Account Executive - DoD

Job Summary:

Juvare is rapidly expanding our presence of Crisis and Incident management technologies across the Federal Government. Our next team member will have an agile, dynamic mindset, be comfortable embracing change, a true team-player, and love working with our growing footprint of U.S. Federal Government customers. Juvare has made significant investment to align to the needs of the DoD and Federal civilian agencies. This includes our FedRAMP – HIGH authorization and IL5 investments.

As our Account Executive for Federal Civilian Sales, you will be responsible for prospecting, managing, and closing net New Business and Client sales across all branches of the U.S Department of Defense.  As a key member of the Sales team, you will be responsible for meeting booking targets and annual business development quotas. 

This is a full-time role that can be held remotely in the United States.

U.S. Citizenship required

Reports to:  Vice President of Federal Sales

Responsibilities:

• Meet or exceed quarterly and annual sales targets
• Prospect and develop the qualified pipeline necessary to achieve new business sales targets.
• Proactively sell IT products and services to qualified customers
• Maintain a high level of sales activity including needs assessments, development, proposal preparation, presentation, negotiation, and contracting support.
• Work collaboratively with sales operations, solution engineering, professional services, product marketing and other company organizations as required.
• In conjunction with the Sales Operations and Solution Engineering, manage and respond to proposal requests, RFQs, RFPs, RFIs and other solicitations.
• Work within the Federal Acquisitions Regulations (FAR) to sell enterprise IT solutions.
• Leverage existing relationships to accelerate and expand new business opportunities.  Through a consultative sales approach, identify key decision makers, challenges, and wins.  Identify company resources required to move the sale to closure.
• Demonstrate Juvare software solutions to all level audiences including executive, management and end-users.
• Via timely updates to Salesforce and involvement in sales meetings, keep leadership informed of deal and client status.
• Develop and exhibit firm grasp of Juvare technologies, services, and industry knowledge.
• Attend appropriate industry events and conferences.
• Actively participate in all professional development activities and training classes as assigned.
• Understand and be aware of Juvare information security policies and standards.
• Always protect company and client information.
• Inform the Compliance Officer or hot line of any information security issues.
• Compliance with Juvare policies.

Qualifications:

• Bachelor’s Degree
• Military experience preferred
• 5+ years of new business quota achievement within the Federal Government selling software/technology solutions.  
• Demonstrated success and experience selling to the Federal Government, with a preference of experience across all branches of US Defense.
• Must demonstrate senior level consultative selling and closing skills with proven success in developing new accounts
• Proven success in the long cycle sale of complex software and technology solutions.
• Have a background selling technical solutions to high-level executive decision-makers
• High motivation, willingness to learn, and goal-oriented
• Possess creative and resourceful problem-solving abilities with attention to detail
• Experience selling in a team environment
• Must be an excellent listener with the ability to build successful relationships
• Must possess skills necessary for decision making and customer retention
• Experience in solutions selling, consultative sales techniques, and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies in the Federal Government
• Ability to safely and successfully perform essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.

  Skills/ Knowledge Requirements:

• Documented history of quota achievement within the Federal Government
• Outstanding written, verbal and presentation skills.
• Ability to easily establish rapport with people throughout our company and within prospect organizations.
• Proficiency with all elements of Federal procurement including leveraging of partner networks, SI’s, funding and contract vehicles, and the FAR.
• Experience using Salesforce or similar CRM tool.
• Excellent ability to multi-task and adjust priorities as demands change, while still meeting all prospect and company requirements.
• Team-oriented; skilled in working within a collaborative environment.
• Experience in emergency management preferred.
• Passion to exceed prospect/client expectations required.

Additional Information:

• CCPA disclosure notice and Juvare privacy policy: https://www.juvare.com/privacy-policy/
• Juvare is an Equal Opportunity, Affirmative Action employer.

This position requires access to information that is subject to compliance with the Export Administration Regulations (“EAR”). In order to comply with the requirements of the EAR, applicants will be asked to provide specific documentation to verify U.S. person status under the EAR. A “U.S. person” according to their definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee, or asylee.  This information will also be used in determining whether an exception to the EAR’s licensing requirements can be exercised or a license required for deemed exports.

As the Company is a partner with the United States government, this position may require access to sensitive government information. Accordingly, candidates must be capable of passing an SF-85 background check and obtaining public trust clearance if required.