Federal Account Manager (Navy/USMC)
Telecommunication Systems 15 reviews - Fredericksburg, VA

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When it comes to mission-critical wireless communications, TeleCommunication Systems, Inc. (TCS) (NASDAQ: TSYS) solves some of the toughest technical challenges. We produce solutions for communications that demand proven high levels of reliability, security, and availability. Communication solutions such as:

Secure deployable communication systems

Location-based wireless infrastructure and apps

Telematics and navigation

VoIP Enhanced 9-1-1 services (E9-1-1; E1-1-2)

Text messaging infrastructure for wireless operators

Information assurance and cyber-security

Engineered satellite-based services

Professional services for communications solutions


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 and operations and the Department of Defense (DoD) and specifically the U.S. Navy and Marine Corps. 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: U.S. Navy, Marine Corps and DoD as defined

Meet or exceed annual bookings and revenue targets.

Research target customers, understand their telecommunication concerns, identify their problems/pain and position TCS to help resolve their issues and 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 achievement 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 Navy and Marine Corps acquisition processes.


10 or more years technical sales experience selling across Navy and Marine Corps Major Commands and SPAWAR.

Strong understanding of Navy and Marine Corps Networks, Tactical Communications, Infrastructure, and Intelligence a plus.

Prior military experience, preferably Navy or Marine Corps

Navy or Marine Corps communications reservist a plus

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 Navy and Marine Corps sales processes.

Eligible for a Security Clearance required

Secret or TS Clearance preferred.

TeleCommunication Systems, Inc. is an Equal Opportunity Employer

About this company
15 reviews
TeleCommunication Systems, Inc. (TCS) develops and applies wireless data communications technology, with emphasis on text messaging,...