Account executive for federal government

FAST LTA; United States; Remote; USD 100,000 - 145,000; Full time

Benefits offered by this job

Salary + pension plan

Home office after onboarding

Team events

EGYM Wellpass

JobRad and free parking

Family-friendly benefits

Location-independent work model in Ger

Job summary

FAST LTA ищет специалиста по продажам в государственный сектор, сфокусированного на инфраструктуре хранения и IT-решениях. Вы строите отношения с федеральными агентствами и партнёрами, управляете полным циклом продаж госзакупок и применяете MEDDPICC для прогноза и квоты.

Роль предполагает тесное взаимодействие с CRO, маркетингом и продуктовым департаментом, а также возможность удалённой работы в рамках Германии. Кандидат должен иметь опыт продаж в гос.

Qualifications

• Опыт продаж IT-инфраструктуры или хранения в государственном секторе.
• Глубокие знания государственных закупок и рамочных соглашений.
• Доказанная история продаж на уровне предприятия с длительным циклом.
• Опыт опосредованных продаж через реселлеров/систем-хаусов.
• Свободное владение немецким языком в деловом обороте и готовность к командировкам по Германии.

Responsibilities

• Формирование портфеля ключевых федеральных аккаунтов и планирование по ним.
• Навигация по сложным покупательским группам и налаживание отношений с лицами принятия решений.
• Управление полным циклом продаж в госзакупках: от запроса до контракта.
• Сотрудничество с партнёрами-реселлерами и системными домами в рамках модели FAST LTA.
• Разработка стратегии возможностей на основе MEDDPICC и ведение прогноза в CRM.
• Скоординированная работа с маркетингом по спрос-генерации и с Product Management/Presales по требованиям соответствия.

Skills

Public sector sales

IT infrastructure sales

MEDDPICC

Channel partnerships

Forecasting

CRM Dynamics

Quota responsibility

German language

Tools

Dynamics CRM

Job description

Описание

FAST LTA is a German manufacturer of storage technology for the B2B market, with the product lines Silent Brick, Silent Cube, and Silent AI. We develop immutable, audit-proof, and energy-efficient storage solutions "Made in Germany"- a key argument in the public sector, where data sovereignty, resilience, and compliance requirements (NIS2, BSI IT-Grundschutz, KRITIS, GDPR) are increasingly important.

Задачи

You independently build a portfolio of strategic federal agency accounts, including account planning and whitespace analysis. You navigate complex buying centers (KdB, specialist departments, procurement offices, IT security officers, tender offices) and build strong relationships with decision-makers and influencers. You manage the entire sales cycle for public procurement procedures - from market research and expressions of interest through participation competitions to contract award (e.g. VOL, UVgO, and, where applicable, negotiated procedures). You work closely with reseller and systems house partners in accordance with the FAST LTA channel model (framework agreements, deal registration, joint proposal strategy). You develop and implement an opportunity strategy based on MEDDPICC, including forecast and pipeline maintenance in the CRM (Dynamics), as well as quota responsibility with regular reporting to the CRO. You work closely with Marketing on targeted demand generation (specialist conferences, public tender platforms, government events) and with Product Management/Presales on certification and compliance requirements (BSI, KRITIS, data sovereignty).

Требования

You have several years of experience in selling IT infrastructure or storage solutions in the public sector, ideally focused on federal agencies. You have in-depth knowledge of public procurement procedures and law, as well as experience with framework agreements. You have a proven track record in enterprise/key account sales with long, multi-stage sales cycles and, ideally, a strong network in federal agencies and/or their IT service providers. You have experience in indirect sales through resellers/systems houses and are confident using MEDDPICC or comparable qualification frameworks. You have business-fluent German skills (including government German) and are willing to travel within Germany.

Условия

• Attractive salary plus company pension plan with a 30% employer contribution (ETF-based).
• Flexible working - home office after onboarding.
• A genuine team: short lines of communication, an appreciative culture, and regular events (Wiesn, Christmas party, after-work events).
• EGYM Wellpass - yoga and running training in the park with an external coach.
• JobRad and free parking.
• Family-friendly benefits - contributions towards childbirth and childcare costs.
• You benefit from an attractive compensation model with a clear quota structure, close collaboration with the CRO, Marketing, and Product Management, and a fully location-independent working model within Germany.