Federal Software Sales Rep / Business Intelligence and EAI Software

Federal Civilian Sales Rep

 ExpectationsSolve customer information delivery or integration issues through the application of quality business intelligence software and superior services that empower them to effectively manage their business. Generate revenue by targeting Federal Civilian agencies Identify and qualify prospective Federal Civilian customers and penetrate major significant target prospects Sell large/enterprise transactions within Federal Civilian agencies.Sell our WebFOCUS Business Intelligence products. Develop and execute territory business plan Consistently overachieve sales quota Handle multiple deals simultaneously. Prospect and uncover new opportunities as well as provide account management functions. Possess technical knowledge to understand the challenges and opportunities Call on and close at the senior business and technical executive level Sell cross-functionally in an organization Ability to work in a team environment. Strong qualifying, closing and negotiation skills Excellent time management and organization skills Excellent communication and effective presentation skills  The ChallengeDevelop business solutions which solve Federal customer needs Develop and implement a territory marketing plan and identify long-range strategic development solutions to meet or exceed revenue targets Act as a liaison between Information Builders and Federal customers and develop a team selling approach with Information Builders' technical personnel and services group Effectively manage sales cycle at prospect and Federal customer accounts to expedite purchase decisions and assist customers with problem resolutions

 Specific Tasks And FunctionsAccount and Territory Management Develop and execute territory business plan Manage assigned accountsProspecting for new business and new account development Cold Calling Events MailingsPresentation Skills WebFOCUS first call presentation WebFOCUS chalk talkPipeline Management Build and maintain pipeline at a minimum of three times your annual quota Build and maintain 30/60/90 day forecast at a minimum of three times your quarterly quotaForecast Accuracy Performance vs. forecastProduct Knowledge WebFOCUS iWaySales Cycle Management Qualification Business Case Development Articulation of value proposition Closing SkillsCompetitive Knowledge Line of Business Knowledge Metrics Calls Make a minimum of eight face to face calls per week, half of which need to be with people identified as new prospects or contactsTerritory activity Conduct a minimum of one Executive Briefing or approved Marketing Event within your designated territory per monthProspecting Cold Calling Events MailingsBusiness Closed Performance vs. quota

 ResponsibilityMeet or exceed assigned quota

 Skills RequiredSolid direct software sales experience, including sales to Federal SES and end-user decision makers Well-developed professional sales skills Clear understanding and successful application of strategic selling techniques Experience selling in a territory management model Excellent presentation, communication, and interpersonal skills Related Bachelor's degree or equivalent experience in Computer Science/Marketing Minimum of 5 years selling business intelligence products, application development tools, reporting tools, or middleware to an assigned quota objective. Excellent knowledge of computer hardware and software environments Strong communication and effective presentation skills; time management and organization skills. Must have marketing and long-range strategic development solutions to meet or exceed revenue targets

 Performance MeasurementPerformance vs. Revenue Targets QTD YTD New Account New ProductPerformance vs. Key Metrics




TO BE CONSIDERED FOR THIS POSITION YOU MUST FOLLOW THIS SUBMISSION PROCEDURE.
(Please cut and paste questions 3 through 6 into the body of the email and answer them)


1. Please submit your resume in a word attachment to employment_opportunities@ibi.com .
2. Write "(Federal Sales #25)" in the subject line.
3. You must include salary requirements, range or history.
4. Include a brief description explaining why you are qualified.

5. Please provide the geographic area in which you want to work.

6. We are an equal opportunity, affirmative action employer.  Therefore the Federal government requires us to solicit the following information from you.  It is being used for information purposes only and will have no impact on your application.  Your answer is voluntary, therefore, you may decline to answer.  Please mark an "X" by the appropriate category. If you choose not to answer, please mark an "X" by "Decline to Answer" for #6.

 

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Race:

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With more than 2,000 professional in 45 offices and subsidiaries worldwide, information builders provides i-business software and services for critical B2B, B2C, and intranet business information systems. Every day since 1975, we've helped companies, including 90 of the fortune 100, grow their business through the power of information. Check out our website at www.informationbuilders.com

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