Account Executive - Federal

As a key contributor to the success of the business, the Calabrio Federal Account Executive will be responsible for identifying, qualifying and closing sales for Calabrio WFO products across the Federal Marketplace. The Account Executive will have a thorough understanding of the Government procurement process and contract vehicles to maximize sales opportunities in such a way that produces immediate and consistent return.

The primary responsibility of the Account Executive is to create and execute a regional sales plan focused on Calabrio Software sales activity through direct sales. Prospect within the market, develop pipeline and close active opportunities. Support and leverage field marketing, product launches, product promotions, tele-business, and other lead or sales generating programs.

What you’ll be doing:

• Responsible for the achievement of associated territory sales quotas: software and services
• Uncover, develop and lead all sales activities for the sale of Calabrio products; additional applications, renewed maintenance within existing customer base
• Continually build a strong sales pipeline of well-qualified revenue opportunities
• Responsible for developing and maintaining strong relationships with a high level of trust with key decision makers
• Develop and execute an account plan for each customer, including strategy, actions, time frames, milestones and responsibilities
• Effectively manage opportunities through Salesforce.com
• Exhibit strong strategic thinking, initiative and leadership skills

We’re looking for:

• Ability to deliver excellent presentations in person and via phone conference calls
• Strong communication skills with the ability to translate complex technical concepts into business terms and communicate business value
• Proven experience managing process driven sales cycle from prospecting through to close
• Must demonstrate an ability to prospect within end user community
• Excel within a cross-functional team environment and is a strong collaborator
• Accurate and dependable forecasting
• Excellent time management, decision-making, and organization skills
• Proven ability to work effectively in a fast-paced, high-growth, rapidly-changing environment
• Highly motivated, results oriented
• Requires confidence, persistence, and an outgoing personality