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Account Sales Executive

Location:  Dulles
Stellen-ID:  10445
Business Sector:  Veridos America Inc.

Veridos handles innovative, large-scale projects every day. Whether it’s transferring 40,000 handwritten pages to a centralized population register, establishing a nationwide IT and data capture infrastructure, or issuing a country’s first standardized national smart ID cards – the experts at Veridos can expect to be regularly involved in interesting, ground-breaking and large-scale projects such as These.

Do you want to support our mission to provide governments around the world with the best identity solutions for their citizens? Would you like to do your bit to make the world a little safer for everyone?

Veridos is a valued and trusted partner of governments and regional authorities all over the world – we already count more than 70 countries among our clients. In addition to our headquarters in Berlin and offices in Munich, Veridos also has representatives around the world, including the United States, Canada, Mexico, Singapore, and the United Arab Emirates. We currently employ around 400 people worldwide.

Our very international team includes people from a variety of academic and professional backgrounds and many different countries. Collectively, we speak more than 10 different languages.

Job Summary

As an Account Executive you shall be accountable for the enterprise ownership of all sales and client support resources for an assigned client and prospect portfolio. The Account Executive will have defined sales and business/relationship objectives. The identifying of new opportunities or enhancements is paramount, while ensuring that client satisfaction and service level compliance meets all client and company expectations. You will establish credibility and placement for Veridos expertise in products and services and leverage it to profitably grow the account.

 

Primary internal interfaces: 
  •  Client Services, Business Development, Product Management, Project Management
  •  Operations, International Sales, Order and Tender Management

 

Qualifications, Experience and Educational Requirements

  •  5+ years of professional experience in sales and marketing, having this experience in the secure credential industry is an asset
  •  University degree in Business, Marketing or other related discipline(s)

  •  Excellent command of written and verbal English
  •  Experience in the development of service offerings in the secure credential industry is an asset
  •  Technical and business experience with chip technology, security and software solutions is an asset

  •  Previous experience selling into the government is highly preferred

  •  Entrepreneurial spirit for increasing business and developing new opportunities
  •  Experience in relationship building with clients at senior management level(s)
  •  Proven interpersonal and problem-solving skills
  •  High energy, self-motivation, high integrity work ethic
  •  Strategic thinking, problem-solving, negotiation and decision-making skills
  •  Strong communication and presentation skills 

 

Working Conditions
  •  Home Office
  •  Travel will be required 

 

Primary Responsibilities

 

Sales
  •  Be Veridos’ lead liaise with our client and matrix-manage key internal players to generate profitability
  •  Meet and exceed client expectations by anticipating client requirements, seeking information regarding industry trends and ‘best in class’ practices
  •  Define and ensure the fulfillment of operational sales targets
  •  Monitor the short-term sales and demand creation activities through meetings internally and with the client, promptly initiate and drive execution of corrective actions where needed
  •  Build up and maintain a high level of client intimacy by opening up access to senior level decision makers for both local and global management teams
  •  Establish and groom a balanced relationship matrix, covering a multitude of hierarchy levels and functional client interfaces and developing strong coaches within the client’s organization
  •  Ensure regular client meetings at all levels, defining actions and personally following up
  •  Promptly communicate client-related issues/problems inside the Veridos organization, escalating effectively when necessary
  •  Provide pricing and quotations as required by the client(s)
  •  Develop and prepare client presentations, Requests for Proposal (RFP) and Requests For Information (RFI)
  •  Maintain a well-loaded Sales Funnel and report funnel status on a regular basis
  •  Be the primary contact and consultatively advise our clients where challenges can create opportunities with solutions Veridos can provide

 

Coordination 
  •  Actively cooperate with and coordinate interface functions to ensure smooth implementation of new product/client launches or major changes, driving successful completion within deadline
  •  Ensure thorough client consulting, bringing the right Veridos subject matter experts to the table to define the best solution together with the client
  •  Champion account-specific initiatives with an entrepreneurial view in the best interest of the client

 

Account Analysis 
  •  Use sources inside the client’s organization as well as published information to understand client’s corporate targets and strategy
  •  Understand and explain client’s business models and key economic drivers and know about buying influences as well as buying processes for each opportunity
  •  Gather comprehensive information about Veridos competitors through client contacts, trade shows, conferences 
  •  Take responsibility for detailed revenue forecasting and budgeting in a timely and accurate manner
  •  Identify product and services gap (offering vs. client req.) and deliver concise input for new product requests
  •  Ensure accurate and comprehensive internal and external reporting

 

Account Strategy 
  •  Define a consistent strategic account plan, including long-term requirements to achieve sales targets and ensure support from related functions
  •  Set realistic qualitative and quantitative long-term targets and identify upside potential
  •  Combine Veridos’ product and service portfolio, seizing cross-selling opportunities, to offer an optimum solution for customers, complemented by a fitting price strategy
  •  Support development of leading-edge products and services based on experience with the key account
  •  Renegotiate contract renewals and extensions as required
  •  Identify projects with high sales growth potential and contribute to business case
  •  Actively participate in trainings and workshops (both internally and with the client) to identify new business opportunities
  •  Contribute to the definition of Veridos’ overall sales goals and strategy and monitor achievements for assigned account, derived from the regional and global sales targets. 
  •  Increase client engagement by establishing customized projects and joint evolution of projects
  •  Maintain knowledge of all technology, products and services the company offers. Keep abreast of new equipment and processes and any changes that may impact the assigned account
  •  Monitor accounts receivables and inventory for assigned clients, actively drive resolution in case of any issues
  •  Comply with Veridos Environmental, Health & Safety  policies, procedures and report any Environmental, Health & Safety hazards, incidents and concerns to the immediate supervisor

 

Additional Information

  •  This job description is not intended to be all inclusive.  The candidate hired will also perform other reasonable related business duties as assigned by the supervisor.  The company reserves the right to revise or change job duties as needed.   This job description does not constitute a written or implied contract of employment.

  •  Veridos America, Inc. is an equal opportunity employer and values diversity in its workforce, encouraging applications from all qualified individuals.
  •  By applying to this position you are confirming you possess either a U.S. citizenship, permanent resident status or valid work permit.
  •  Please note:  Reference Checks and Credit, Criminal Background Checks will be administered on suitably qualified candidates. Your application will be kept on file for up to two years.

Did we spark your interest?

We are looking forward to receiving your application. Please make sure to let us know your earliest starting date.

Veridos America Inc.
45925 Horseshoe Dr, Sterling, VA 20166
www.veridos.com
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Nearest Major Market: Washington DC