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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 dynamic and results-driven 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.

Role Expectations: This position demands extensive engagement within the Federal Systems Integrator (FSI) sector, including interactions at client facilities and collaboration with senior IT personnel, supply chain divisions, and project teams. The goal is to foster relationships and identify how HRL can enhance their operational initiatives.

Key Responsibilities:

  • Formulate and implement HRL's Systems Integrator go-to-market 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 leaders in key FSI accounts.
  • Collaborate with sales teams 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.
  • Execute and reinforce the go-to-market strategy while targeting performance metrics to stimulate new growth.
  • Set and monitor growth objectives for the Systems Integrator community, ensuring clear performance indicators are established for evaluation at the fiscal year-end.

Qualifications:

  • 7-10+ years of proven success in achieving sales targets within the federal sector, particularly through Federal Systems Integrators.
  • Deep understanding 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, fostering 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 for a career-oriented setting that balances professionalism with a positive work atmosphere.
  • Strong customer service orientation with the ability to build and maintain relationships.

Performance Metrics:

  • Pipeline Generation for Sales Opportunities
  • Pipeline Generation for Sales Conversions
  • Engagement in Program and Business Development meetings
  • Identification of critical "MUST-WIN" programs within each Principal FSI Account