Senior Account Executive, U.S. Navy and USMC

Progress Software; United States; On-site; USD 140,000 - 165,000; Full time

Benefits offered by this job

Medical, dental, vision

Life & disability

401(k) retirement plan

Tuition reimbursement

ESPP

Flexible vacation

Birthday day off

Parental Leave

Employee Assistance Program

Job summary

Progress Federal Solutions, a wholly owned subsidiary of Progress Software, seeks a Senior Account Executive to drive adoption of the Progress Data Platform within the U.S. Navy and USMC and to expand mission-critical capabilities for the warfighter.

You will engage cross-functional teams to win enterprise contracts and articulate mission outcomes to senior stakeholders. In this role, you will build strategic customer programs, expand opportunities across mission areas, and lead sales efforts

Qualifications

• Experience delivering net new bookings and growth above quota.
• Proven ability to grow accounts with an integrated team.
• Excellent executive communication skills with senior leadership.
• Knowledge of US Navy/USMC mission requirements and buying behavior.
• Familiarity with Government procurement processes.
• Disciplined sales forecasting and Salesforce hygiene.

Responsibilities

• Identify and advance qualified opportunities aligned with customer mission requirements.
• Champion customers’ priorities to drive new business.
• Partner with Integrated Account Team to grow the U.S. Navy and USMC footprint.
• Represent Progress Federal Solutions with credibility on mission, technology, and value.
• Develop and execute a strategy to expand presence in the sales territory.
• Serve as the main contact for customers and partners; attend industry events.
• Develop familiarity with Progress Data Platform and its mission-related use cases.
• Exceed quota by selling data platform value and securing long-term contracts.
• Collaborate with Sales to improve internal processes.

Skills

Quota attainment

Executive communication

Hunter mindset

Cross-functional collaboration

Forecasting accuracy

Travel willingness

Education

BA/BS degree

Tools

Salesforce

Job description

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.

We're proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Account Executive, U.S. Navy and USMC, and help us do what we do best: propelling our public sector mission partners forward. This role sits within the National Security team at Progress Federal Solutions and supports one of our most strategic public sector accounts.

Progress Federal Solutions is a wholly-owned subsidiary of Progress Software, a publicly held company building products that impact millions of people every day. Across the globe, Progress technology has been used to discover new medicines, run the world’s financial systems, prevent terrorism, and much more.

Progress Federal Solutions focuses on servicing the U.S. government and public sector. Our primary product is a highly differentiated data management platform that helps our customers on their journey to get more value out of their enterprise data. We enable organizations to integrate all their data and metadata, power transactional and analytical applications, and curate data for machine learning and AI. To learn more visit www.progress.com/federal.

Do your customers see you as a trusted advisor and partner in achieving mission success? Do you pride yourself as someone with the ability to articulate the value of technology to non-technical stakeholders? Are you a vocal leader who drives cross-functional teams to assist customers in deploying operational solutions with tangible mission outcomes? Do you believe building a trusted and governed data foundation is imperative for the successful implementation of AI?

We're looking for a Senior Account Executive to lead a strategic customer program forward in their journey to maintain, enhance and expand the delivery of a mission critical logistics management capability to the warfighter as well as drive adoption of the Progress Data Platform (PDP) to support other mission critical use cases throughout the U.S. Navy and USMC.

In This Role, You Will

• Identify and advance qualified sales opportunities that match customer mission requirements with Progress solutions.
• Champion customers’ mission priorities and requirements to drive new business.
• Partner directly with the Integrated Account Team to drive account growth and expansion throughout the U.S. Navy and USMC: identify new opportunities across other mission areas, lead strategic program pursuits, shape requirements, and win new business.
• Be the face of Progress Federal Solutions - a thought leader who can speak to mission, technology, and value with equal credibility.
• In coordination with Sales leadership, develop and execute a comprehensive strategy for growing the company's presence in the sales territory.
• Serve as the key point of contact for customers and partners and represent Progress Federal Solutions Sales Team at industry events and conferences. Strong relationships with government agencies, Solutions Partners, and Resellers may be critical.
• Develop deep familiarity with Progress Federal Solutions Data Platform and how it can be used to solve a wide range of mission-related use cases.
• Exceed sales quota by selling the value of the data platform and winning enterprise level, long-term contracts.
• Work with the other Sales team members to improve and streamline internal processes.

Your Background

• History of achieving net new bookings and driving on-program growth demonstrated by a past track record of attaining and exceeding annual quota.
• Proven ability to grow an account in partnership with an Integrated Account Team.
• Excellent executive communication skills. You can articulate value and mission outcomes to senior leadership as well as hold your own in technical team discussions.
• An understanding of U.S. national security priorities, policies, and military doctrine that direct and guide U.S. Navy and USMC mission requirements and buying behaviors.
• Proven familiarity with Government procurement processes.
• Ability to provide disciplined and accurate sales forecasts and maintain excellent Salesforce.com hygiene.
• Proven consultative selling skills and a hunter mindset.
• 10+ years Federal Government software market with sales experience inside an enterprise software company.
• Solution-selling experience with ability to drive demand by articulating value.
• Excellent communication, networking, and presentation skills.
• Track record of success in executive-level prospecting and networking in support of a sales cycle.
• BA/BS degree.
• Willingness to travel locally and outside the National Capital Region (NCR) with the ability to be on-site with the customer on a regular cadence.
• Ability to operate individually and with a team.
• Additionally, it would be beneficial if you have:
• Past experience with Big Data Management and knowledge of NoSQL, graph, and relational database technologies.
• A military or civilian Navy or USMC background.
• Active Clearance (Secret, TS, or TS/SCI).

Base Salary Range: $140,000 - $165,000

This position is also eligible to participate in our commission plan (up to an additional 116k at goal). Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.

If this sounds like you and fits your experience and career goals, we'd be happy to chat.

What We Offer In Return Is The Opportunity To Experience a Great Company Culture With Wonderful Colleagues To Learn From And Collaborate With And Also To Enjoy

• Medical, dental, vision, life & disability, and financial benefits, including a 401(k) retirement savings plan, tuition reimbursement program, and optional benefits such as critical illness/hospital indemnity/personal accident, identity theft protection, auto & home insurance, legal insurance, and pet insurance.
• Competitive salary and incentive compensation opportunities, including bonus or uncapped commission (as applicable to the position), along with a best-in-class Employee Stock Purchase Program (ESPP) featuring a 27-month lookback.
• Flexible paid vacation time, a paid day off for your birthday, company holidays, and a variety of leave programs, including Parental Leave.
• Employee Assistance Program (EAP) and employee well-being resources focused on physical, mental, social, and financial health.