Federal account executive job description

Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? That's the power of data in motion in action-giving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, we're building the foundational platform for this new paradigm of data infrastructure. Our cloud-native offering is designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, organizations can create a central nervous system to innovate and win in a digital-first world.

We're looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluent's enormous potential. Chart your own path and take healthy risks as we solve big problems together. We value having diverse teams and want you to grow as we grow-whether you're just starting out in your career or managing a large team, you'll be amazed at the magnitude of your impact.
About the Role:

The Enterprise Account Executive will play a key role in driving Confluent's sales activities focused on Public Sector National Intelligence programs.

This role includes activities developing and executing the go-to-market strategy within the Federal space. The ideal candidate needs to have experience selling complex Database, Messaging, Big Data, Open Source, and/or Cloud solutions.

What you will do:Build awareness for Kafka and Confluent within federal agencies Aggressively prospect, identify, qualify and develop sales pipeline Close business to exceed monthly, quarterly, and annual bookings objectives Build strong and effective relationships, resulting in growth opportunities Build and maintain relationships with new and existing Confluent partners Create and execute go to market plans that are based on viral methods and organic growth
What you will bring:Candidates located in DC, MD, and VA preferred but not required Active Security Clearance Required3-5 years of successful data integration/analytic sales experience to Intelligence agencies Deep experience selling within the Database, Open Source, Messaging, Cloud, and/or Big Data space.Significant experience in a Sales or Sales Engineering role within a similar start-up and high-growth organization An ability to articulate and sell the business value of big data and the big impact on businesses of all sizes Impeccable planning and methodology-driven AEs (MEDDIC/MEDDPIC), with a high level of Empathy for our clients.
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At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

Confluent requires all employees (in office and remote) in the U.S. to be vaccinated for COVID-19. Consistent with federal, state, and local requirements, Confluent will consider requests for reasonable accommodation based on medical conditions/contraindications or sincerely-held religious beliefs where it is able to do so without undue hardship to the company.

Click here to review our California Candidate Privacy Notice, which describes how and when Confluent, Inc., and its group companies, collects, uses, and shares certain personal information of California job applicants and prospective employees.

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ID Technologies, LLC is a growing company looking for talented and career-oriented team players. At ID Technologies, we have a clear mission - to make it simpler for our customers to buy and use IT that's fit for their purpose. We don't say that IT projects are ever easy - IT is challenging to do well, the stakes are often high, and technology is evolving rapidly. But there is much we can do to ease our customers' experience and minimize time-to-value. We call our process “Accelerating Simplicity”.

ID Technologies has a distinctive product, services and integration practice selling Enterprise IT Solutions to Worldwide Public Sector markets. IDT holds significant IT Prime contracts within the US to, NASA SEWP, GSA Schedule, CIO-CS and has access to various other IT contract vehicles utilized by US Federal Civilian Agencies. These contracts are leveraged by our sales staff to pursue Federal Civilian opportunities. IDT seeks an experience Account Executive to build and leverage existing relationships within Federal Civilian to create opportunities to sell IDT's portfolio of capabilities. This professional must have the commitment, desire, and work ethic necessary to lead the expansion of an emerging pipeline of opportunities within Federal Civilian. The ideal candidate will bring a blend of Enterprise IT, Cloud, and Product Resale experience in selling to Us Federal Civilian customers. The role requires communication skills, strategic thinking, sales strategy execution, business development and sales experience, proven partnership management, and relevant and current relationships with senior executives across the customer base. The selected candidate will be expected to help define, and execute the go-to-market strategy for Federal Civilian. This candidate must leverage the IDT partner ecosystem, bring an existing partner and OEM relationships, and assist in forming new partners relationships, to build on the qualified portfolio of technology capabilities for IDT. This candidate will report to the Director of Federal Civilian Sales.
U.S. Citizenship required
Responsibilities
• Meet or exceed monthly objectives and quotas
• Prospect for and qualify new account opportunities, pipeline development
• Proactively sell IT products and services to qualified customers
• Maintain a high level of sales activity including needs assessments, development, proposal preparation, presentation, negotiation, and post-sale services
• Work collaboratively with inside sales, sales engineering, program management, business development, professional services and other company organizations as required
• Work with existing technology partners to develop sales demand and qualified pipeline
• Work within the Federal Acquisitions Regulations (FAR) to sell enterprise IT solutions
• Manage assigned accounts on an on-going basis and achieve continued revenue growth and revenue retention
• Deliver timely, accurate sales forecasts and reports as outlined by Sales Director
• Actively participate in all professional development activities and training classes
• Support others within the sales and service team to achieve customer satisfaction levels
• Maintain a professional relationship with all customers and business partners
Qualifications
• Minimum of 5 years of government experience
• Must demonstrate senior level consultative selling and closing skills with proven success in developing new accounts
• At least 2 years of demonstrated success and experience selling to the Federal Government, with a preference of Federal Civilian Agency experience, such as State Department, Department of Commerce, and Department of Interior
• Have a background selling technical solutions to high-level executive decision-makers
• High motivation, willingness to learn, and goal-oriented
• Possess creative and resourceful problem-solving abilities with attention to detail
• Experience selling in a team environment
• Must be an excellent listener with the ability to build successful relationships
• Working knowledge of general marketing principle tools and processes
• Must possess skills necessary for decision making and customer retention
• Demonstrated success in IT sales to federal government enterprise level, using relationship management and system sales concepts
• Experience in solutions selling, consultative sales techniques, and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies in the Federal Government

The Services Account Executive is responsible for the opportunity management of both Expert Services and Success Services sales within designated strategic accounts, in coordination with the license sales teams and partners. Additional responsibilities involve activities to support obtaining the highest levels of services customer satisfaction scores. The Services Executive ensures that all proposals are sized and scoped for successful project delivery.

Each SAE is expected to ensure that clients make full use of their ServiceNow investment by driving rollout and deployment plans for the full array of licensed ServiceNow products. These plans should be developed through a strong partnership with the sales organization.

The SAE role is responsible for ensuring that each services proposal is structured to allow revenue to be recognized in a predictable and timely fashion and with minimal risk of revenue being withdrawn or reduced versus initial contract expectation. The role will work with the Delivery organization to provide expected revenue performance numbers, versus plan.
Responsibilities:

Act as the primary point of contact for the customer with regards to ServiceNow's Expert and Success Services portfolio

Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed resulting in acceptable organizational risk taken by ServiceNow

Work with the license and solution sales teams to ensure that Expert and Success services are appropriately positioned on all designated accounts. This may be through ServiceNow staff or through partners or a combination of both

Ensure that plans are developed such that the full array of licensed product may be deployed not just that which might be needed for a first project

After the initial license sale look for other business opportunities within designated accounts which may allow further ServiceNow products to be licensed and keep the sales organization appraised of any such opportunities

Drive the client to provide references

Exceed services sales quotas

Project Mobilization Support

Ensure successful transition to the Delivery organization through comprehensive briefings and handover

Identify business development plans for accounts with low customer satisfaction, low adoption/usage and upgrade requirements

Delivery/Finance Responsibility

Ensure that each Expert and or Success services proposal is contracted such that the chances of successful delivery; on time, on budget and delivering the agreed functionality are maximized

Ensure that each services proposal is drafted to maximize the chances of the client providing high marks for project satisfaction.

Drive service references

Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment