BlackBerry Corporation Sr. Federal Account Manager (AtHoc) in Washington, District Of Columbia

Worker Sub-Type: Regular

* Job Description: *


• Build and expand the business, selling our products and services, corresponding to respective sales quota and target goals

• Engage with customer executive leaders to discuss business relevant solutions and articulate product benefits and advantages relative to competitor offerings

• Call at multiple levels within customer accounts managing executive relationships with CIOs, CTOs, Program Managers, and Systems Integrators while managing partner relationships and account planning with an extended team

• Identify and properly qualify client prospects and business opportunities in the Federal Government based on Account Assignments

• Develop and execute strategic enterprise account planning with sales and professional services team members

• Extend product existing footprint within existing accounts by selling additional products & services

• Exhibit fluency in the identification and delivery of value at each stage of the customer decision-making process

• End to End Responsibility for Customer Presentations, Proposals and Quotes and overall account management and customer satisfaction

• Review client Requests for Proposal/Quote (RFP/RFQ), Requests for Information (RFI) and Statements of Work (SOW) to structure content to be compliant, compelling, and highly rated by the client

• Understand the full BlackBerry product suite of applications

Accountabilities and Performance Measures

• Knowledge and expertise in forecasting, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity and account management

• Achieve assigned sales quota in designated strategic accounts

• Achieve strategic customer objectives defined by company management

• Complete strategic customer account plans that meet company standards

• Complete required training and development objectives within the assigned time frame

Organizational Alignment

• Reports directly to the Senior Manager of Federal Sales Operations up through the Vice President, Federal Sales & Customer Success

• Enlists the support of sales engineers, inside sales, marketing, operations, implementation resources, service resources, and other sales and management resources as needed

• Closely coordinates company executive involvement with customer management

• Works closely with Account Relationship Management (ARM) team to ensure customer satisfaction and problem resolution

• Supports enhancement of Federal organization best practices in terms of proposal development & management and sales operations processes

Essential Skills and Qualifications

• Bachelor’s degree or equivalent in experience

• Minimum 10 years sales experience working with Federal Government Market primarily in Civilian and Defense Communities

• Working knowledge of Federal Buying practices and Policies along with demonstrable knowledge of federal acquisition and procurement practices

• Demonstrated prior performance of sales achieved at Enterprise levels within Federal Government

• Demonstrated team player and ready to support all other team members and be adept in information sharing

• Excellent verbal and written communications skills, including demonstrable experience in working federal proposals

• Demonstrable experience in selling to all levels within an agency, including C levels

• Experience in working in a very fast-paced and challenging growth environment

• Successful track record – able to achieve successful transactions in this market and exceed quota

• Must have proficiency in Salesforce, Word, Excel, and PPT

• Possess interpersonal communications skills, strong values towards customer success, integrity and professionalism

• Enterprise software sales experience is preferred

Environmental Job Requirements and Working Conditions

• Must be able to travel up to 30% of the time; if not located in DC area – travel as needed

• "Virtual Office" environment experience preferred

• Bachelor’s degree or equivalent in experience


Job Family Group Name: Sales
Scheduled Weekly Hours: 40

We are BlackBerry, a global mobile communications leader who revolutionized the industry with its introduction in 1999. Today, BlackBerry’s products and services, from messaging to enterprise mobility, are relied on by millions of individuals every day to securely and efficiently connect them to the content and people that matter most. At BlackBerry our instinct for innovation is relentless, so as we continue to push the boundaries of mobile experiences, we continue to drive the talent, passion and creativity of our employees.

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It is the policy of BlackBerry to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, creed, religion, national origin, alienage or citizenship, status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law.

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