Federal Account Manager- Networking and Voice Solutions Remote

1) General Description AND OVERALL OBJECTIVES

As the Account Manager for US Federal Sales, this leader is primarily responsible for the development of Ribbon and networking and voice business in support of modernization and other networking opportunities within the US Department of Defense market segment(s).  Key focus on positioning network solutions which facilitate unique or more cost-effective capacity augment or turnkey private network deployments directly or through contracting systems integrators.

This is a key business leadership position inside an inspiring company, and in one very exciting territory; and by executing it well we will establish and execute a thought leadership agenda for Ribbon within this unique and growing market. Key work areas include:

• Executes sales strategy and Go to Market (GTM) for sales to the US Government Department of Defense.
• Coordination with the existing Ribbon Federal and Channel sales team(s). 
• Take care of the overall sales cycle for opportunities, this is: identifies underlying opportunity, qualifies opportunity, gather internal approvals ‘Go-Decision’, Supports proposal synthesis process, proposal quality assurance, deliver proposal to customer, follow-up on proposal decision win/loss analysis.
• Orchestrates all pre-sales and post-sales efforts around Federal sales. This includes, but is not limited to, defining and writing account plans, defining tactical roles and responsibilities to entire sales support teams, aligning and coordination of pre-sales activities, coordinate projects implementation tasks along with assigned PM, monitoring and following-up support organization activities for high severity and critical open cases and escalations, defining right moment for engagement of Ribbon executives in customer topics.
• Keep Salesforce CRM consistently updated and senior Ribbon executives well informed of developments in the Federal, DOD, and Government Agency environment.

2) Key organizational relationships and dependencies

• Customer Facing Teams: Mentoring and effective use of assets available.
• Sales Engineers: Work with Sales Engineering Director, and his team, on the definition of technical strategy to the account, and on its execution. Provide guidance and prioritization for assigned SE work at the underlying accounts.
• Marketing: Teaming to create and validate the assets needed and the effectiveness of those assets.
• Partners: Work with sell-to and sell-through prime contractor and sub-contractor communities to develop targeted agency sales closure plans.
• Customers: Communicate and listen to the customer.  Elaborate winning account strategy & plan design Influence customer decisions.
• Industry Communities: Evangelize the use of Ribbon networking solutions to solve their business needs. Understand the direction of the industry to guide Ribbon in product and solution development.

3) Decision Making Authority

• Manage effective use/deployment of budget allocated to pursue Direct and Channel led Federal Sales.
• Prioritization of Sales Efforts with this key segment of the total market.

4) Key performance measures

• Sales achievement (Bookings and Revenue).
• Market share with the Federal government and through the ecosystem of supporting system integrators and general contractors.
• New Applications Developed for the Federal market.
• Turnkey network models utilized by government agencies and branches of the US Federal Government.
• Develop strong team relationships, accountability and execution.

5) Key capabilities, competencies, and qualifications

• 15+ years of progressive experience positioning and selling complex optical and packet solutions to the Federal market or through general contractors and systems integrators into this market.
• Proven background in leading the vision and implementation of voice and network solutions in the Federal market vertical.
• Experience in selling to US Army and US Air Force a plus but not required
• Business, Engineering or related degree.
• Key industry and customer VP and above relationships – specifically within the US Department of Defense, Federal General Contractors, Federally Focused Systems Integrators, and Federal Sales teams within Tier 1 Service Providers.
• Clear understanding of the major Federal programs and contracts under which optical and packet solutions can be procured, and the process for this procurement.
• Must have ability to understand optical, packet, session border control, and voice switching technologies and solutions.
• Clear understanding of the process and timelines for JTIC certification.
• Must have a strong understanding of competitive technologies and solutions.
• Located in the Greater Washington DC area.
• Willing to Travel 50+% or as the needs of the business dictate.

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Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'

US Citizens and all other parties authorized to work in the US are encouraged to apply.