DHA/VA Account Executive

SAS Institute - Washington, DC (30+ days ago)4.0

This role is responsible for maintaining, strengthening and growing SAS’ relationship with the Defense Health Agency (DHA) and the Department of Veterans Affairs (VA). That development should result in the sale of SAS software, solutions, and services to help the DHA and VA increase force readiness; help to achieve the mission and objectives of these agencies; improve health and well-being of service members, veterans, and their families and/or beneficiaries; and control healthcare costs.

Primary Responsibilities:
Domain Knowledge: Understands the strategic goals, priorities, and budgetary constraints of assigned accounts and how they align to SAS/business analytics solutions.
Trusted Advisor: Develops partner and advisory relationships with accounts by aiding them in solving mission challenges.
Solution Alignment: Leverages agency understanding to map and sell SAS software, solutions, and services to current and prospective customers.

Customer Retention & Growth:
Collaborates with other sales personnel to position and capitalize on opportunities to acquire, grow and retain customers within assigned territory.
Conducts significant direct customer outreach and travels to customer sites.
Designs appropriate demonstrations by actively participating in sales calls and presentations focused on identifying customer goals and evaluating account needs.
Prepares and delivers presentations to customers at the highest level of management.
Follows-up with customers to track satisfaction and discover additional opportunities.
Assumes consultative role in dealing with technical issues and interpreting applications needs; prepares customer profiles based on needs analysis of hardware, software, applications, and user levels.

Account Development & Qualification:
Develops account vision and plan.
Sets goals and objectives based on evaluation of territory potential and matches company and divisional initiatives.
Serves as a resource for team members in all aspects of territory management, policies and procedures, marketing goals and objectives, SAS System applications, hardware platforms, market trends, and business and industry knowledge.
Utilizes solutions-selling methodology, strategic concepts, and techniques.
Assumes responsibility for all activity in accounts and new revenue, both software and services.
Works with consulting staff to position service solutions and leverage sales opportunities.
Directs internal Institute resources, including pre-sales and post-sales services, contracts, etc. to reach objectives.
Identify opportunities with high close potential. Qualify and forecast timeframes.
Prospects to uncover new business needs and opportunities.
Fulfill requests for information from prospective customers.
Communicates progress, roadblocks, and vision up and down, both in formal business/account reviews and ad-hoc as business necessitates via email, conversations and/or formal presentations.

Pricing, Licensing & Contracting:
Develops an understanding of company pricing and licensing procedures.
Works with EIS (SAS’ exclusive reseller) and SAS contracts to prepare quotations and proposal information as needed.
Prepares complex quotations and proposal information as needed; works to customize quotes and proposals and to coordinate resources across divisions.

Effectively manages business expenses.
Performs other duties, as assigned.
Essential Requirements: This position could either go to a more senior resource (i.e., Senior Account Executive) or a less experienced resource (i.e., Junior Account Executive) who would be paired with a mentor with extensive domain knowledge.

JUNIOR Account Executive

Senior Account Executive

Bachelor's degree, preferably in Business, Analytics, Computer Science, Public Health, or other relevant discipline. Postgraduate degree preferred.

Bachelor's degree, preferably in Business, Analytics, Computer Science, Public Health, or other relevant discipline. Postgraduate degree preferred.

Minimum of three years of experience in related government or IT work.

Minimum of eight years of experience in related government or IT work.

At least one year experience selling enterprise software/consulting services into the Federal space, preferably within MHS/VA.

At least five years of experience buying/selling enterprise software/consulting services into the Federal space, preferably within MHS/VA.

Location: DC (travel up to 50%)

Location: DC (travel up to 50%)

Additional Requirements:
Healthcare knowledge and experience (e.g., epidemiologist or government employee), preferably DHA and/or VA experience.
DoD Clearance (preferred).
Familiarity with or work in state and local or, preferred, federal policy/legislation.
Knowledge of hardware and/or software acquisition cycles and buying influences.
Advanced knowledge of industry software and hardware terminology and concepts; knowledge of SAS solutions and services preferred.
Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.
Strong and agile presenter, able to speak to both business and technical audiences.

Additional Information:
To qualify, applicants must be legally authorized to work in the United States, and should not require, now or in the future, sponsorship for employment visa status.
SAS is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.
The level of this position will be determined based on the applicant's education, skills and experience.
Resumes may be considered in the order they are received.
SAS employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, SAS may obtain nationality or citizenship information from applicants for employment. SAS collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.