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Decision Lens Careers

Strategic Account Manager – Federal

Decision Lens is the leading cloud-based software company for prioritization and resource optimization. It provides a solution to organizations’ most critical decision-making processes in R&D, Capital Planning, and Information Technology. Decision Lens has also been recognized as a top 100 most innovative company by Red Herring magazine and was awarded one of the top 25 “Great Place to Work” companies nationally by the Great Place to Work Institute. Our clients include Joint Chiefs of Staff, Army, Coast Guard, General Services Administration, Department of Agriculture, and the Federal Aviation Administration among others.

We are currently seeking an experienced Federal Strategic Account Manager to join us in a new role that fuses key aspects of both renewal sales and client relationship management. The primary responsibility of the Strategic Account Manager is to ensure success with current Decision Lens customers from our Federal vertical and to secure account renewals to their term subscription licenses. The Strategic Account Manager will solidify relationships in numerous named accounts through the various stages of implementation, deployment and maintenance phases. The range of clients we serve is extremely broad—from federal, state, and local government entities to marquis commercial companies across the US. The Strategic Account Manager will report to the Vice President of Account Management, and will coordinate closely with Account Management team, the Professional Services, Marketing, Sales and our Executive leadership. Ideal candidates will earn significant compensation through renewals, upsells and organic growth.

Responsibilities cover a wide range of renewal management, client relationship management and sales support for Decision Lens to include the following.

Account Management:

  • Understand client needs, articulate and demonstrate a solution/ value-proposition in a clear and concise manner
  • Identify and solidify customers’ validation of critical success factors for renewal; make sure all assigned customers are realizing the full value of the Decision Lens solution
  • Understand the clients’ health, requirements, challenges, culture and environment
  • Stay abreast of clients’ drivers and current events affecting their organization
  • Manage complex renewal sales cycles with multiple stakeholders; consult on deal structures and contracting strategies
  • Identify and close opportunities to organically grow named client accounts

Contracting:

  • Ensure that existing client renewals successfully and efficiently complete the business approval, financial approval and procurement phases of the sales process
  • Ensure license terms are mutually beneficial to both Decision Lens and customers and that they are “right-sized” for customers needs and the value they will receive
  • Act as point-of-contact for buyer business management and procurement agents
  • Negotiate discounts, multi-year contracts and license terms
  • Develop and ensure quality control of proposals and cost quotes
  • Identify and manage government and commercial buying vehicles and partners, as needed

Other responsibilities:

  • Consistently and accurately forecast monthly and quarterly bookings
  • Willingness to work in an early stage organization with expectations towards sustainable growth
  • May have travel requirements up to 25-33%, depending on the clients’ renewal cycles and locations

Job Qualifications

•       Bachelor’s degree (preferably in a business related field)

•       Five to seven years of experience in Account Management, Customer Success Management or Sales, working primarily with Federal customers (Civilian agencies and Department of Defense)

•       Customer support, business development, and sales acumen

•       Proven ability to initiate, maintain, and grow multiple simultaneous client relationships

•       Experience with closing and managing contracts (preferably software or consulting);

•       Strong negotiation skills

•       Knowledge of government contracting (GWACs, IDIQs, resellers, 8a, etc.)

•       Goal-oriented and incentive driven with a history of achievement

•       Excellent presentation and writing skills

•       Excellent time management and multi-tasking skills

•       Team player with a positive attitude

•       A self starter and goal-oriented team player with a “can do” attitude

•       Ability to adapt to, handle, and overcome change

•       Ability to thrive and excel in a growing, fluid company

 

Location: This position is based in our Arlington, VA office and will require frequent travel to Federal customer locations.

 

 

To apply, send your cover letter and resume to Erin Federle (efederle@decisionlens.com)