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Senior Federal Systems Integrator Sales Executive

2 months ago

Reston, Virginia, United States HRL Full time

Overview:
HRL is seeking a dedicated and accomplished Senior Federal Systems Integrator Sales Executive. The ideal candidate will possess a robust background in information technology and sales, with 5-10 years of experience in managing accounts within their designated territory.

This position necessitates substantial engagement within the Federal Systems Integrator (FSI) sector, including interactions at client facilities and collaboration with senior management, supply chain divisions, and project teams. The goal is to foster relationships and identify how HRL can enhance their initiatives.

Key Responsibilities:

  • Formulate HRL's Systems Integrator Go-To-Market (GTM) strategy in collaboration with the Sales and Channel teams to ensure growth within the FSI community.
  • Establish and nurture relationships with C-suite executives, program managers, and supply chain professionals within key FSI accounts.
  • Collaborate with sales teams and leadership to develop account-specific sales capture strategies.
  • Identify and cultivate new revenue opportunities within both existing and prospective Systems Integrator accounts.
  • Work closely with Account Executives to drive growth in targeted accounts where the Systems Integrator leads.
  • Create compelling sales presentations and value propositions that highlight HRL's unique offerings and industry advantages for the FSI sector.
  • Implement and support the GTM strategy, focusing on performance-driven sales campaigns to achieve new growth.
  • Set measurable growth objectives for the Systems Integrator community, with clear performance indicators to assess success at the fiscal year-end.
  • Report directly to the Director of FSI Sales or the Chief Revenue Officer.

Qualifications:

  • 7-10+ years of proven success in achieving sales targets within the federal market, particularly through Federal Systems Integrators.
  • In-depth knowledge of the federal marketplace, including industry trends, client requirements, and business drivers.
  • Strong business acumen with experience in crafting and delivering impactful client-facing sales presentations.
  • Ability to articulate insights on current market trends, establishing immediate credibility and engagement with clients.
  • Capable of working independently on complex projects with a high degree of self-motivation.
  • Excellent interpersonal skills, thriving in a collaborative team environment.
  • Exceptional written communication skills.
  • A desire to work in a career-oriented setting that balances professionalism with a positive atmosphere.
  • Strong customer service orientation with the ability to build and maintain relationships.

Performance Metrics:
Success will be measured through:
- Sell-To Pipeline Generation
- Sell-Through Pipeline Generation
- Program and Business Development meetings
- Identification of critical 'MUST-WIN' programs within each Principal FSI Account.