Senior Account Development Specialist (Level 3)

Santa Fe, NM
Full Time
Federal
Experienced
Position Summary: The Senior Account Development Representative bridges inside sales and account executive responsibilities, focusing on both generating new business and expanding existing client relationships within a defined territory or set of named accounts. This role involves proactive customer engagement, identifying new sales opportunities, and driving revenue growth by understanding customer needs and delivering tailored IT solutions in the federal government sector. The SADS serves as a key liaison between customers and the Wildflower technical team, ensuring alignment with customer needs while preparing for growth into a Strategic Account Executive role.

Essential Duties and Responsibilities:
  1. Customer Relationships: Develop and maintain trust-based relationships with key customers and stakeholders. Understand their needs and provide tailored solutions to drive satisfaction and loyalty.
  2. New Business Generation: Proactively identify and pursue new sales opportunities within assigned accounts or territories.
  3. Sales Strategy: Search bid boards, conduct cold calls, emails, and outreach campaigns to identify and engage potential customers within the federal government space. Meet or exceed sales targets and performance metrics as outlined by management.
  4. Collaboration: Collaborate with cross-functional teams to identify and implement strategic initiatives aimed at increasing customer engagement and revenue growth including Wildflower Solution Architects.
  5. OEM Relationships: Strengthen existing OEM/SI relationships by creating a productive cadence of interaction around current and future sales opportunities. Support OEM registration processes by researching requirements, gathering necessary documentation, and ensuring timely submission.
  6. Customer Quotations: Responsible for suggesting new and related products, explaining technical features, and creating sales quotes.
  7. Continuous Education: Stay informed about industry trends, competitive landscape, product knowledge, and customer feedback to inform sales strategies.
  8. Strategic Marketing:  Collaborate with marketing team to develop and implement targeted strategies and campaigns that align with Wildflower needs, and drive sales growth.
  9. Data Management and Documentation: Maintain important information and data accurately within our ERP system. Work with marketing team to utilize the designated CRM system to manage and track customer interactions, streamline pipelines, and effectively deliver personalized customer experiences.
  10. Travel: Plan and execute quarterly travel to meet with customers, deliver presentations, and participate in key account reviews.
  11. Any other duties needed to drive our Vision, fulfill our Mission, and abide by our Values.

Job Qualifications/Requirements:
  1. A 2‐year college degree is required, or equivalent education and experience, along with advanced technical or managerial credentials.
  2. 4+ years of experience in sales within the technology industry, with at least 3 years’ experience working with channel/OEM partners.
  3. Stable track record of success in sales, with 2-3 years consecutive, successful sales experiences developing strategic customer relationships.
  4. Must have worked in a quota-bearing capacity and understand the various stages of the sale cycle.
  5. Highly adaptable to changes in business direction, products, and needs both from a partner perspective and customer perspective.
  6. Proven ability to articulate a portfolio, selling across products, solutions, and services.
  7. Demonstrable over-achievement in all areas – personal, quota, and development.
  8. Strong customer service skills with a proven ability to build and maintain relationships.
  9. Strong understanding of the federal procurement process and compliance requirements.
  10. Must have excellent verbal and written communication skills and the ability to conduct and present meetings via voice and video conferencing.
  11. Excellent organizational skills and attention to detail.
  12. Ability to work independently and deal with multiple projects simultaneously.
  13. Excellent analytical, strategic thinking, and time management skills.
  14. Proficiency in ERP, CRM tools, and Microsoft Office Suite.
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