Account Executive II

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of the overall growth strategy for a designated Federal territory by creating and implementing thorough account plans that align with customer mission priorities.

• Actively seek out, qualify, and generate new business opportunities through systematic prospecting, executive engagement, partner development, and strategic account planning.

• Enhance existing customer relationships by identifying untapped opportunities and showcasing the complete array of Trace3 Government capabilities.

• Regularly meet or surpass assigned revenue, gross profit, and strategic growth targets.

• Cultivate trusted relationships with senior government officials, acquisition professionals, program managers, technical leaders, and executive sponsors.

• Lead consultative engagements with customers focused on comprehending mission challenges, operational priorities, and long-term modernization efforts.

• Establish Trace3 Government as a reliable advisor that can deliver measurable mission outcomes through innovative commercial solutions.

• Act as the quarterback for every customer opportunity by guiding cross-functional teams that include Business Development, Engineering, Solution Architecture, Project Management, Customer Success, executive leadership, and strategic technology partners.

• Manage opportunity qualification, capture planning, competitive positioning, win strategy formulation, proposal support, and executive engagement activities.

• Coordinate both internal and external resources to optimize customer success and enhance the probability of winning contracts.

• Formulate customer strategies that encompass professional services, engineering, cybersecurity, AI, cloud, infrastructure, software, managed services, and strategic technology collaborations.

• Create joint business plans with strategic OEM partners to generate pipeline, executive engagement opportunities, and shared revenue growth.

• Stay updated on emerging technologies, Federal market trends, acquisition strategies, and competitive positioning to effectively counsel customers.

• Maintain a robust sales pipeline through disciplined opportunity management, CRM accuracy, and consistent forecasting practices.

• Provide precise revenue forecasts, pipeline reports, and business insights to sales leadership.

• Efficiently manage the entire sales lifecycle from opportunity identification to contract award and successful transition to delivery teams.

• Exhibit intellectual curiosity, extreme ownership, integrity, accountability, and professionalism in all customer interactions.

• Promote a collaborative, high-performance culture by sharing best practices, mentoring peers, and contributing to continuous improvement efforts.

• Represent Trace3 Government at customer engagements, executive briefings, industry conferences, partner events, and community initiatives.

⛳️ Requirements

• Over 7 years of progressively responsible experience in enterprise technology sales, demonstrating success in selling complex solutions to the U.S. Federal Government.

• Proven track record of generating new business opportunities and surpassing multi-million-dollar revenue and gross profit targets.

• Experience in leading complex enterprise sales that involve multiple stakeholders, technical teams, and executive decision-makers.

• Strong understanding of Federal acquisition processes, contract vehicles, budgeting cycles, and procurement organizations.

• Experience in developing executive relationships across government agencies, Federal System Integrators, and strategic technology partners.

• Excellent consultative selling, executive communication, negotiation, and account planning abilities.

• Capability to lead cross-functional teams through intricate opportunity pursuits from qualification to award.

• Willingness to travel as necessary to support customers, partners, conferences, and internal business goals.

🏝️ Benefits

• Comprehensive medical, dental, and vision plans for you and your dependents.

• 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability.

• Competitive Compensation.

• Training and development programs.

• Major offices stocked with snacks and beverages.

• Collaborative and enjoyable culture.

• Work-life balance along with generous paid time off.