Senior Director -Sales, Federal Government, FedCiv Vertical
General Description If you have ambitions to be a part of building a Best in Class organization, the Samsung Business Group is the place to be. Samsung Business offers a combination of enterprise offerings across our product portfolio. We continue to grow our Enterprise portfolio by providing the most innovative offerings in the market, and our dedication to Market Disruption makes this the destination company for the worlds top talent. The dynamic culture at Samsung offers both great challenge and great reward. If you want to work among the very best talent in the industry, working on the most innovative products in the world, Samsung is the clear choice.The Sr. Director, Sales, FedCiv Vertical will be responsible for the development, nurturing and ongoing relationship and account management of key enterprise accounts required based on customer needs and enterprise requirements.This position reports to the Vice-President, Federal Government Sales within SEA.Responsibilities:Responsible for owning and managing the Federal Civilian customer account portfolio, including initial sales efforts so as to maintain long term, trusted partner relationships and to execute successfully against plans to grow sales, revenues and expand enterprise customer relationships. Set and achieve customer-specific targets and other mutually established metrics with VP, Sales. Implement a customer account management vision, execution, and measurement plan to support meeting/exceeding, quarter, annual and longer-term financial goals established for strategic accounts Ensure that the Voice of the Customer relative to Sales is clearly understood across all parts of Samsung. Anticipate and proactively identify opportunities to leverage existing Samsung products and services to deliver additional value to enterprise customers. Explore unmet needs with key decision makers and communicate them as potential opportunities for innovation and/or value added services.Develop a high performing sales team towards solution selling in a complex matrix environment. Work with all internal Samsung teams, to include the Samsung Business Services (SBS) teams to have a world class customer experience. Position Knox as the security platform of choice within the FedCiv Vertical.Develop customer-specific annual account plans for sales and renewals and service-level agreements for firm support and end-user training. Develop and "own" relationships with assigned firm key decision makers and executives. Partner with 3rd Party firms to identify and pursue potential new opportunities outside current Samsung products and services portfolio. Address customers requests to address ongoing service and support issues. Respond to concerns from executives and key decision makers.Exercise leadership and business judgment on all contracts, and work collaboratively with customers and Samsung to get mutually acceptable pricing/terms. The Sr. Director, Sales will be responsible for new business development, new services and support introductions and services marketing coordination with the Marketing organization as appropriate.Additional Responsibilities:Develop and maintain excellent working relationships with all appropriate levels within and outside the company. Plan, organize, and prioritize multiple assignments and projects. Read and interpret technical documents, media materials, and contracts (or related documents) based on corporate legal and marketing standards and philosophy. Demonstrate competency in both oral and written communication modes for internal and external personnel at all levels, especially in the sales, services, solutions, logistical, or financial areas of clients, prospects, and company. Demonstrate a superior level of program development and project management skills, including the ability to prepare written plans and schedules, identify objectives, create program proposals, coordinate and direct project teams, manage service and support staff, and manage within assigned budgets as appropriate. Work independently and in team environments in order to achieve personal and team goals and complete assignments within established time frames. Ability to negotiate on behalf of functional area to come to agreement on all solutions strategy, goals, and objectives.Create industry relevant scalable and repeatable solutions across hardware, software, services.Analyze consumer and customer programs and activations (customer journey focused).Develop and implementation of go-to-market strategies.Actively coach sales strategy for key dealsOversee the sales activities for the largest, most significant accounts in the regionsIdentify new opportunities in collaboration with external partners.Build and grow cross-functional, internal relationships with Sales, Product Marketing, and other departments in order to achieve goals and customer satisfaction. Actively manage spend against quarterly revenueDrive revenue and profit maximization initiatives through standardized program managementTrack spending program effectiveness and ROIShare lessons learned on a quarterly basisManage top level carrier relationshipsManage engagement and SLA with account teamAssure adherence