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Business Development Manager Federal
Description:
To achieve business development goals and revenue targets of Federal Government market, Patton is looking for a Business Development Manager focused on government sales.

Under general direction, the ideal candidate is responsible for the sale of Patton products and services offered directly and via channel partners to U.S. Defense and Civilian Government leaders and tenant agencies, primarily at the Director, Chief, PEO level.  Delivers value propositions to customers, by consulting on technical solutions to provide physical level security, communications infrastructure, and telephony edge and premise solutions. Uses strategic account management practices to build and manage long term customer relationships/partnerships with key and target accounts. Executes the sales process to cultivate, qualify and close new sales opportunities. Utilize sales tools to plan and document progress as well as increase business opportunity at accounts. Obtain and close sales on a monthly basis. Seek to expand the depth and breadth of Patton solutions and services to support customer goals.

While this is an business development role, the candidate must demonstrate a Sales instinct and a clear depth of understanding of the emerging Technology needs in Defense and Civilian Government accounts. The candidate must work with the appropriate internal Patton teams to drive sales in the Federal Government vertical markets. The role will:
  • With direction from the supervising manager, sells Patton products and services offerings persuasively, persistently and confidently to Federal agency decision makers at the D-level while reaching optimal profit levels. Applies strategic account management practices to understand the customer's goals and implements a joint planning approach to make Patton an trusted and valuable partner in achieving those goals.
  • Builds partnering relationships with Defense and Civilian Government leaders or key tenants responsible for the decision-making process to drive the sale of Patton offerings. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language.
  • Seeks out, targets and initiates contact with multiple prospective customers. Keeps manager informed of sales progress and changes in the marketplace. Develops and maintains a network of contacts. Understands and leverages the sales process as well as demonstrates evidence of gaining small trial closes. Shares technical knowledge plus operations expertise (when to maintain, when to replace) with the customer.
  • Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage.
  • Develops rough order magnitude pricing for budgeting and helps customer quantify the business case to secure budget approval. Educates customer on Federal or agency-specific funding programs or IDIQ contract vehicles that may support their goals.
  • Frequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively writes, and presents proposals. Secures internal management approval based on contract size per Delegation of Authority matrix prior to presenting it to the customer. With support from the supervising manager negotiates value, addresses resistance and closes the sale.
  • Utilizes applicable customer relationship management and account planning tools effectively increase business opportunity in accounts. Manages the high activity of the pipeline in CRM tools with a focus on sales phase, close date, and probability of a close
  • Solicits support from and communicates effectively with operations team to ensure customer satisfaction. Leverages both product experts and Federal vertical market experts within Patton Electronics to teach customers for differentiation.
  • Acts as the customer's advocate in interactions with Patton Electronics to ensure the customer obtains the best value from the Patton offerings. Sets appropriate customer expectations on Patton product and service offerings.
  • Keeps management informed of progress and account status. Calls for assistance from manager to keep the sales process moving.
  • Participates in professional organizations (e.g. local AFCEA, NDIA chapters).

As an ideal candidate, you bring in proven track record selling technology solutions, products and services in the Defense, Intelligence and Civilian Government arena... Plus

  • Bachelor’s degree in engineering or related discipline required. MBA preferred
  • Retired Military or Government personnel with direct comms/connectivity technical experience highly valued
  • Five (5) or more years of progressive field sales experience.
  • Three (3) or more years sales experience connectivity/communications preferred.
  • Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills. Demonstrated ability to influence account decision makers at key levels.
  • Demonstrated understanding of U.S. Federal Government agency budgeting and contracting (acquisition) processes preferred.
  • U.S. Citizen with or with the ability to acquire Department of Defense Security Clearances required.
  • Proficiency with MS Word, MS Excel, MS PowerPoint, MS Project required.
  • Ability to travel within the region approximately 50% required (mostly local travel)

 
 
Sales: sales@patton.com
Direct: +1 301 975 1000
Support: support@patton.com
Direct: +1 301 975 1007
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