Senior Sales Manager - Government Sector - IT

- Sells software, solutions and services to current and prospective customers; works with other sales/pre-sales/domain/personnel to position and leverage sales opportunities to acquire, grow and retain customers within the Central government vertical.

- Fulfills wide range of requests for information from prospective customers. Qualifies level of opportunity and resources required.

- Prospects within a territory or account to uncover business needs.

- Implements aspects of territory and account management and development; identifies accounts with high "close" potential, qualifies, advances opportunity through milestone steps of sales cycle and forecast time frames to close business within Orion.

- Works closely with pre-sales resources and executives to facilitate timely response to highly qualified, high revenue potential opportunities.

- Prepares standard quotations and proposal information as needed; works with other departments to create and finalize contracts and set time schedules for delivery services.

- Follows up with customers to track satisfaction levels and to discover additional revenue opportunities.

- Develops a basic understanding of company pricing, licensing procedures and approvals matrix.

- Fully utilizes account planning process and tools (Account Plans and Opportunity Plans within BASE).

- Performs other duties, as assigned.

Additional Responsibilities:

- Applies knowledge of company marketing goals and objectives, applications supported hardware platforms, marketing and business trends, and industry knowledge to assess account needs.

- Recommends appropriate solutions.

- Works closely with virtual sales team, account managers and executives to facilitate timely response to highly qualified, high revenue potential leads.

- Assists in evaluation of territory or account potential; uses BASE or Strategic selling methodology, pipeline management and forecasting to identify accounts with high "close" potential, qualifies, and forecasts time frames to close business.

- Develops action plans to close business for accounts.

- Develops plans to identify accounts that have the potential for further development and executes them.

- Teams with pre-sales resources and executives on strategic account development opportunities.