Description
Key Account Manager, US Federal - Defense Market
Department: Sales
Employment Type: Full Time
Location: USA, Remote
Description
About us
We are Digital Science and we are advancing the research ecosystem.
We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all. We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community we tackle some of the biggest challenges to research. In order to achieve our vision, we need innovative, inspiring and dynamic people to join our team. Want to join us?
Your new role
As part of the global and dynamic Government, Funder and Nonprofit team, you will further develop a large network of contacts within the US Federal Defense community to uncover specific opportunities for DS products and services. Working closely with Digital Science Product Sales Managers, you will develop sales opportunities and will manage and facilitate the sales cycle. Being responsible for all sales activities from lead generation through close in your assigned territory, you will implement agreed strategic territory plans to help meet and exceed annual targets.
As part of the global and dynamic Government, Funder and Nonprofit team, you will further develop a large network of contacts within the US Federal Defense community to uncover specific opportunities for DS products and services. Working closely with Digital Science Product Sales Managers, you will develop sales opportunities and will manage and facilitate the sales cycle. Being responsible for all sales activities from lead generation through close in your assigned territory, you will implement agreed strategic territory plans to help meet and exceed annual targets.
You will develop strong relationships with US Federal Defense customers, connect with key business executives and stakeholders and identify new business opportunities among existing customers, as well as identify and establish relationships with new customers.
In this role, you will liaise with cross-functional internal teams to improve the entire customer experience. The Senior Account Manager represents the entire range of company products and services to a distinct territory while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.
The role is a core role within the Government, & Funder and Nonprofits organization and the individual joining the team has the opportunity to develop the role into a people leadership role within 12-24 months.
In this role, you will liaise with cross-functional internal teams to improve the entire customer experience. The Senior Account Manager represents the entire range of company products and services to a distinct territory while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.
The role is a core role within the Government, & Funder and Nonprofits organization and the individual joining the team has the opportunity to develop the role into a people leadership role within 12-24 months.
What you’ll be doing
- Develop and implement your sales strategy for Digital Science, to identify and qualify opportunities in the US Federal Defense market
- Communicate the value of our offerings to customers, both from a technical and commercial perspective
- Manage a pipeline of opportunities and leads to identify, engage, and develop relationships
- Work with internal teams to drive lead generation and awareness
- Be proactive in communicating around all aspects of client and opportunity status and development with our global teams, collaborating and supporting across teams to deliver
- Provide sales presentations and product demonstrations to help solidify opportunities and meet sales quotas
- Keeping Salesforce up to date
- Develop client proposals and contracts
What you’ll bring to the role
- You will have extensive demonstrable experience of achieving sales targets & new business generation in a similar role
- You have sold products which require the agreement of a range of stakeholders including senior management
- You have experience selling products and services similar to Digital Science offerings to US government agencies
- You have existing relationships in the US Federal Defense community, ideally in positions related to research, evaluation, library, or similar.
- You are experienced in supporting sales of information solutions/software (i.e., instead of content)
- Having worked in a matrix environment, you will have experience of supporting complex sales processes
- You have a working knowledge with mainstream CRM (e.g., Salesforce)
- You are a skilled negotiator and business leader
- A natural leader, you are able to motivate and lead your team to successful outcomes
- You will be a strong communicator and able to present your findings to a varied audience through written and verbal presentation
- You will be comfortable working in a fast paced, changing environment and utilize this to empower your career with us
- A naturally people-centric person, you excel in building and maintaining relationships
- You take initiative and have enthusiasm about your customers, your team and your business
- With exceptional organizational skills and business planning, you are able to both work and lead under pressure
- Detail oriented, you possess a high level of detail and data accuracy and ownership
- Experience of team leadership, coaching or mentoring is advantageous.
Living our Values
We invest in, nurture and support innovative businesses and technologies that make all parts of the research process more open, efficient and effective.
The talent we secure is fundamental to us achieving our vision and our growth plans. The values we live by are:
We are brave in the pursuit of better
We are collaborative and inclusive
We are always open-minded
We are from and for the community
We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status
Additional Information
Please note that, in light of vaccination mandates for US Government contractors, Digital Science requires that all US-based employees are fully vaccinated against COVID-19, subject to approved accommodations.
We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status
Additional Information
Please note that, in light of vaccination mandates for US Government contractors, Digital Science requires that all US-based employees are fully vaccinated against COVID-19, subject to approved accommodations.
