ABOUT THE COMPANY:|
TeleCommunication Systems, Inc. (TCS) is a leading provider of mission-critical wireless data solutions to government customers, public safety, and carriers.
TCS produces wireless data communications technology solutions that require proven high levels of reliability. TCS' wireless data offerings include secure deployable communication systems and engineered satellite-based services; location-based wireless and VoIP Enhanced 9-1-1 services; messaging and location service infrastructure for wireless operators; and commercial location applications, like traffic and navigation, using the precise location of a wireless device.
ABOUT THE OPPORTUNITY:
Strategic Accounts, Account Manager will lead the company’s effort’s in building the sales pipeline in their territory to help TCS reach its aggressive growth goals each year. This individual will use his/her ability to understand the satellite communications industry, networking technologies, cyberspace operations and the Department of Defense (DoD) – specifically the Defense Information Systems Agency (DISA), National Security Agency (NSA) and US Cyber Command. This individual must also demonstrate the ability to comprehend product knowledge and service offerings by TCS.
Develop a strategic account plan for the named account territory: DISA/NSA/USCYBERCOM
Meet or exceed annual bookings and revenue targets.
Research target customers, understand their telecommunication concerns, identify their problems/pain and then position TCS to help resolve their issues and help them meet their goals and objectives.
Find and qualify additional new business leads on your own initiative and creativity, as well as working closely with the Target Market Managers, to develop target lists.
Schedule qualified lead appointments.
Update and maintain an accurate database of leads, contacts, accounts, and opportunities within the internal SalesForce.com system.
Provide Trade show support.
Up to 50% travel (air, car, train, etc)
Participate in mandatory daily huddles, weekly pipeline calls, produce weekly reports, provide regular updates to Sales Force.com, and deliver quarterly sales plan updates to executive team.
Documented annual sales quota in complex high tech solutions selling environment.
Understanding of the Sales Lifecycle.
Experience selling into DoD Agencies is required.
Documented high success rates in new account generation and scheduling new business appointments.
Strong time management skills and organization to prioritize activities, determine which to act on first, and handle multiple sales opportunities simultaneously.
Solid success in profiling accounts, delivering value propositions and account qualification.
Proven track record in meeting or exceeding assigned quotas.
Strong verbal and written communication skills with internal and external customers.
Project ownership, follow-through and completion with strong problem-solving and analytical skills.
Self directed with strong initiative.
Understanding of the DoD acquisition process.
10 or more years technical sales experience.
BA, MBA or BSEE preferred, or equivalent experience.
Excellent people skills – must be exceptionally coherent, verbally and in writing. Must interact effectively and work productively with a wide range of people.
Presents a professional, positive image.
Proficiency with word processing, spreadsheet, presentation, CRM, and program management software.
Knowledge of proposal development and DoD sales process.
Eligible for a Security Clearance required
Secret or TS Clearance preferred.
TeleCommunication Systems, Inc. is an Equal Opportunity Employer