Federal Sales Professional

3 days ago

Reston, Virginia, United States Acuity Full time

About the Role

We are seeking an experienced Federal Sales Professional to join our business development team, focusing on the Foreign Affairs Business Unit within the Department of State and the U.S. Agency for International Development.

Why Acuity?

Are you looking to make a difference in your work with technology? Do you want to help keep people safe or even save lives? At Acuity, Inc., a consulting firm that supports federal agencies in IT Modernization, Data Enablement, and Hyperautomation, you can do just that.

Main Responsibilities:

  • Lead and manage demand generation and direct sales, executing the entire sales process from business development prospecting through award.
  • Provide post-sales support to maximize revenue growth, facilitate expansion, and increase Acuity's market footprint.
  • Built strong client and industry relationships, with a thorough understanding of the procurement cycle and process for the Department of State and the U.S. Agency for International Development.
  • Activities and Duties:
    • Build and execute account-based forecast and plan.
    • Conduct market research to identify, qualify, and capture new business opportunities and vehicles resulting in a robust sales pipeline.
    • Track opportunity progress and lifecycle in Acuity's system of record, Salesforce.
    • Build and execute comprehensive capture plans specific to new opportunities.
    • Lead multiple, complex customer sales opportunities and close them efficiently.
    • Meet or exceed annual quota targets in support of corporate sales objectives.
    • Follow U.S. Government procurement practices and budget cycles to meet sales objectives.
    • Initiate, develop, and maintain buyer relationships at all levels, including C-level executives, to capture and win new business.
    • Map Acuity's services/solutions to agency vision, strategy, demands, and pain points.
    • Maintain current, deep knowledge of Acuity's corporate capabilities and innovation.
    • Develop company collateral and present capabilities to prospective customers in collaboration with Acuity's Technology Services Group and Acuity SMEs.
    • Actively participate in proposal efforts, working closely with the Proposal Group Director.
    • Collaborate with other Account Executives to validate new opportunities, expand capture activity, and identify qualified teammates.
    • Support Business Unit recompete opportunities and organic expansion.
    • Influence and attend market-facing events, represent Acuity, and build Acuity brand, identifying speaking engagements for Acuity's subject matter experts.
    • Represent Acuity and build Acuity brand at external industry events.
    • Maintain a high degree of ethics and professionalism.
    • Perform other duties as assigned.

Requirements

  • Bachelor's degree in a related area with a minimum of three years of federal solution sales and business development experience.
  • Proven track record in excelling in a quota-driven sales environment selling multi-million dollar technical and professional services engagements to the Federal government.
  • Experience with complex sales cycle selling to business and IT executives at both the program and executive level.
  • Proficiency in the use of Salesforce.
  • Thorough understanding of U.S. Government and Department of Defense acquisition processes, to include the FAR and DFAR.
  • Demonstrated sales via agency/departmental ID/IQs, BPAs, and GWACs.
  • Ability to prioritize and manage multiple projects/priorities simultaneously.

Clearance Requirement:

  • Must have an Active DOD Secret Clearance.

About Acuity

Acuity, Inc. is a leading management and technology consulting firm that specializes in serving the federal government. Our innovative, collaborative, and rewarding work environment has earned repeat honors from the Washington Business Journals' Best Places to Work and SmartCEO Corporate Culture awards.

Salary Estimate

$110,000 - $150,000 per annum, depending on experience.

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