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Business Development Manager - Microsoft Federal

Arlington, VA · Sales
Position: Business Development Manager – Microsoft Federal
 
Location: D.C., Maryland, Virginia – Arlington, VA Home Office.
 
Practice Area: Microsoft
 
Responsibilities Included But Not Limited To:
  • Forge, nurture and manage essential relationships with national industry leads/SMEs, operational leaders, State agency decision-makers, business consultants, government relations consultants, member of the Legislative and Executive branches of the government with each State across assigned territory to effectively identify, pursue and close new business.
  • Developing new client relationships and manage those effectively, originating new sales opportunities, validating, qualifying, and closing sales opportunities
  • Expand our work in new areas of the client’s business through new offerings and services through approved contracting channels
  • Secure and attend meetings with prospective customers to gain information about their business needs and current environment, develop sales messaging and conduct client presentations to C-level executives, qualify opportunities
  • Shape the future project scope for prospective clients, establish optimal company solutions and corresponding proposals
  • Responsible for community and political involvement ensures that Definitive Logic is viewed as the right corporate partner to the State and the local business community.
  • Work with the Definitive Logic’s Microsoft Practice Area on qualifying opportunities, establishing effective solutions, and executing effective win strategies.
  • Assists the Microsoft Practice Area in pipeline management and forecasting.
  • Coordinates governmental relations activities with the Definitive Logic Chief Customer Experience Officer and serves as primary local resource for contact with political leadership.
  • Develops and maintains executive-level relationships.
  • Have a high-level understanding of political, operational, sales, new and existing business activities in state/region.
  • Meet or Exceed sales quota by effectively performing sales functions
  • Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
  • Maintains a broad market and competitor knowledge.
  • Prospect and schedule appointments by cold call, e-mail, LinkedIn and other channels to secure appointments for introductory discussions.
  • Other duties as assigned.
 
Requirements/Qualifications
  • Bachelor's degree required
  • 3 years of experience in Sales Development, Lead Generation, and/or software and information technology Sales
  • Knowledge of Microsoft’s Azure GCC and DoD cloud environment and solution offerings highly desired
  • Knowledge of Microsoft’s Office 365 GCC and DoD cloud environments and solution offerings highly desired
  • Knowledge of Microsoft’s Partner program highly desired
  • Understanding of Federal Contracting and Federal Acquisition Regulation (FAR).
  • Knowledge of Digital Partner of Record and Partner Admin Link programs
  • Impeccable integrity and driven work ethic
  • Proven track record of succeeding in a goal-driven environment
  • Excellent oral (including call control) and written communication skills (including proposals, marketing material)
  • Ability to communicate effectively with multiple levels of an organization, including C-level executives and middle management, with Type A personalities
  • Ability to quickly learn new processes and technology
  • Ability to thrive in a fast-paced growth environment and look for ways in which to scale a growing business
  • Have a high-level understanding of political, operational, sales, new and existing business activities in state/region.
  • Proven remote sales and demand creation capability, proven ability to conduct discovery/needs analysis with prospective customers, and to develop a successful action plan.
  • Proven ability to establish initial and follow-up sales calls.
  • Experience on originating and building a business in a new market segment and whitespace is very critical
  • The incumbent must possess both written and verbal communication skills and the ability to establish and maintain effective working relationships
  • Excellent organizational and time management skills
  • Self-motivated with the ability to perform multiple tasks simultaneously and meet deadlines
  • Ability to work independently and make independent decisions
  • Excellent inter-personal skills
  • Proven ability to exercise sound judgment, tact, discretion, and initiative
  • Strong analytical, problem solving and written and verbal communication skills
  • Successful experience establishing and maintaining effective working relationships in a team environment
  • Willing to travel up to 25% of the time.
 
 
 
 
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