Decision Lens is seeking a Strategic Account Manager to join us in a pivotal role that fuses key aspects of renewal sales and customer relationship management. The primary responsibility of this role is to drive retention and growth within designated federal government accounts. The Strategic Account Manager will excel at building and nurturing customer relationships throughout the stages of onboarding, implementation, and sustainment. The range of public sector customers we serve is broad—from federal, state, and local government entities, civilian and DOD, across the US.
Duties and Responsibilities
Account Management:
- Understand customer needs, articulate and demonstrate a solution / value-proposition in a clear and concise manner
- Identify and solidify customers’ validation of critical success factors for renewal; make sure all assigned customers are realizing the full value of the Decision Lens solution
- Understand the customers’ health, requirements, challenges, culture and environment
- Stay abreast of customers’ drivers and current events affecting their organizations
- Manage complex renewal sales cycles with multiple stakeholders; consult on deal structures and contracting strategies
- Identify and close opportunities to organically grow named customer accounts
- Ensure success by collaborating with Account Management, Customer Success, Marketing, Sales, and Executive Leadership
Contracting:
- Ensure that existing customers renew successfully and efficiently complete the business approval, financial approval and procurement phases of the sales process
- Ensure license terms are mutually beneficial to both Decision Lens and customers and that they are “right-sized” for customers needs and the value they will receive
- Act as point-of-contact for buyer business management and procurement agents
- Negotiate discounts, multi-year contracts and license terms
- Develop and ensure quality control of proposals and cost quotes
- Identify and manage government and commercial buying vehicles and partners, as needed
Other Responsibilities:
- Consistently and accurately forecast monthly and quarterly bookings
- Willingness to work in an early stage organization with expectations towards sustainable growth
- May have travel requirements up to 25%, depending on the customers’ renewal cycles and locations
Job Qualifications
- Bachelor’s degree (preferably in a business related field)
- Minimum 10 years of experience in Account Management, Customer Success Management and/or Sales, working primarily with Federal DOD customers
- Customer support, business development, and sales acumen
- Solid experience in increasing renewal rates and in upsells to current customers
- Proven ability to initiate, maintain, and grow multiple simultaneous customer relationships
- Experience with closing and managing contracts (preferably software or consulting)
- Strong negotiation skills
- Knowledge of government contracting (GWACs, IDIQs, resellers, 8a, etc.)
- Goal-oriented and incentive driven with a history of achievement
- Excellent presentation and writing skills
- Excellent time management and multi-tasking skills
- Team player with a positive attitude
- A self starter and goal-oriented team player with a “can do” attitude
- Ability to adapt to, handle, and overcome change
- Ability to thrive and excel in a growing, fluid company
- Secret level security clearance required
Location: This position is based in the greater Washington D.C. area, however, this is a remote position. Travel and onsite customer meetings are required.
Company Overview
Apply: Send your resume to careers@decisionlens.com
Decision Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.