Federal Account Executive — Growth & Partnerships

Scansource; Denver (CO); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Medical/dental/vision coverage

401(k) with match

128 hours PTO

8 company holidays

Job summary

ScanSource is seeking a Federal Account Executive to manage a portfolio of government-related accounts and drive growth. This relationship-focused role requires developing partnerships, understanding the company’s offerings, and guiding account planning and forecasting across the portfolio.

The position emphasizes penetrating accounts, increasing share of wallet, and collaborating with vendor teams to drive solution selling.

Qualifications

• Four-year degree from an accredited college or university; preferably in business or management
• 5 years of experience in a sales or relevant business development or account management role
• Demonstrated experience in account management, building and maintaining executive relationships, identifying sales growth opportunities, and negotiating
• Demonstrated experience in identifying opportunities to expand solution portfolios and growing accounts base revenue streams
• History of high performance (e.g. Presidents club, quota achievement, etc.)
• Cisco Product Knowledge
• Distribution or Channel Knowledge or Experience
• Must reside in DC metro area. (VA, DC)

Responsibilities

• Manage profitability and growth of the assigned portfolio of accounts
• Focus on penetrating accounts and increasing company’s share of wallet; identify opportunities to grow the portfolio of products at the assigned accounts and increase deal size
• Articulate value proposition to forge strong relationships with customers and cultivate loyalty in order to drive higher share of wallet and increased growth
• Collaborate with partner leaders to understand their strategic vision to identify and capitalize on business opportunities across company product families and the vendor base to drive solution selling
• Manage and grow the overall account relationships and develop a targeted account strategy to encourage growth
• Drive pipeline and forecast development and reporting using Salesfore.com
• Lead account planning activities for the assigned accounts through ongoing business reviews and formal quarterly reviews & QBR’s
• Responsible for attaining quota based on the assigned customer base; responsible for maintaining and increasing CAGR
• Coordinate specialized Company resources including Inside Sales Representatives, Services, FS and Sales Support to support business development at the assigned accounts
• Actively recruit and develop new partners to source their products through ScanSource
• Create, manage and grow relationships with manufacturer field and channel teams
• Identify and advise customers on opportunities to enable new business models based on the Company portfolio of solutions
• Develop and maintain deep understanding of assigned accounts business models, competitors and industry trends
• Maintain deep understanding of the Company solution offerings for the assigned accounts
• Collaborate with the assigned accounts to proactively identify opportunities that will facilitate growth
• Help partners with understand manufacturer partner requirements and certifications

Skills

Cisco Product Knowledge

Distribution or Channel Knowledge

Salesforce.com

Travel readiness

Education

Bachelor's degree

Tools

Salesforce.com

Cisco CCW

Job description

ScanSource is seeking a Federal Account Executive to manage a portfolio of government-related accounts and drive growth. This relationship-focused role requires developing partnerships, understanding the company’s offerings, and guiding account planning and forecasting across the portfolio.

The position emphasizes penetrating accounts, increasing share of wallet, and collaborating with vendor teams to drive solution selling.