Sales Account Manager - Federal Government Sales
The MathWorks, Inc. (Washington, Washington DC)

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Job Summary

Responsible for selling the company's products and services via telephone and on-site visits to Federal Government organizations and contractors in the Baltimore/Washington DC geographic area. Responsibilities include qualifying leads, overcoming objections, identifying decision makers, managing executive level relationships and closing sales.

Responsibilities

Achievement of revenue targets in New Product Sales (NPS), Software Maintenance and Services (Training and Consulting).

· Rigorously follow up and prioritize all qualified leads provided by marketing or sales support; energetically prospect for new business opportunities within assigned accounts. Maintain comprehensive contact, lead and opportunity details on The MathWorks CRM database.

· Weekly on-site meetings at customer locations to understand business and technical issues of customers and propose solutions to drive revenue.

· Work closely with potential customers at all levels to understand and leverage users, requirements and management business issues. Work closely with The MathWorks Consulting and Applications Engineering resources to develop and communicate the technical vision.

· Take ownership for the relationship between customers and all departments within The MathWorks. Gain access to and influence the appropriate decision makers to manage any evaluation processes in order to pursue business opportunities through to a successful conclusion.

Qualifications

· Bachelors degree required with 7+ years of direct sales experience required
· Prior large account management experience preferred
· Prior software sales experience preferred
· Field sales experience required
· Strong communication skills required
· Willing to travel up to 30%
· Experience selling to the Defense Industry or Federal Government a plus