Sr. Account Executive, Federal Sales | East Region

Sr Account Executive, Federal Sales

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Job Overview

As the Sr Account Executive, Federal Sales, you will engage with C-Suite and Executive level contacts within Federal Government agencies and qualified organizations. Your goal is to sell products and services, gain new business through prospecting, cold-calling, networking, and generating leads and referrals. You will meet and exceed sales objectives by acquiring targeted strategic accounts. Your primary function is to lead all customer interactions with key decision makers, creating new opportunities for sales and relationship growth within the team's Federal Government account deck. By partnering with other teams, you will consistently manage a portfolio of active lines, identify customer needs, and utilize solution-based selling techniques to fully demonstrate the value of T-Mobile products and services. Ideal candidates will have prior experience in federal law enforcement.

Job Responsibilities

• Sales and Prospecting Activities: Proactively engage in cold calling to generate leads and expand the client base. Develop profitable new account relationships within the Department of Defense (DoD) and Federal Civilian verticals, leveraging your expertise to identify and cultivate high-value opportunities. Drive new business growth through strategic partnerships and consistently seek out new avenues to expand the client base. Identify and solicit business opportunities by leveraging your knowledge of clients, markets, products, and services, ensuring a tailored approach to meet client needs.
• Sales Tools and Documentation: Fully utilize sales force automation, funnel management, and prospecting tools. Manage the sales funnel, generate reports on activities and forecasting, and ensure all internal departments fulfill their responsibilities to onboard new customers. Document all sales activities using our CRM platform to maintain accurate and up-to-date records.
• Sales Cycle Management: Execute and manage the entire sales cycle and detailed account strategy, working cross-functionally with experience in negotiating contract terms and collaborating with the legal team.
• Market Expansion: Develop and implement strategies to expand the market position for Federal Government Accounts. Build and maintain positive relationships with senior executives, key decision makers, influencers, and technical experts within designated accounts. Successfully position new solutions and concepts for expanding business in evolving customer environments with accurate funnel forecasting and revenue growth.
• Travel: Regularly travel to assigned military bases within your territory to meet with existing and prospective clients, ensuring strong, face-to-face relationships and a deep understanding of client needs (up to 50% travel monthly).
• Presentations: Make compelling sales presentations to current and prospective DoD and Federal Civilian clients, effectively communicating the value and benefits of our products and services.
• Referral Network: Implement and maintain an effective referral network and call program to promote sales, leveraging relationships to generate new business leads.
• Collaboration: Collaborate with internal partners within the Government sector and throughout the enterprise to build a successful network of internal advocates, supporting continuity and growth within the Public Sector.
• Public Relations: Establish and maintain positive public relationships within the community to enhance the organization's image and promote new business opportunities.

Education and Work Experience

- High School Diploma/GED (Required)
- Bachelor's Degree (Preferred)
- Federal law enforcement experience (Preferred)
- 5-7 years sales experience in an acquisition capacity Required
- 5-7 years previous sales/relationship management and RFPs/RFQs within the Federal space. Experience in managing complex corporate and/or government RFPs. Preferred
- 5-7 years experience selling postpaid products within a Federal vertical is a plus. Preferred
- 5-7 years wireless industry or technical sales experience. Preferred
- 5-7 years business markets sales experience. Preferred

Knowledge, Skills and Abilities

- Business Planning Demonstrates contribution in account planning and execution of strategic plans to achieve business goals. (Preferred)
- Account Management Builds and maintains effective long-term relationships with a defined customer base to ensure high satisfaction and increased revenues. Identifies, develops, and typically closes new sales opportunities. (Preferred)
- Product Knowledge Serves as the primary interface for all products and services, creating demand by raising their profile with customers. (Preferred)
- Sales Growth Leads all daily customer interaction efforts to create new opportunities for sales and relationship growth within the team's account deck. Meets or exceeds sales targets with assigned strategic accounts by selling solutions and services. (Preferred)
- Communication Possesses strong verbal and written communication skills for customer interactions, presenting solutions, and team collaboration. Clear and persuasive communication builds customer relationships and closes sales. (Required)
- Negotiation Confidently handles sales negotiations with prospects and existing clients to secure favorable terms. (Preferred)
- Executive Level Presentations Creates and presents convincing and persuasive content to C-level executives, both in person and virtually, with professional confidence. (Preferred)
- Contractual Agreements Demonstrates an understanding of and experience working cross-functionally with the Legal team to draft and negotiate contract terms, ensuring compliance and favorable outcomes. (Preferred)
- CRM and Microsoft Office Proficient in using CRM systems such as Salesforce to manage customer interactions and sales activities. Strong skills in Microsoft Office products, especially Excel for data analysis and reporting, and PowerPoint for effective presentations. (Required)
- New Customer Acquisitions Possess a proven track record in acquiring new customers, with the ability to identify and target potential clients, develop effective sales pitches, and close deals. This involves strong networking skills, the ability to build and maintain relationships, and a deep understanding of the sales process from lead generation to closing.

Licenses and Certifications

- At least 18 years of age
- Legally authorized to work in the United States
- T-Mobile requires U.S. citizenship for certain roles within the organization. This role requires U.S. citizenship. Individuals hired into this role will be required to submit documentation proving U.S. citizenship within the first 7 days of hire - failure to do so will result in termination.

Travel

Travel Required: Yes

Pay Range

Total Target Cash Pay Range: $154,900 - $279,300, inclusive of target incentives
Base Pay Range: $108,430 - $195,510