Sales Representative - Integrator/Reseller - Government Solutions - Maryland

Pitney Bowes Government Solutions (PBGS) is a division of Pitney Bowes, Inc., a strong company with an 80+ year history in mail services that has expanded into all aspects of document management and MailStream? information flow.  PBGS provides administrative and support services to various government agencies by focusing on solutions through technology, processes, and people.


 


The company is capable of supporting the administrative responsibilities of government agencies - managing an agency's mail and distribution center, running a copy center, delivering faxes, providing secretarial support, ordering and stocking supplies, screening mail, and more. PBGS also offers other business solutions, including high-volume print and production mail, records management, desktop publishing, electronic documents, and business recovery services.


 


 What's the result?  PBGS’ capabilities allow customers to focus on their core government mission(s) while our teams support their critical infrastructure and operations.


 


Reporting to the VP of Business Development, the Federal System Integrator/Reseller Representative will focus primarily on identifying and tracking both near and long term federal program opportunities as well as engaging with reseller partners to increase sales.


Meet/exceed assigned quota by coordinating PBGS engagements with systems integrators, resellers, and others as required.

Candidate must have the ability to build and maintain strong business relationships with key management, business development/capture, supply chain/procurement, and program execution teams at each assigned federal SI (FSI).

Candidate must have the ability to arrange and coordinate meetings and solutions discussions with each assigned FSI toward the outcome of having the FSI include PBGS’ solution included in the FSI’s proposal to the government.

Track and report on emerging and longer term opportunites.  Provide management with reguilar updates as to progress and get “buy in” on strategy from team.

Coordinate development of technical material to be supplied to each assigned FSI in support of a bid or other opportunity.

Develop an understanding of other PBI products and facilitate cross-selling.

Maintain accurate records and reports and communicate status to management on a regular basis.

Work with Pitney Bowes inside sales representative to focus cold calling and meeting arrangements to meet Federal team objectives.

Deliver sufficient revenue to meet or exceed assigned target.

Establish and nurture relationships at all levels of the federal organization as appropriate, departmental through the Chief Information Officer and/or Chief Administrative Officer levels.

Develop and execute an annual business plan to be updated quarterly to reflect changes in the federal budget, procurement delays, as well as new/delayed/terminated program initiatives.

Develop joint “go to market” initiatives with resellers.

Identify and recruit resellers working in PBGS’ business space.

Be able to assist in proposal development and presentation development relative to FSI opportunities.

Keep current with opportunities and programs by refeMaintain accurate forecasting by conveying periodic information about customer challenges and opportunities.rencing INPUT or equivalent services as provided by PBGS.

Maintain accurate forecasting by conveying periodic information about customer challenges and opportunities. Drive customer satisfaction in all assigned accounts.

Evangelize PBGS’s capabilities to customers, partners, and associates.

Participate in trade show activities to drive business.

Teach other PBGS employees to improve understanding of the Federal market and its associated challenges and opportunities, improving group understanding of this market.

Contribute positively to the PBGS culture--inspiring teammates by example.



 
Minimum 7 years experience of direct experience of increasing complexity and responsibility in the functional areas of direct sales, program marketing, strategic business development, program capture, program management, solutions development, or a mix of a subset of these.
Excellent verbal and written communications skills, essential.
College degree or equivalent work experience required.
Consistent track record of exceeding quota in an enterprise account environment while maintaining customer loyalty and meeting required product margins.
Experience in selling intangible services to executive level and operational level prospects within government.
Experience with Print, Mail, and/or Document Management solutions.
Experience with Third Party Logistics.
Strong PC aptitude with Windows-based applications.
Willingness to travel.
A basic understanding of federal procurement law, procedures, practices, including GSA, FAR/DFAR.
Demonstrated ability to work with VARs and SIs to meet customer requirements.
Strategic account planning experience—history of proactive creation and ongoing management of detailed account plans.
History of successful federal partnering.
Familiarity with INPUT and FedBizOpps required.
Security Clearance, a plus but not mandatory.Competitive, refuse-to-lose attitude, strong work ethic, and desire to achieve.