Federal Government Account Executive – National Security

 

Federal Government Account Executive – National Security

 

Location: Washington, DC; Cary, NC

 

Nice to meet you!   

 

We’re the leader in analytics. Through our software and services, we inspire customers around the world to transform data into intelligence – and questions into answers.  

We’re also a debt-free multi-billion-dollar organization on our path to IPO-readiness. If you’re looking for a dynamic, fulfilling career coupled with flexibility and world-class employee experience, you’ll find it here. 

 

About the job   

 

As a Federal Account Executive, you will be responsible for sales of SAS software solutions and services. The ideal candidate will bring a combination of experience and relationships to identify and pursue opportunities where SAS’ portfolio of data, analytics, artificial intelligence, and machine learning solutions can drive better outcomes. We are considering candidates with Federal sales experience with the Department of Defense and the Intelligence Community with a focus on but not limited to Army and Intel. This position is responsible for working with the C-suite and other executive stakeholders to drive new business, developing a strategic account plan, executing on this plan, and working with the broader support teams to grow new software and hosting revenue primarily through enterprise solutions.

 

As a Federal Account Executive, you will:   

• Positioning our software, solutions, and hosted managed services (FedRAMP and other) to solve customer challenges 

• Embracing total ownership of the assigned sales domain and having an entrepreneurial mindset 

• Working to identify, prospect, qualify and drive strategic sales opportunities for SAS within the National Security Space. 

• Development of a Strategic Plan for growing the SAS’ National Security footprint based on a comprehensive opportunity analysis which should consider market, policy, and political dynamics, relationships, agency budgets and priorities, compelling business needs, and SAS Federal contracting arrangements.  

•  Determine the key functional and business areas and SAS solution areas that are of the highest value to pursue and then developing and executing sales plans to build new business opportunities and close revenue. 

• Working with appropriate internal SAS support teams to assemble and generate information including but not limited to white papers, RFx/solicitation responses and other demonstration documents to shape or pursue new or existing opportunities, in addition to providing standard quotations and proposal information as needed. 

• Working with other internal SAS personnel to create and finalize contracts and sales fulfillment requirements in accordance with distinctive and at times unique customer acquisition and term requirements and assisting other SAS departments as they seek to understand/justify any nonstandard elements or requirements associated with our National Security customers. 

• Accurately forecast opportunity timeframes to close business, while providing best possible visibility into agency decision-making and processes through clear written and verbal communications. 

• Performing other duties as assigned. 

• In addition to sales and strategic engagements with all levels of decision-makers, this individual must be comfortable coordinating with multiple groups and teams internal to SAS to shape and adapt to new areas, problems, requirements, and solutions concepts. 

• This leader must also be comfortable working with SAS Management to direct and manage external consulting or government affairs resources. 

Required Qualifications 

 

• Bachelor’s degree or higher or evidence of exceptional ability.  
• 5+ years of full lifecycle sales experience; 3+ years of Federal Sales experience.

• A strong understanding and knowledge of the National Security landscape, culture, organizations, procurement cycles, and structures. 

• Excellent interpersonal, presentational, and organizational skills. 

• Individual must be able to communicate clearly, and work with industry domain, business development, pre-sales, delivery, and legal and R&D team members as directed to properly explain, develop and secure the appropriate types of business engagements, agreements and structures to bolster SAS’ ability to be successful and innovative in the National Security marketspace. 

• Ability to grasp and/or have experience in the big data/analytics/AI space. 

• Ability to an