Federal Account Manager

Ata Glance

Legrand has an exciting opportunity for a Federal Account Manager to join the Data Center Power & Control Division (DPC). Under the general direction of the VP of Global and Key Accounts, the Federal National Account Manager’s primary responsibilities are to manage and develop federal government sales on a national level. This position will be responsible for achieving sales, profitability, and growth objectives for Federal and Civilian critical agencies and customers.

Due to the unique requirements of selling to the federal government, the Federal National Account Manager will be expected to help drive activities across the company in support of revenue growth in the Federal sector.

The Federal National Account Manager represents the products and services within the Data Center White Space, inclusive of Access, Cabinets, Containment, and Power.

The Federal National Account Manager, like all members of the Data Power and Control (DPC) Division, is expected to foster a positive work environment, demonstrate initiative, professionalism, personal awareness, integrity, and maintain confidentiality.

LOCATION
:
Washington, DC

TRAVEL
: up to 75%

• Experience managing large government contract relationships.
• Knowledge of government procurement practices.
• Develop a sales territory plan for developing new sales and building a strong sales pipeline for the federal sector.
• Work with local partners to secure an appropriate route to market for Federal procurement.
• Provide guidance and business cases regarding federal government contract management and compliance.
• Represent the needs of federal government customers and prospects to the company.
• Establish productive, professional relationships with customers and channel partner principals / key decision makers in assigned territory through regular meetings and communication.
• Coordinate the involvement of the DPC team, including sales, support, service, and management resources, to meet sales objectives and customer expectations.
• Work closely with DPC’s Channel Management teams and channel partners to ensure customer satisfaction throughout the selling process.
• Utilize proactive selling methods to improve market share, revenue growth, and profitability as defined by DPC.
• Design, develop, enhance, and execute business and marketing plans to maximize sales and profits and overall customer satisfaction.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively assess, clarify, and validate customer needs on an ongoing basis.
• Manage customer accounts by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and channel partner personnel.
• Create account business plans to include quarterly business reports, marketing plans, suggestions, sales objectives, and forecasting.
• Provide regular updates to senior management on the status and performance of customer accounts within the territory.
• Display original thinking and creativity;
  Meet challenges with resourcefulness;
  Generate suggestions for improving work;
  Develop innovative approaches and ideas.
• Display willingness to make decisions;
  Exhibit sound and accurate judgment;
  Support and explain the reasoning for decisions;
  Include appropriate people in the decision-making process;
  Make timely decisions.
• Perform other duties as assigned.

Education
:
Bachelor s degree from a four-year College or University with an emphasis in Business, or a related field; or an equivalent combination of education and experience.

Experience
:

• Minimum of 7 years outside sales experience and 5+ years selling to Federal customers/Federal agencies, i.e., FBI, CIA, etc.
• Minimum of 5 years of sales experience in the information technology industry, data center industry experience preferred.

Technical / Professional Knowledge

• Project management skills, including planning, organizing, and coordinating tasks.
• Computer proficient with knowledge of Microsoft Office products…