Account Executive - Federal

Remote

Full Time

Sales

Experienced

VIRSIG is seeking a Federal Account Executive who is a vertical market specialist (subject matter expert) that will be responsible for the business development and performance of all sales activities in their specific market (US Navy West Coast & Hawaii). This role strategically focuses on new business development specific to the US Navy. The person in this position must understand all aspects of this niche market, including budgetary drivers, business objectives, operational issues, and key attributes of the types of decision-makers and influencers within the agency. The ability to prioritize and segment targets based on geography, opportunity characteristics, and demographics will be paramount to the success of this position. A successful Federal Account Executive identifies, investigates, and evaluates new business opportunities and alliances that promote VIRSIG’s objectives. This position is accountable for developing strong relationships with internal resources, solid partnerships with industry influencers (government consultants, co-op partners & manufacturer reps), and alignment with strategic customer clients (US Navy end users) and will leverage key VIRSIG attributes (i.e., SDVOSB, VOB, MBE, DBE, 8(a), etc.) to promote VIRSIG business and opportunities within the specific vertical. This position is based out of our Port Washington, NY headquarters but is remote-eligible. Work-related travel required.

Why join us?

Competitive compensation packages
Medical, dental, vision insurance
Health Reimbursement Arrangement (HRA)
Flexible Spending Account (FSA) - Health and Dependent Care
401(k) with company match
Professional development assistance
PTO program
Paid federal holidays
Growing firm with fantastic team and culture
And more!

Job Details
Responsibilities

Develop a sound business plan and sales strategy that ensures the attainment of VIRSIG sales goals and profitability
Provide input beyond one’s own territory and acts as a federal market subject matter expert
Create, monitor, and revise lead generation plans to ensure a significant and measurable sales pipeline
Work closely with assigned Account Managers to close new and repeat sales within the specific vertical

Find new and creative methods for interacting and collaborating with potential clients

Capture the attention of potential customers and present new solutions and services that VIRSIG has to offer, engaging the internal VIRSIG Account Manager and presenting the solution and proposal to the client

Conduct research and analysis of market/project opportunities consistent with the specific Federal market strategy, leveraging available market research analytical tools (Sam.gov, GovWin, etc.)

Prepare action plans for effective search of sales leads and prospects

Develop strategies & tactics for a successful and scalable business development initiative

Ensure that customers are informed of new product/service introductions and prices

Work in collaboration with the VP of Business Development to develop mutually attainable BD goals

Leverage the VIRSIG portfolio of socioeconomic classifications (8(a), MBE, SBE, SDVOSB) as an effective means of procurement

Work closely with Sales, Operations, and Management to collaborate on market conditions, pricing issues, competitive trends, and industry relevance

Collaborate and assist in preparation of proposals/presentations

Diagnose and respond to client needs with written & verbal follow-up

Attend trade shows and industry conferences for educational and customer-oriented purposes

Adhere to all company policies, procedures, and business ethics codes and ensure they are communicated and implemented within the team

Review and respond to public and private RFPs and bid solicitations

Create customer e-files to allow for an organized and accessible repository of documents and opportunity-related materials

Create and maintain a database of current and potential customers

Stay informed about competing products and services

Participate in client sales calls and outside meetings as required

Attend pre-bid conferences and client meetings as required

Ensure that VIRSIG’s “Why” and core values are guiding principles in all daily activities

Qualifications & Experience

Bachelor’s degree preferred in business, engineering, or related field; equivalent relevant experience accepted
Minimum 5-7 years of proven business development experience, including 3 years of US military or other DoD specific business development activities
Minimum 4 years of service in the US Armed Forces
Exceptional administrative skills
Organizational skills with strong attention to detail
Self-motivated and directed; independent worker; effectively able to prioritize and multitask
Industry-related certifications a plus
Must have a clean and valid Driver’s License
Highly energetic and results-oriented, dedicated team player and communicator who can work under pressure in a structured environment
Expert on products/systems and solutions of VIRSIG relevant to the vertical markets and their value propositions (i.e., Electronics Security Systems - CCTV, Access Control, Intrusion Detection, Duress Button, Weapons Detection, Technology, Specialty Procurements, Construction and Maintenance Services, etc.)
Strong verbal/written communication and outstanding presentation skills required
Responds effectively to changes in situations or information
Ability to influence others and build consensus
Strong leader with ability to work independently and manage sales territory
Strong analytical skills necessary to resolve problems and look for solutions
Ability to facilitate a collaborative working environment for customers and team members
Driven, positive, self-motivated, and results-oriented
Proficiency in Microsoft Office Suite and CRM software such as ConnectWise or Salesforce
Exceptional customer service skills
Exceptional customer focus and ability to work under pressure; ability to anticipate and seek to meet the needs and wants of the customer without being prompted
Strong technical and analytical comprehension of technology related terms and system features
Ability to understand basic technical explanations and convey updates regarding technical matters to both internal and external audiences

VIRSIG, LLC is a global technology company focused on secure networks, video surveillance, detection, and access control solutions. We protect people, places, and data by identifying then addressing cybersecurity, infrastructure, perimeter, and site vulnerabilities.

VIRSIG’s “Why”

At VIRSIG, we believe that service to others can change the world. We believe that those who serve with strong morals and character can inspire others to do the same and overcome obstacles and challenges that many may see as insurmountable. We believe that it is our duty to defend, protect, and serve those that uphold our nation’s values. If you’re driven and looking for a place to grow, come join us.

VIRSIG’s Core Values

People Matter
Do the Right Thing
Endless Pursuit of Excellence
Long-term vs Short-term Focus
Be Heroic!
Never Give Up

VIRSIG offers eligible employees health and welfare benefits coverage options including medical, dental, vision, spending accounts, professional development assistance, as well as participation in a 401(k) plan with company match. Salary will be commensurate with experience.

VIRSIG is proud to be an equal employment workplace. Individuals seeking employment at VIRSIG are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws.

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