Federal Account Executive

This is an incredible opportunity to be part of a company that has been at the forefront of AI and high-performance data storage innovation for over two decades. DataDirect Networks (DDN) is a global market leader renowned for powering many of the world's most demanding AI data centers, in industries ranging from life sciences and healthcare to financial services, autonomous cars, Government, academia, research and manufacturing.

"DDN's A3I solutions are transforming the landscape of AI infrastructure." - IDC

"The real differentiator is DDN. I never hesitate to recommend DDN. DDN is the de facto name for AI Storage in high performance environments" - Marc Hamilton, VP, Solutions Architecture & Engineering | NVIDIA

DDN is the global leader in AI and multi-cloud data management at scale. Our cutting-edge data intelligence platform is designed to accelerate AI workloads, enabling organizations to extract maximum value from their data. With a proven track record of performance, reliability, and scalability, DDN empowers businesses to tackle the most challenging AI and data-intensive workloads with confidence.

Our success is driven by our unwavering commitment to innovation, customer-centricity, and a team of passionate professionals who bring their expertise and dedication to every project. This is a chance to make a significant impact at a company that is shaping the future of AI and data management.

Our commitment to innovation, customer success, and market leadership makes this an exciting and rewarding role for a driven professional looking to make a lasting impact in the world of AI and data storage.

The US Federal Government Account Executive will play a key role in driving new business across the Department of Energy (DOE) and the DOE Research Labs within the geographic territory of Maryland, D.C., and Virginia. This position requires a blend of strong industry knowledge and relationship-building skills, as the Account Executive will be expected to engage directly with end users to establish and nurture long-term partnerships, sharing the DDN story and value proposition.

This is a field-based role, with travel required approximately 30%-40% of the time, and the successful candidate will be responsible for developing and executing a comprehensive strategic business plan to grow the territory. The Account Executive will leverage both existing relationships and their industry expertise to build business in key sectors, including DOE and DOE Research Labs. The role also demands a deep understanding of the federal government's complex sales cycles, with a strong focus on channel partners and collaboration to close business.

Key Responsibilities:

Drive New Business: Leverage existing relationships and industry expertise to develop new business within the Department of Energy (DOE) and the DOE Research Labs.
• Create and Maintain Customer Pipeline: Build and manage a healthy pipeline, ensuring consistent progress toward revenue goals while growing the territory.
• Meet Sales Targets: Achieve committed sales numbers on a quarterly basis, demonstrating effective territory management.
• Develop Partner Relationships: Collaborate with Channel and OEM partners to grow the DDN brand presence within key government agencies and research departments.
• Executive-Level Relationship Management: Establish relationships with decision-makers within DOE, DOE Research Labs, and other related agencies to understand their business needs and articulate DDN's value proposition.
• Complex Sales Coordination: Lead team-selling efforts, coordinating with internal and external partners to close large, complex sales opportunities.
• Collaboration with Internal Teams: Partner with Sales Engineers and technical support staff to develop a strong understanding of customers' technology infrastructure and business requirements, ensuring seamless proposal and presentation development for RFPs and other customer needs.
• Territory Strategy Alignment: Align the territory strategy with DDN's broader brand strategy to drive consistent growth.
• Accurate Forecasting: Provide accurate sales forecasts and projections, ensuring the alignment of sales efforts with organizational goals.
• Consistent Communication: Regularly communicate with DDN Sales Leadership, providing comprehensive sales reports and updates.
• Customer Satisfaction & Brand Penetration: Maintain accurate customer data and record-keeping in Salesforce.com, ensuring high levels of customer satisfaction and brand penetration.
• Industry Representation: Attend trade shows, conferences, and other industry events to enhance DDN's presence in the federal government space.
• Negotiation & Post-Sale Relationships: Negotiate large transactions, managing customer relationships post-sale to ensure repeat business and long-term partnerships.

Qualifications:

• Education: A BA or BS in a related field is required.
• Experience: 6-10 years of sales experience within the US Government sector, with a focus on Department of Energy (DOE) and the DOE Research Labs, as well as deep technical expertise in government research and services.
• Proven Sales Track Record: A successful track record of closing large transactions in the federal space, especially within DOE and DOE Research Labs.
• Strong Industry Contacts: Established relationships within key government agencies and organizations such as DOE and DOE Research Labs.
• Clearances: Security clearances are a strong plus.
• Sales Performance: Consistently in the top 25% of sales force in quota attainment.
• Negotiation Expertise: Proven ability to negotiate and close large, complex sales.
• Technical Knowledge: Familiarity with DDN's SAN/NAS appliance product lines is preferred.

DDN has a very strong orientation towards these 4 characteristics and any successful employee will demonstrate these capabilities:

Self-Starter - Takes independent action to identify and solve problems. Seeks out relevant information needed to make decisions. Gets involved with new initiatives.

Success/Achievement Orientation - Delivers quality results consistently. Targets, achieves (or exceeds) measurable results. Sets challenging goals, focuses on critical priorities, and is accountable.

Problem Solving - Recognizes problems and responds with a systematic assessment that identifies and addresses cause of issue. Practical, realistic, and resourceful.

Innovative - Builds and improves key business processes that enhance the effectiveness of DDN. Generates new ideas, challenges the status quo, and solves problems creatively.

DataDirect Networks, Inc. is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, transgender, sex stereotyping, sexual orientation, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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