Rally Software is seeking a Major Account Manager (MAM) to join our global sales organization supporting a national territory of Federal accounts .
In this critical role, the MAM will have nationwide responsibility for full lifecycle Federal sales, ranging from building and maintaining a sales pipeline and leading customer penetration campaigns through on-site discovery meetings, sales demos, and contract negotiation. Throughout the process, the MAM will work collaboratively with Rally’s US Federal Sales team to develop and implement effective sales processes and business development initiatives that are optimized for exceptional business growth.
Additional responsibilities include:
Build and maintain in-depth knowledge of Rally’s products, services, partners and markets
Identify and capitalize upon new customer acquisition opportunities within the Federal sector
Accelerate sales leads through the sales process, negotiate contracts, and close new business in order to meet / exceed assigned sales quota
Maintain regular contact with current Rally customers within assigned territory to ensure successful integration, adoption and on-going use of Rally’s products and services
Seek out and pursue cross-sell and up-sell opportunities within existing customer base
Effectively conduct web-based and in-person presentations and software demos to prospective customers
Effectively manage sales pipeline data and activity reports, and provide accurate sales forecasts
Work effectively with Rally team members globally to execute on sales strategies
Provide competitive feedback for assigned geographic territory
Our ideal candidate will possess the following experience and competencies:
10+ years of enterprise software sales experience
Broad experience in the Federal sector (Civilian, Intelligence, Defense)
Established track record in both acquiring and cultivating Federal customers
A challenger sales mentality with proven ability to articulate insights and impacts to deliver compelling value propositions at executive levels
Employs a consultative style of questioning to uncover pain, ROI, and payoffs for account penetration and growth
Ability to define, execute and evolve a go to market strategy for the Federal sector
Experience in identifying and defining targeted marketing campaigns/programs
Demonstrated ability to establish and collaborate with industry partners
Experience with individual and team selling approaches
Proven experience managing deals through complex sales cycles, including contract and procurement negotiations
Entrepreneurial spirit, intellectual curiosity and persuasive confidence. Ability to take leadership role in driving initiatives and organizing cross-functional teams to achieve desired goals.
Active security clearance strongly preferred but not required
Willingness and ability to travel at or above 50%
Additional Desired Experience:
Experience selling software development lifecycle tools preferred but not required
Knowledge of methods such as Scrum, XP or Lean preferred but not required
Experience with Salesforce.com a plus
Location: Remote (home) office in the Washington D.C. / Northern VA region.
Why a sales career at Rally? As a critical member of Rally’s rapidly growing Sales team, you will have every opportunity to make an immediate and significant impact on the company’s growth trajectory as we expand our global footprint and solidify our reputation as THE market leader in the ALM software development space.
At Rally we're looking for people who are passionate about the software industry and want to work with the best and brightest. We value teamwork, the ability to meet commitments, as well as skill and a successful track record.
We strive for a healthy, productive work/life balance, while enjoying the opportunity to substantially contribute to the direction and success of a vibrant software business.
Rally offers excellent compensation, benefits and stock options with an exceptional opportunity to grow.
If this sounds like you please apply.