Regional Sales Manager - Federal, Active Clearance Required
- Actively pursue net-new business opportunities with aggressive prospecting into existing accounts and new business prospects; working closely with the Pre-Sales Engineers, Sales Management and Inside Sales Representative to ensure objectives are being met.
- Responsible for creating focused territory plans to nurture and develop opportunities to drive and meet revenue targets.
- Build strong relationships with existing and new Quantum Value Added Reseller partners to help identify and close business.
- Accurately forecast pipeline deals through SalesForce.com, and participate in weekly funnel calls with peers.
- Manage all RFI, RFQ, and RFP processes.
- Collaborate as appropriate with business alliance partners to expand the reach of our products and services.
- Utilize consultative, solution based selling techniques to identify opportunities for Quantum’s broad portfolio of Data Management solutions.
- Manage business reviews and customer satisfaction activities.
- Represent both the voice of the customer to Quantum and the voice of Quantum to the customer as required to resolve issues and attain revenue goals.
- Act as a central point of escalation for customer concerns or supply chain/technical issues and drive resolution.
- Participate as required in business improvement initiatives.
- Proven track record of overachieving quota in a sales capacity role.
- A minimum of 10 years of sales experience, preferably in the data storage/software industry, is required.
- Security clearance required.
- Bachelor’s degree is preferred.
- Experience selling into the Intelligence Community, DoD, Army and Airforce is a required.
- Consultative or solutions selling approach is a must.
- Federal account experience preferred.
- Demonstrated knowledge of negotiation tactics and persuasive techniques.
- Ability to motivate and inspire others.
- Exemplary interpersonal and verbal communication skills, as well as presentation skills.
- Excellent customer service skills.
- Team oriented.
- Must be able to prioritize and multi-task.
- Exceptional organization skills and time management techniques.
- Special attention to detail and follow-up.
- Individual must exhibit a positive, "can-do" attitude.
- Strong problem solving abilities.
- A high degree of honesty, integrity and sound judgment.
- Working knowledge of Storage and Archive Solutions.
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