Sr Account Mgr - DHS

Sr. Federal Account Manager - DHS

 

Location: Arlington, VA or D.C.

 

We are seeking a highly motivated and experienced Senior Federal Account Manager to join our dynamic team at NEC National Security Systems (NSS). The ideal candidate will have a proven track record in sales and account management, with a focus on driving business growth within the Department of Homeland Security (DHS), specifically Customs and Border Protection (CBP), through security solutions. This role requires exceptional communication skills, technical sales expertise, and a strategic mindset to analyze market trends and customer needs effectively.

 

Responsibilities:

 

Sales and Business Development (40%):

 

Developing medium to long-term sales plans and preparing strategies to grow, protect and diversify relationships with targeted DHS / CBP customers.

Face to face sales to new customers and cross/up/repeat sales to existing customers.

Perform sales activities to achieve or exceed assigned revenue objectives and sales quotas.

Contact and visit prospective customers to determine needs, create and deliver sales presentations, and close new sales orders in line with NEC NSS’s business objectives and profitability guidelines.

Utilize warm calling techniques to nurture leads through the sales funnel and expand business relationships with existing customers.

Developing and delivering sales bids / proposals / presentations and conducting product demonstrations.

Collaborate with cross-functional teams to align product offerings with client needs and market demands.

Maintain sales records and prepare sales reports using Salesforce or similar CRM platforms to track activities and manage client interactions.

 

Relationship Development and Management (40%):

Develop and maintain strong relationships with key clients, particularly within DHS and Customs and Border Protection, to ensure long-term satisfaction and retention.

Manage all facets of the business relationship, marshalling NEC NSS resources to achieve a high degree of customer satisfaction.

Maintain regular contact with clients through phone calls and on-site visits to ensure ongoing satisfaction and relay client feedback to product development staff.

Alert clients to new or improved products/services, such as enterprise-level security products, biometrics (facial, iris), machine vision, cybersecurity, IAM, threat detection, and pre-primary zones.

 

Strategic Growth Initiatives (20%):

Provide key strategic input for company growth, including decisions on market entries, mergers, and acquisitions.

Conduct thorough market analysis to identify opportunities for business development and expansion in federal security markets.

This list is intended only as a guide and summary of the typical functions of the position. It is not an exhaustive or comprehensive list of all possible responsibilities, tasks, and duties to which the employee may be assigned. An employee’s supervisor may ask the employee to perform additional duties or take on additional responsibilities without notice. This list is neither complete nor permanent and may be amended at any time in the Company’s sole discretion.

 

Prerequisites:

• At least 8 years’ experience developing and selling enterprise-level product-based solutions to the US Department of Homeland Security.
• Experienced selling Enterprise Security Products (biometrics, machine vision, cyber security, IAM, port of entry threat detection, pre primary zone detection, etc.)
• Demonstrated experience selling pilot projects and growing those pilots into enterprise-level programs.
• Broad personal knowledge and relationships with key stakeholders within DHS.
• Known as a trusted advisor.
• Ability to understand, craft, and articulate complex technology solutions.
• Minimum Active SECRET clearance. TOP SECRET desirable.

 

Education:  Bachelor’s degree.

 

Skills:

• Proven experience in technical sales and account management, with a track record of meeting or exceeding sales targets.
• Strong analytical skills to interpret data and make informed decisions.
• Excellent verbal and written communication skills, with a knack for building rapport with clients.
• Proficient in account management practices and business development strategies.
• Famili