Senior Specialist, Sales/Account Management

L3Harris Technologies•Frankfort, KY

5d•$97,000 - $191,500

About The Position

Responsible for building strong business relationships with existing and new customers in Kentucky and West Virginia while ensuring client satisfaction and resolving issues. Provides account support during program implementation. Develops opportunities, including statewide networks in both states, and works with local channel partners on strategic growth and expansion within the existing client base. Develops sales strategies to prospect existing accounts in assigned vertical markets and provides customer solutions that support revenue growth, customer acquisition, and profitability. The role contributes to maintaining and generating sales and building long-term customer relationships. The position works with assigned accounts and channel partners, develops new business, and engages stakeholders across customer organizations. It manages sales opportunities through the sales funnel, monitors projects for client satisfaction, meets agreed sales targets, and supports timely program delivery. Extensive travel within the assigned region is required.

Requirements

Bachelor’s degree and at least 6 years of relevant experience; or a graduate degree and at least 4 years of related experience; or, in lieu of a degree, at least 10 years of related experience.
At least 4 years of experience in the Public Safety market.
At least 4 years of experience in business development, sales leadership, public-sector sales, account management, or strategic market development.

Nice To Haves

Demonstrated success developing business in State, Local Government, and Education (SLED) markets.
Strong understanding of public procurement processes, contracting vehicles, government purchasing practices, and fiscal-year budgets.
Proven ability to develop and maintain executive-level customer relationships.
Experience supporting large, complex opportunities with multiple stakeholders and extended sales cycles.
Excellent communication, presentation, relationship-building, and negotiation skills.
Experience with cooperative purchasing organizations such as NASPO Value Point, Sourcewell, or similar programs.
Experience supporting government RFPs, RFQs, contract vehicles, and public-sector procurement initiatives.
Knowledge of state and local government budgeting, grants, bond funding, and capital improvement programs.
Ability to build relationships with internal and external stakeholders.
Strong analytical and strategic-thinking capabilities.
Proficiency with Microsoft Office Suite, Power BI, Adobe, and Copilot platform.
Ability to thrive in a cross-functional team environment.

Responsibilities

Build relationships and work with existing channel partners in assigned territories.
Build relationships with assigned accounts, develop new accounts, and engage stakeholders across customer organizations, including executives, engineering, managers, contracts, and channel partners.
Develop business and sell at strategic levels within accounts; implement broad sales strategies to gain customer acceptance and support service implementation.
Prospect actively for new business while meeting the needs of existing customers.
Monitor and oversee projects within the assigned account portfolio to ensure client satisfaction and resolve issues.
Expand relationships with new and existing customers by working with channel partners and proposing solutions that meet customer objectives.
Achieve agreed sales targets and outcomes for Public Safety and Professional Communications products, services, and solutions.
Develop and strengthen relationships with assigned accounts and support customer relationships.
Manage opportunities throughout all stages of the sales funnel, including conducting cost-benefit and needs analyses for existing customers.
Establish and maintain positive business and customer relationships with all levels of management.
Help customers and internal partners achieve quarterly and annual business objectives while ensuring timely program delivery.
Complete timely and accurate communications and administrative work, including activity and expense reports, customer management tool updates, meetings, forecasting, and sales-plan information.
Participate in and potentially lead cross-functional teams to meet business objectives.
Provide senior sales and operations staff with updates on account concerns, financial status, and other relevant matters.
Travel extensively within the assigned region.