to budgets, schedules, and work plansProvide direction and strategy to FedCiv to ensure operational excellenceActively measure, monitor and adjust account team activities appropriately to maintain good customer engagement, sales process methodology, and achievement of SLAs Necessary Skills / Attributes Qualifications:Bachelor's Degree with 15+ years of directly related experience is required.Prior experience of FedCiv including Partners, resellers, SI and end-customersProven leadership skills in the ability to recruit, mentor, coach and develop employeesExperience in key account management and execution of complex sales campaignsStrong performance management and team building skillsUnderstanding of solution selling specifically around the Knox Security suite of servicesPrior experience developing and managing mobile services and support strategies is desired.Prior experience in a telecommunications environment is desired, with specific focus on mobile device services and support (smartphones and tablets).Strong track record of building collaborative relationships with internal peer groups and external customers and partnersHas a solid ability to troubleshoot a sales cycleProven sales and marketing capabilitiesProven ability to successfully execute a global customer management processExecutive presence and experience to leverage resources based on both influence and authorityProven contract negotiation and enterprise-level sales experienceMust have experience with Microsoft Standard Office Suite and extensive use of Windows presentation software in a wireless network environment.Demonstrated analytical and strategic thinking skillsWilling and able to travel about 50%+ of timeCharacteristics:The Sr. Director, Sales, FedCiv Vertical must have excellent communication skills and be a motivating leader and manager capable of clearly articulating a strategic vision. Other characteristics include:A charismatic thought leader with understanding of retail experience and recognizable industry credentials who is well connected and networked into the FedCiv market.A proven track record of delivering success within the FedCiv market.An inspiring people leader who will manage a team of professionals and influence others across the organizationHighly motivated and self-drivenCustomer FocusedStrong process oriented thinker innovative!Organized, detailed, goal driven, and achievement orientedAble to critically evaluate and question data and plansAble to think strategically and tacticallyComfortable with a highly dynamic and changing work environmentCompetitive, strong desire to win Company Information SAMSUNG ELECTRONICS AMERICA BIG THINGS HAPPEN HERE. The amazing products for which Samsung is known world-wide are the results of the amazing people who work here. Their talent, creativity, dedication, and commitment to innovation are what make us who we are. To continue to be a world leader in technology, we focus on attracting the best talent available and offer a corporate culture in which every individual can challenge themselves to discover how good they are, and how great they can become. Headquartered in Ridgefield Park, NJ, and with offices in Richardson, TX and Palo Alto, CA, Samsung Electronics America, Inc. (SEA) is a wholly-owned subsidiary of Samsung Electronics Co. Ltd. and a world leader in technology. We market a broad range of award-winning consumer electronics, smartphones, information systems, and home appliances. Samsung's philosophy is based on our strong determination for growth, perpetual innovation and responsibility to corporate citizenship. As a result of our commitment to innovation and unique design, the Samsung organization is one of the most decorated brands in the electronics industry. Our company is currently ranked #7 in Interbrands "100 Best Global Brands," and named #3 on the Boston Consulting Group list as one of the world's most innovative companies in 2014. At Samsung we work hard every day. It is a fast-paced and challenging work environment, and we are a nimble team that constantly pushes ourselves to be the best. If you have energy, passion, dedication and drive, and you thrive in a fast-paced workplace, the rewards at Samsung are many. Imagine working for a global company that is a world leader in innovation, in an environment where exciting things happen every day. Imagine working with an amazing group of visionaries/ individuals who make products that bring joy to millions of people across the globe every single day. Imagine where you want to be, and who you want to be. At Samsung the possibilities are limitless. Apply today and find out why LinkedIn ranked us as one of North Americas Most InDemand Employers in 2014. To this end, we follow various protocols during the recruitment process, including but not limited to, avoiding the inadvertent disclosure of confidential information of the applicants former employer.Samsung Electronics America provides Equal Employment Opportunity for all individuals regardless of race, color, religion, gender, age, national origin, marital status, sexual orientation, status as a protected veteran, genetic information, status as a qualified individual with a disability or any other characteristic protected by law.