• Federal Solution Sales Account Executive

    Fortive CorporationWashington, DC 20080

    Job #1207620777

  • The Federal Solution Sales Representative is a strategic selling position, focused on increasing engagement with and sales to select federal agencies in the form of data, technology, and consulting solutions supporting facilities and the built environment. We leverage our flagship RSMeans brand while offering an expanded offerings under the Gordian company umbrella. These solutions serve the facilities lifecycle, from capital planning through design, construction, procurement, and operations. The position requires someone with established knowledge and experience in federal data, consulting, and/or construction contracting sales. This role requires a team player who interfaces with others in the federal vertical market (sales engineer, business development rep, inside sales, marketing) through a complex buying cycle to accomplish company goals for revenue and market penetration. Must be able to determine customer requirements and expectations in order to capture business intelligence, articulate Gordian's value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders.Primary Responsibilities+ Develop new business within through ongoing, proactive prospecting efforts, as well as mining large book of existing transactional sales for key contacts and larger opportunities.+ Manage large complex deals and relationships with strategic impact.+ Define account strategy and action plan for assigned accounts.+ Coordinate with Federal Sales Development Rep on net new customer leads and outbound call campaigns.+ Engage in face-to-face selling activities with prospective and current customers.+ Execute outbound call campaigns based on leads generated by research, trade shows, marketing campaigns, and referrals.+ Respond to inbound leads generated by trade shows and marketing campaigns.+ Partner closely with VP of Federal Solutions to undertake strategic, revenue-generating initiatives.+ Determine customer requirements and expectations in order to capture business intelligence, articulate Gordian's value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders+ Maintain an understanding of key industry trends and competitive issues and products.+ Deliver presentations/demonstrations highlighting the capabilities and benefit of RSMeans and Gordian products, technology and services, tailored to the business partner category value proposition.+ Develop and maintain an expert level of knowledge of company solutions and competition in the market.+ Participate in ongoing training to increase professional growth and job effectiveness.+ Act as a leader within the company with regard to federal contractor perspective and needs.+ Work closely with internal engineering and operations teams to identify appropriate resources throughout the sales and delivery cycle.+ Maintain pipeline opportunities and log all activity in the designated customer relationship management (CRM) system.+ Travel to customers and prospects as needed.Qualifications+ BA/BS degree and 5-10+ years' experience in federal sales.+ Professional from federal government, with experience in construction or asset management, will also be considered.+ Technical or sales experience with Engineering, Construction, Architecture, Software, or Consulting.+ Knowledge of Job Order Contracting and/or federal asset management standards a plus. Understanding of emerging federal technology compliance requirements a plus.+ Demonstrated track record of developing new business and managing sales cycle from generating leads through closing to consistently achieve quota.+ Excellent written, oral communication, organizational and presentation skills.+ Ability to travel up to 25%+ Highly organized and self-starter.+ Ability to work independently as well as collaborate with sales, sales engineers, marketing, legal, and product development colleagues across multiple office locations.+ Proven success working to arrive at a recommended course of action in the face of tight deadlinesFortive is a diversified industrial growth company comprised of Professional Instrumentation and Industrial Technologies businesses that are recognized leaders in attractive markets. With 2017 revenues of $6.7 billion, Fortive's well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution. Fortive is headquartered in Everett, Washington and employs a team of more than 26,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 50 countries around the world. Our team grows by tackling challenges that accelerate progress and further their careers. With a culture rooted in continuous improvement, the core of our company's operating model is the Fortive Business System. For more information please visit: ~~~.Gordian is the world's leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian's offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian's solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed ~~~ offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan. EOE/AA/M/F/Vets/Disabled"The company in which you have expressed employment interest is a subsidiary or affiliate of Fortive Corporation. The subsidiary or affiliate is referred to as a Fortive Company. Fortive Corporation and all Fortive Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law. The "EEO is the Law" poster is available at: ~~~. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should call ~~~ or e-mail ~~~ to request accommodation."

  • You Can Also Try Searching