Enterprise Relationship Manager – U.S. Army – Bethesda, MD

Altimeter Solutions
    October 12, 2020
    Bethesda, MD
    Job Type


    Job Summary:

    As our company continues to rapidly grow, we are looking for an experienced, enthusiastic individual who enjoys working in a dynamic, fast-paced environment to join our US Public Sector Field Sales team as an Enterprise Relationship Manager selling to the United States Army.

    In this role, you will be a critical element of our sales organization by selling Cloud & Software products and services to the company’s most strategic, complex named accounts in the Department of Defense. You will be the face of the company to our customers, and you will help propel our company by driving the company’s revenue and growth. This is a great opportunity for someone interested in continued career growth within a global organization that is continuously recognized for its world-class products!

    Your primary responsibilities will include:

    • Establishing relationships at executive levels to identify and sell Software & Cloud products and services directly to agencies within the United States Army
    • Building and leading teams of internal and external resources to identify, pursue, and close specific opportunities while providing professional leadership and coordination
    • Establishing and maintaining close relationships with other sales teams as well as with external partners to develop and achieve account strategies and opportunity plans
    • Carrying a revenue quota to meet or exceed sales targets Identifying, developing, executing, and maintaining account strategies to drive adoption of our suite of products and services
    • Understanding and navigating account procurement practices to negotiate licensing contracts
    • Driving prompt resolution of customer issues and ensuring high levels of customer satisfaction

    Basic Qualifications

    • Bachelor’s degree or equivalent experience required
    • 8+ years of sales experience with at least 5 years selling software to the U.S. Army
    • 3+ yrs current experience selling to U.S. Army with established book of business/relationships w/U.S. Army
    • Track record of establishing strategic executive level relationships within U.S. Army
    • Strong record of meeting or exceeding enterprise sales quotas in excess of $3 million a year
    • Network of enterprise reference contacts as an audience to present Citrix solutions

    Preferred Qualifications:

    • Strong consultative selling ability – critical questioning, listening, analytical, negotiation, communication, and presentation
    • Ability to develop and articulate compelling qualitative and quantitative business cases for IT solutions
    • Ability to manage long, complex sales cycles from beginning to end
    • Knowledge of strategic account sales techniques and processes including understanding customer needs, overcoming objections, developing business cases, negotiating and closing complex deal
    • United States Security Clearance preferred
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