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Government Account Manager in Seattle, WA

This job is no longer available from Integra Telecom
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Integra Telecom

Base Salary: At least $80,000
Total Comp: $150,000 to $180,000
Industry: Communications
Benefits: Yes
Customers: Large
Car Allowance: Yes
Sales Cycle: salesCycle
Travel: No Travel
Washington:, Seattle


Jun 28, 2016
Utilizing a consultative sales approach, the Government Account Manager is responsible for acquiring new clients within Integras Government and Education Services channel, while also expanding the telecommunications product mix within existing GES customers. The Government Account Manager will have strong vertical expertise with a background selling into state and local government and, and will be expected to meet or exceed assigned monthly quota.

(These responsibilities must be performed with or without reasonable accommodation.)

Maintain all sales process related activities to ensure attainment of assigned sales and revenue targets.

Acquire new business through various sourcing efforts; actively develop territory or business base to maximize new customers.

Proactively penetrate existing assigned Government and/or Education accounts and increase business by recommending solutions which represent the breadth of our product portfolio; developing a client base leveraging the entire Integra portfolio of products and services.

Interface with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development. Leverage knowledge of vertical and institutional relationships to generate organic growth opportunities and to expand share.

Develop and effectively leverage industry partners, networking groups and/or associations to glean segment intelligence and develop joint opportunities.

Leverage executive sponsors and other internal resources to strengthen Integras relationship and credibility with client influencers and decision makers.

Lead successful negotiations to fulfill the requirements of complex and often highly regulated government contracts.

Follow-up on current accounts that are in the pipeline to ensure a closed sale; deliver accurate monthly sales forecasts and reports as requested.

Ensure proper proposals, engineering and sales packages to secure a well-organized implementation process.

Create, deliver and maintain account plans for accounts designated as top growth accounts.

Create, deliver and maintain strategic Go-To Market plan for your assigned region and segment.

Develop expert competencies in federal and local contract terms, compliance requirements and price determination for each unique contract.

Represent Integra in industry and commercial networking groups to develop opportunities and increase brand exposure.

Respond to RFPs and other informational requests in an effort to secure sales opportunities.

Provide feedback to management regarding offering desirable products to the marketplace.

Keep abreast of changing trends and product developments within the telecommunications industry, specifically in the Government/Education sector.

Perform additional duties or projects as assigned.

Works under limited supervision, both individually and within a team environment. May have some supervisory responsibility for Associate GAMs in market. This position has an established monthly sales quota to meet or exceed on a consistent basis. Position is responsible for revenue generation for the company through the sale of telecom products and services within the Government and Education verticals. Failure to effectively meet quota and engage in productive communications with new and existing clients can substantially impact the company in both the short and long-term. This is a complex position requiring effective sales, communication, and project planning techniques. Employee will be responsible for managing a long, complex sales cycle, often working with C-level decision makers. Frequent local travel and internal contact with all levels of employees, particularly within the Sales and Operations Departments. Frequent external contact with all levels of employees of new and existing GES customers. Incumbents must be comfortable with cold-calling and prospecting in-person.

Bachelors Degree in business or related field; or equivalent combination of education and experience.
Minimum of 5 years recent sales experience and delivery of achievement against target within the Government or Education sector.
Demonstrated understanding of high bandwidth and Ethernet solutions, as well as current VOIP/SIP technology.
Solutions-selling and e-rate knowledge preferred.
Ability to understand and apply a variety of regulations and policies governing contract relationships with state and federal agencies, and the companys policies on pricing, rebates, promotions and contract management.
Broad knowledge of procurement practices and contract vehicles, including GSA.
Timely and accurate sales forecasting skills.
High level of social perceptiveness and customer service coupled with a strategic awareness.
Experience using a sales force automation solution such as or SalesLogix.
Strong relationship management skills, including the ability to interface with multiple levels and functions within customer organizations; comfortable in group business networking settings.
Strong facilitation skills in one-on-one and small group environments.
Demonstrated ability to collaborate and work effectively across multiple functions and geographies.
Strong analytical, time management, problem solving, prioritization and planning skills.
Professional written and verbal communication skills.
Proficient in MS Office Suite.
Valid drivers license.

(The following are physical requirements of the position as required by the Americans With Disabilities Act):

Ability to sit for extended periods of time, periodically bending and twisting and frequently applying a negligible amount of force to lift, carry, push, pull or otherwise move objects. Requires infrequent lifting and carrying of from 1-10 pounds. Requires somewhat frequent keyboarding work. Close detail work requiring visual acuity. Must be able to perform primarily sedentary work.

This position description is not intended to be and should not be construed as an all-inclusive list of responsibilities, skills or working conditions associated with this position. While this description is intended to accurately reflect the position's activities and requirements, management reserves the right to modify, add or remove duties as necessary.