Account Executive - Federal

Company: Via Science
Location: Somerville
Posted on: May 10, 2022

Job Description:

Job DescriptionSalary: Account Executive - Federal Location: Somerville, Massachusetts (Boston, Washington D.C., Austin, or East Coast) VIA is making an impact, and so can you. VIA's blockchain-powered software platform helps organizations drive operational efficiencies and collaborate across the public sector by overcoming challenges related to data quality, data scarcity, data privacy, and the deployment of advanced analytics like AI. We work with the U.S. Air Force, U.S. Space Force, and some of the largest power providers in the U.S., Europe, and Asia to help them unlock the value in their data.As an Account Executive at VIA, reporting to the Senior Vice President, Strategic Initiatives, you will lead the sales process within an assigned territory of business with a focus on the United States Department of Defense (DOD). You will be responsible for identifying prospects that fit VIA's customer profile and selling software solutions that correspond to their needs. In this role, you will:

• Meet and exceed established yearly sales objectives on a quarterly and annual basis
• Develop and execute a comprehensive sales plan, that includes:
  • Specific goals and targeted opportunities
  • A proven sales methodology to pursue inbound and outbound opportunities
  • Thoughtfully chosen account strategies and campaigns to generate, pursue, and close new sales opportunities with prospects and existing customers
  • A consultative approach that builds relationships with prospects and focuses on resolving their business issues
  • Create formal quotes, written sales proposals, and formal sales presentations addressing each prospect's business needs
  • Provide market feedback to the executive team to help align VIA's products with customer and competitive requirementsWhat you will bring to this role:
    • Bachelor's degree with 5 years of sales experience:
      • Selling enterprise cloud solutions to new markets at a technology startup or hyper-growth company
      • Selling B2B SaaS solutions to early adopter customers
      • Working with federal and / or DOD sales cycles (military installations a plus)
      • Experience managing a complex sales process with multiple stakeholders and longer buying cycles
      • Proven track record of exceeding sales quotas, as well as developing new territories and acquiring new customers
      • Thorough understanding of federal procurement processes, buying cycles, and contract vehicles
      • Experience working with federal channel partners to facilitate the sales cycle
      • Ability to work collaboratively with colleagues and other internal stakeholders to influence positive business outcomes
      • Experience using CRM software (e.g., Hubspot, SFDC)To have a high impact at VIA, you will demonstrate:
        • Comfort with the work environment and expectations of a sales role in a fast-growing small company
        • Passion for consultative sales and building excellent sales practices and processes
        • Excellent presentation and listening skills, as well as contact management capabilities
        • Enthusiasm, self-motivation, a drive to exceed performance objectives
        • Critical-thinking, coupled with a passion for solving complex problems alongside teammates
        • Intellectual curiosity and a genuine interest in feedback
        • Excitement to share your passions with the team as a foodie, an interest in video games, a passion for sports, a fan of pets, or having a good GIF game (doesn't hurt either!)What you will find at VIA:A competitive, total rewards package that includes equity, an environment that cares about your learning and development, flexible working arrangements, and a culture of celebrating our collective diversity are just a few of the things that make every day rewarding!Read more about our perks and benefits here.We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Keywords: Via Science, Somerville , Account Executive - Federal, Other , Somerville, Massachusetts