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federal Account Manager Networking and Voice Solutions 🔥


As the Account Manager for US Federal Sales, this leader is primarily responsible for the development of Ribbon and networking and voice business in support of modernization and other networking opportunities within the US DoD, Federal Civilian, and Intelligence market segment(s). Key focus on positioning network solutions which facilitate unique or more cost-effective capacity augment or turnkey private network deployments directly or through contracting systems integrators.

This is a key business leadership position inside an inspiring company, and in one very exciting territory; and by executing it well we will establish and execute a thought leadership agenda for Ribbon within this unique and growing market. What you'll do:

  • Executes sales strategy and Go to Market (GTM) for sales to the US Government.
  • Coordination with the existing Ribbon Federal and Channel sales team(s).
  • Take care of the overall sales cycle for opportunities, this is: identifies underlying opportunity, qualifies opportunity, gather internal approvals ‘Go-Decision’, Supports proposal synthesis process, proposal quality assurance, deliver proposal to customer, follow-up on proposal decision win/loss analysis.
  • Orchestrates all pre-sales and post-sales efforts around Federal sales. This includes, but is not limited to, defining and writing account plans, defining tactical roles and responsibilities to entire sales support teams, aligning and coordination of pre-sales activities, coordinate projects implementation tasks along with assigned PM, monitoring and following-up support organization activities for high severity and critical open cases and escalations, defining right moment for engagement of Ribbon executives in customer topics.
  • Keep Salesforce CRM consistently updated and senior Ribbon executives well informed of developments in the Federal, DOD, and Government Agency environment.
Qualifications:
  • 15+ years of progressive experience positioning and selling complex optical and packet solutions to the Federal market or through general contractors and systems integrators into this market.
  • Proven background in leading the vision and implementation of network solutions in the Federal market vertical.
  • Business, Engineering or related degree. - Preferred
  • Key industry and customer VP and above relationships – specifically within the DoD, Federal Civilian, Intelligence Federal General Contractors, Federally Focused Systems Integrators, and Federal Sales teams within Tier 1 Service Providers.
  • Clear understanding of the major Federal programs and contracts under which optical and packet solutions can be procured, and the process for this procurement.
  • Must have ability to understand optical, packet, session border control, and voice switching technologies and solutions.
  • Clear understanding of the process and timelines for JTIC certification.
  • Must have a strong understanding of competitive technologies and solutions.
  • Located in the Greater Washington DC area. - Preferred
  • Travel 50+% or as the needs of the business dictate. - Required
#LI-Remote Please Note: 'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.' US Citizens and all other parties authorized to work in the US are encouraged to apply.

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