SW Sales Account Manager

Quest Software is an award-winning software provider offering leading edge solutions in Cybersecurity, Identity Management, and AI readiness. They are seeking a Federal Software Sales Account Manager to develop relationships with key decision-makers and drive enterprise software solutions in the federal ecosystem.

Responsibilities:

• Developing and maintaining relationships with key executive-level decision-makers
• Identifying mission-critical requirements that the Quest solution portfolio can address
• Prospecting, developing, and closing $1M plus opportunities in your defined territory
• Developing strategic account plans, mutual action plans, and value prompters to align Quest solutions with the maximum potential for return to our customers
• Recognizing customer business challenges and driving/influencing resources to address opportunities
• Leveraging a significant installed base, focusing on identifying new opportunities to increase market share and bookings growth

Requirements:

• Must be a U.S. citizen
• 10+ years of successful experience in working within the federal ecosystem to deliver enterprise software solutions in a fast-paced, quota-driven sales capacity
• Excellent presentation, business, analytical, problem-solving, and communication skills, with the ability to effectively communicate with business and IT individuals at all levels of the customer's organization
• Strong prospecting skills
• Proficient with CRM tools – Salesforce.com preference
• Strong written and oral communication skills, including cold calls, proposal preparation, presentation, and selling skills: Opening, probing, supporting, closing, and overcoming customer indifference
• Knowledge of solutions and value-based selling techniques
• Ability to sell to high-level executives using articulate value propositions
• Strong teamwork skills are required to work in a highly matrixed environment successfully
• Willing to travel as needed to support our customer
• Demonstrated tenure and success in roles of increasing responsibility and quota retirement
• Demonstrated success in driving large enterprise opportunities
• Demonstrated success in highly qualified target opportunities to maximize the utilization of available resources
• Demonstrated proficiency in working in a team environment to overcome challenges and deliver for our customers
• BS/BA Degree or greater
• Technical background
• Active security clearance
• Skilled in leveraging CRM systems such as Salesforce.com