Technical Account Manager (TAM) US Federal Government Territory Responsibilities The Technical Account Manager (TAM) is responsible for actively driving and managing the pre and post sales process with direct and channel customers. The TAM must be able to articulate the company's technology and product positioning to both business and technical users. Must be able to identify all technical and business issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process. Must be able to establish and maintain strong relationships throughout the sales cycle.
Identify and develop potential new business opportunities
Convey customer requirements to Product Management, Marketing and Engineering teams
Respond to functional and technical elements of RFIs/RFPs
Respond to customer questions on technical and business related issues
Deliver high-level and detailed sales presentations
Responsible for attending conferences, seminars, etc
Ideal candidate will come from a security and/or networking background. Candidates from the following backgrounds may be a fit: Sales-Engineer, Technical Sales Consultants, Pre-Sales Engineers, Security and Compliance Consultant profiles.
Ideal candidate must be self-motivated with strong knowledge in security space: Vulnerability Management, Policy Compliance, Intrusion Detection Systems IDS, Intrusion Prevention Systems IPS, Network Scanners, PCI, Policy Compliance and Audit Tools, other enterprise security solutions.
General knowledge of Desktop and Server operating system configuration, TCP/IP networking hardware, protocols, and LAN configuration, knowledge of LAN and WAN technologies, network design, and web security architectures
8-10 years successful experience in sales of security solutions directly to Federal Government Customers and System Integrators.
Must have experience selling to both Civilian Agencies, DoD and Intel.
Knowledge and experience with the Federal procurement cycle including RFI, RFP & RFQ from response through procurement and contract award.
Excellent presentation and communication skills needed.
Should be familiar with the regulatory topics such as; FISMA, DIACAP, FDCC, DIACAP, NIST, SCAP, USGCB, Sarbanes-Oxley, HIPPA, COBit
Must embrace the notion of ‘sales discipline’ and leverage a well thought out Opportunity and Territory Management plan to rapidly develop territories into revenue contribution and rapidly move opportunities through the sales pipeline.
Should be familiar with the basic concepts of software revenue recognition and be and willing to strategically structure deals to afford maximum revenue for the Company over the long term.
Experience and knowledge of cloud computing a plus.
Bachelors degree or equivalent experience.
Excellent written and oral communication skills.
Holds TS Clearance, is capable of holding one and or had a clearance in the past.
Able to travel throughout sales territory