Sr. Manager, Key Account Management, US Federal Government, Department Of Defense Accounts
Samsung, United States
Job Description
Role and Responsibilities
Achieving quarterly and annual individual contributor sales results to plan revenues ($12M-$15M annually)
Directly contributing to overall team achievement of metrics/key performance indicators
Directly establishing and maintaining relationships with government end customers/users/decision makers and influencers – mobility program management and operations, special missions and programs, to agency C-level (CIO, CTO, CISO) as well as the contracting and procurement community
Gather requirements, identify viable solutions, overcome barriers, educate decision makers and their teams, build effective internal and external teams such that Samsung solutions are the preferred technologies in response to government requirements.
Increase Samsung’s market share and revenues in assigned accounts quarterly and annually.
Focus will be on high priority Department of Defense accounts.
Implementing enterprise (mobile device managed solutions) and special purpose solutions leveraging unique capabilities of Samsung hardware and software as well working with third party partner solutions.
Leveraging your knowledge and building relationships with major mobile/cellular channel partners (carriers, system integrators, resellers, distributors)
Segmenting accounts based on government and customer budgets, programs, requirements and prioritizing business objectives – strategy, operationalize, tactics
Identify, specify and lead sales enablement activities required to support your accounts; develop and execute campaigns and promotions
Developing holistic account and agency campaigns resulting in measurable market share growth
Developing and executing key account strategies and customer-oriented sales plans; executing call plans from C-level to the system administrator and mobility program management team customer levels; engaging government and defense program managers and decision makers and influencers
Pipeline and portfolio management; forecasting account revenues
Programmatically manage account(s) - Orchestrate communications, sales promotion development, and training as required to stimulate awareness and facilitate the sale of Samsung's Hardware, Solutions and Services
Creating account plans through visual tools (PowerPoint etc) and presenting to internal/external leadership
Performing long range planning (1 to 3 years) to drive revenue growth by increasing product placement, driving customer satisfaction and overall market share growth against assigned sales targets
Establishing high-level, as well as tactical, relationships with colleagues supporting key accounts, technical sales, marketing and product management teams
Managing cross-functional teams towards the launch and promotion of new solutions.
Responding to Customer’s (internal / external) complex technical problems, requirements and non-standard requests.
Mobilizing internal and external resources in response to customer requirements necessary to drive growth and solutions.
Understanding and navigating Samsung’s global infrastructure and bringing appropriate resources to bear in support of customers.
Making decisions in accordance with Samsung and Federal Government guidelines and policies
Contributions of key accounts and all associated projects aligned with that account
Maintaining working knowledge of Samsung Mobile Hardware and Software and the Android operating system including Android for Enterprise.
Maintain accurate awareness of Samsung and competitor market share in assigned accounts.
Job Specification
Skills and Requirements:
Directly related sales, business development, sales engineering, and/or technical experience.
Demonstrated expertise and experience with enterprise mobility – mobile device managed Android devices.
Demonstrated expertise and experience with purpose specific DoD solutions/projects which leverage Android mobility.
Bachelor's Degree and 10 years of Federal Government technical sales or sales engineering experience is required
Familiarity with US Federal Government Contracts, Procurement processes.
Demonstrated ability to build a sales funnel/pipeline and a plan to to achieve sales targets.
Accountability for sales forecasts to achieve quarterly and annual objectives.
Knowledge of, ability to research federal government and/or department of defense budgets for IT and mobility and key programs and agencies requiring mobility solutions
Understanding of principles of program and project management
Demonstrated success developing and executing strategic account plans, short term and long term forecasts, Risk Assessment and SWOT Analysis
Experience collecting requirements, then shaping and delivering applicable technical solution(s) in response to business and/or mission needs
Proven track record as account manager with sustained minimum revenues $50M+ annually
Experience with large Enterprise (Fortune 500) sell-in and sell-thru
Must possess a strong knowledge of industry products and market intelligence
Excellent organizational and planning skills
Understanding of IT project management principles and hardware/software technology/system integration preferred
Strong verbal and written communication skills; able to articulate and tailor “Samsung Solutions”
Strong analytical skills - Ability to analyze data and provide recommendations that drive strategic account/business plan development and action.
Ability to travel to meet Customers or in support of Industry Events (up to 75% of the time)
The ability to move and transport equipment (under 75lbs) is required
Familiarity and experience with CRM platforms - Salesforce.com a plus
Microsoft Office skills – PowerPoint, Word and Excel skills are a must. Must be able to develop PowerPoint presentations that tell a story; advanced Word & Excel use)
Necessary Skills & Attributes:
Develop and maintain excellent working relationships with all assigned levels within and outside the company.
Plan, organize, and prioritize multiple assignments and projects.
Review detailed product development, marketing documents and media materials as needed.
Demonstrated competency in both oral and written communication modes for both internal and external personnel at various levels.
Work independently and in a team environment in order to achieve customer business objectives, personal and team goals and complete assignments within established time frames and specifications.
The ability to develop tasks and work assignments, based on sometime vaguely defined objectives.
Physical/Mental Demands and Working Conditions:
The position requires the ability to perform the essential duties and responsibilities in the following environment:
Work is generally performed in an office environment.
Operate a computer keyboard and view a video display terminal 50% of work time, including prolonged periods of time.
The movement and transportation of equipment, most of the time under 25 pounds.