Sr. Manager, Key Account Management, US Federal Government, Department of Defense Accounts

Samsung Electronics America
Washington, DC
Nov 29, 2021
Dec 01, 2021
Full Time
Position SummaryMaking the future is everyday life at Samsung. We're seeking innovators who are called to not just change the world, but build a better one. We enable the best technology hardware on the planet, but our best is always a prototype for something better and our people thrive with a driven mindset - better builds on better. We believe that innovation and growth are driven by an inclusive culture and a diverse workforce. We aim to create a global team where everyone belongs and has equal opportunities, inspiring our talent to be their true selves. Together, we are building a better tomorrow for our customers, partners and communities.At Samsung Electronics America, we take pride in the creativity and diversity of our talented people - they are at the forefront of everything we do. Their skillset and mindset drive our continued success. Only the resilient and resourceful thrive in the daily dose of unexpected at Samsung. We unapologetically push to achieve unforeseen potential in everything we do, both within the workplace and at home. We fearlessly face challenges head-on, conquer the unconquerable, and are comfortable living in the uncomfortable zone. If you have ambitions to be a part of building a Best in Class organization, the Samsung Mobile B2B Group is the place to be. Samsung Mobile B2B offers a combination of enterprise offerings across our mobile product portfolio. We continue to grow our Enterprise mobile portfolio by providing the most innovative offerings in the market, and our dedication to Market Disruption makes this the destination company for the world's top talent. The dynamic culture at Samsung offers both great challenge and great reward. If you have a strong desire to break down barriers, be creative, and drive transformational value in the market place this is the place to be. Samsung Mobile B2B Business delivers a combination of enterprise offerings across our product portfolio. We continue to expand 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 world's top talent.Position Summary: In this sales role, the individual will be a market leader driving enterprise and mission-oriented mobility solutions to meet client requirements in a dynamic environment.The individual is responsible for securing new revenue and grow Samsung market share within SEA's Mobile B2B US Federal Government Business Unit. The role will focus on maintaining and growing business, and ensures an excellent client experience at all times. The role will be key in the development of near-term and long-term solution and GTM strategies, execution of multiple marketing approaches and collaboration on product and technical roadmaps.Role and ResponsibilitiesIdeally the individual is responsible for incremental sales and setting strategy in tight coordination with Mobile B2B Sales leaders, other key account, product, marketing, and engineering managers. Individual is an experienced sales driven professional and industry expert, proven self-starter, and core team player who understands the US Federal Government Sector and partner eco-system and can clearly articulate the value that Samsung brings to enterprise customers and technology partners. This position will need to bring existing customer and technology vendor relationships, develop and maintain strong business relationships with key decision makers across Samsung's Mobile B2B Federal Government Sector, as well as identify and qualify business opportunities, and position Samsung for pursuit.Sell Samsung's mobile portfolio to increasing Samsung's market share and revenue in assigned accounts quarterly and annually.Understand and leverage the federal government budgeting process to secure wins.Develop relationships with government end customers/users/decision makers and influencers of - mobility operations to agency C-level (CIO, CTO, CISO). Collecting requirements, identifying viable solutions, overcoming barriers, educating decision makers and their teams, such that Samsung solutions are the preferred technologies in response to customer requirements and enable Samsung to scale.Segmenting accounts based on budgets, requirements and prioritizing business objectives.Maintaining accurate awareness of Samsung and competitor market share in assigned accounts.Identify, specify and lead sales enablement activities required to support your accounts.Developing holistic account and agency campaigns resulting in measurable market share growthDeveloping and executing key account strategies and customer-oriented sales plans.Managing a qualified quarterly Pipeline (2.5X blended)Programmatically manage accounts: orchestrate communications, sales promotion development, and training as required to stimulate awareness and facilitate the sale of Samsung's Hardware, Solutions and Services.Creating account plans through visual tools (PowerPoint etc) and present to leadershipPerforming long range planning (1 to 3 years) to drive revenue growth by increasing product placement, driving customer satisfaction and overall market share growth against assigned sales targetsMobilizing internal and external resources in response to customer requirements necessary to drive growth and solutions. Maintaining