About

• The following are the primary responsibilities of the Solution Area Specialists -Federal public sector: Partner with and lead Account Planning Team on Account Plan for Business Application opportunities, including decision maker identification and solution play selection Establish and build C-Suite and Business Decision Maker (BDM) relationships as an industry aligned Business Applications solution expert Maintain accurate forecasting and pipeline hygiene to support business performance and strategic planning Orchestrate business value + technical solution demos to align with the customers' desired business outcomes and solution requirements Manage long-term contract renewals with existing accounts to ensure long-term satisfaction and successes Actively and regularly engage in sales community calls/channels and share learnings and best practices Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience. Experience selling to working in selling to or consulting to the public sector Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience. 4+ years solution or services sales experience. 2 to 5 years of technology-related sales or account management experience - Experience selling CRM, ERP or cloud-based business applications to large enterprise accounts. Developing pipeline through BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, and an ability to measure and present incremental and new economic value from solutions proposed. Ability to sell connected end-to-end business transformation solutions across business units within accounts. Leading/orchestrating sales processes across account planning, opportunity planning, customer decision frameworks, evaluation plans and sophisticated business case discussions. Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives. Demonstrated accuracy in forecasting business and maintaining pipeline hygiene. Understanding of: CRM and/or ERP applications including Marketing Automation, Sales Automation, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.