's degree, preferably in Business, Marketing, MIS, or other relevant discipline.
Requires a minimum of eight years of experience in sales, marketing, or technical support of computer software solutions (including related training products and services), computer hardware, or telecommunications software/hardware. Specific industry-related experience may be considered in combination with the above requirements.
Knowledge of advanced strategic sales techniques; knowledge of hardware and/or software acquisition cycles and buying influences specific to the Federal Government and national security space.
Advanced knowledge of industry software and hardware terminology and concepts; knowledge of SAS solutions and services preferred.
Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.
Ability to initiate and lead projects; ability to work effectively in a team environment; ability to relate technical and business concepts to SAS applications and user needs; ability to work independently and as part of a team; ability to travel on a frequent basis
Based in the DC metro area or able to travel routinely to customer sites

Nice To Haves

Sales Planning: Develops and executes strategic sales plans to achieve revenue targets and drive business growth.
Customer Centricity: Prioritizes customer needs and delivers tailored solutions that enhance satisfaction and loyalty.
Relationship Building: Cultivates strong, trust-based relationships with clients and stakeholders to foster long-term partnerships.
Obstacle Navigation: Proactively identifies and overcomes challenges to maintain momentum and deliver results.
Insight Driven Value Creation: Leverages data and market insights to craft compelling value propositions that address client pain points.
Self Motivation: Demonstrates initiative and drive to exceed goals independently in a fast-paced, target-driven environment.

Responsibilities

Sell software, solutions, and services to current and prospective customers, collaborating with sales, pre-sales, and domain experts to maximize opportunities within the assigned territory.
Identify and qualify business opportunities by prospecting within accounts, fulfilling information requests, and evaluating the level of opportunity and required resources.
Implement and manage territory and account strategies, advancing opportunities through the sales cycle and forecasting timelines to close business.
Coordinate closely with pre-sales and executives to ensure timely responses to high-potential opportunities and facilitate customer engagement.
Prepare and customize quotations, proposals, and contracts, working with internal departments to finalize agreements and set delivery schedules.
Conduct direct customer interactions, including presentations to executive-level clients, and travel as needed to maintain and grow relationships.
Leverage knowledge of company offerings, market trends, and sales methodologies (such as BASE or Strategic Selling) to tailor solutions and consulting packages to customer needs.
Serve as a resource for team members by sharing insights on territory management, policies, procedures, and industry knowledge, and by directing internal resources to achieve objectives.
Follow up extensively with customers to ensure satisfaction, uncover new revenue opportunities, and assume responsibility for all account activities and revenue growth.
Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.

Benefits

Comprehensive medical, prescription, dental and vision plans.
Medical plan options include:
PPO with low annual deductible and copays.
HDHP combined with a health savings account with a contribution from SAS (no access to on-site health care center).
Onsite Health Care Center (HQ) that’s free to employees and family members enrolled in the PPO plan. There’s a pharmacy too! Not local to HQ? The pharmacy will ship prescriptions for no additional charge!
An industry-leading 401k plan.
Tuition Assistance Program and programs and resources to support your development
Generous time away including vacation time, a variety of paid holidays, and our much-loved U.S. Winter Wellness Break between December 25 and January 1.
Volunteer Time Off, parental leave and unlimited paid sick days.
Generous childcare benefits for all full-time employees.