working knowledge of Samsung Mobile Hardware and Software and the Android operating system including Android for Enterprise. Skills and Requirements:Track record of selling $15M-$25M mobility hardware and software annually as individual contributor.Demonstrated expertise and experience with enterprise mobility, mobility solutions, and mobile device managed Android devices.Bachelor's Degree and 10+ years of Federal Government technical sales or sales engineering experience is required3-5 years outside sales experience selling into Federal Government customers;Familiarity with US Federal Contracts or the application in response to annual sales growthKnowledge of, ability to research federal government budgets for IT and mobility and key programs and agencies requiring mobility solutionsUnderstanding of principles of program and project management preferredDemonstrated success developing and executing strategic account plansExcellent organizational and planning skillsMust be able to work independently as well as with existing direct and indirect sales teamStrong verbal and written communication skills; able to articulate and tailor "Samsung Value"Strong analytical skills; ability to analyze data and provide recommendations that drive strategic account/business plan development and action.Ability to travel to meet Customers or in support of Industry Events (up to 75% of the time)The ability to move and transport equipment (under 75lbs) is requiredExperience and knowledge of working with the Salesforce (CRM) platformMicrosoft Office skills - PowerPoint, Word and Excel skills are a must. Must be able to develop detailed PowerPoint presentations that tell a story; advanced Word & Excel use)The ability to move and transport equipment (under 75lbs) is requiredFamiliarity and experience with CRM platforms - a plusMicrosoft Office skills - PowerPoint, Word and Excel skills are a must. Must be able to develop PowerPoint presentations that tell a story; advanced Word & Excel use)Necessary Skills & Attributes:Develop and maintain excellent working relationships with all assigned levels within and outside the company.Plan, organize, and prioritize multiple assignments and projects.Review detailed product development, marketing documents and media materials as needed.Demonstrated competency in both oral and written communication modes for both internal and external personnel at various levels.Work independently and in a team environment in order to achieve customer business objectives, personal and team goals and complete assignments within established time frames and specifications. The ability to develop tasks and work assignments, based on sometime vaguely defined objectives.Physical/Mental Demands and Working Conditions: The position requires the ability to perform the essential duties and responsibilities in the following environment:Work is generally performed in an office environment.Operate a computer keyboard and view a video display terminal 50% of work time, including prolonged periods of time. The movement and transportation of equipment, most of the time under 25 pounds.Performs work under time schedules and stresses which are normally periodic or cyclical, including time sensitive job stress, fatigue, unpaid over-time, intellectual challenge, constant technical data feedback, language barriers, and business management stress.Machines, tools, equipment, and work aids representative and commonly associated with PCs, printers, and office work areas.Frequently works additional hours beyond normal schedule.Under very little direct supervision with a high level of responsibility to apply general policies and guidelines where decisions are seldom monitored and consequences of decisions adversely affect operating results and management decisions. Complete access to confidential company data where disclosure may jeopardize the company's competitive position. #LI-PM1In order to comply with the federal vaccine mandate, Samsung requires all employees to be fully vaccinated against COVID-19, unless a medical or religious exemption, or an exemption required under state/local law, is approved. Offers of employment are contingent upon proof that a candidate is fully vaccinated or qualify for an exemption.Skills and Qualifications Please visit Samsung membership to see Privacy Policy, which defaults according to your location. You can change Country/Language at the bottom of the page. If you are European Economic Resident, please click here. Samsung Electronics America, Inc. and its subsidiaries are committed to employing a diverse workforce, and provide Equal Employment Opportunity for all individuals regardless of race, color, religion, gender, age, national origin, marital status, sexual orientation, gender identity, status as a protected veteran, genetic information, status as a qualified individual with a disability, or any other characteristic protected by law.Samsung Electronics America is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. If you have a disability and require a reasonable accommodation in order to participate in the application process, please contact our Reasonable Accommodation Team (855-557-3247) or SEA_Accommodations_Ext@ for assistance. This number is for accommodation requests only and is not intended for general employment inquiries.

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