Senior Account Executive, Public Sector

🕒 Abril 7

⚔️ Virginia, Washington – Remoto

⚔️ Virginia – Remote ☕ Washington – Remote

💵 $95.000 - $125.000 / ano

⏰ Tempo Integral

🟠 Sênior

🧑‍💼 Executivo de Contas

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XTIVIA, Inc.

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 1993

🏢 Corporativo

Enterprise • ITSM • Cloud

A XTIVIA, Inc. é uma empresa especializada em criar soluções avançadas de Tecnologia da Informação para negócios em diversos setores. Com mais de 25 anos de experiência, a XTIVIA entrega soluções personalizadas, incluindo integração de API, desenvolvimento de aplicações, estratégias de nuvem e DevOps, governança de dados e serviços de inteligência de negócios. Eles aproveitam plataformas tecnológicas de ponta para aprimorar resultados empresariais e mantêm parcerias estratégicas com empresas líderes em tecnologia, como Microsoft, Salesforce e Oracle. A XTIVIA é renomada por sua expertise em integrar aplicações críticas e estabelecer as melhores práticas de gestão de dados, tornando-se um parceiro confiável para empresas que estão passando por transformações tecnológicas.

Descrição

• Own and manage a defined territory spanning federal civilian and/or defense agencies and state and local government accounts, executing account plans to achieve and exceed annual revenue targets. • Identify, qualify, and close new business opportunities for enterprise ITSM software solutions, including platform licenses, professional services, and multi-year support agreements across federal and SLED (State, Local, Education) markets. • Navigate complex federal procurement vehicles including GSA Schedules and BPAs, as well as state-level cooperative purchasing vehicles (e.g., NASPO ValuePoint, Sourcewell, state-specific contracts) and local government procurement processes. • Build and maintain trusted relationships with senior IT and operations leadership (CIO, CISO, IT Directors, City/County Managers) across target federal agencies and state and local government entities. • Partner with federal and SLED-focused Systems Integrators (SIs), Value-Added Resellers (VARs), and channel partners to co-sell and expand market reach. • Collaborate with Solutions Engineers, Professional Services, and Customer Success teams to deliver compelling demonstrations, proposals, and post-sale outcomes tailored to public sector requirements. • Lead and coordinate responses to RFIs, RFPs, Sources Sought notices, and state/local solicitations, working with internal bid teams to craft winning proposals. • Maintain accurate pipeline and forecast data in CRM (Salesforce), providing regular reporting to sales leadership. • Stay current on federal IT policy, state IT modernization programs, and digital government initiatives relevant to ITSM adoption. • Represent the company at public sector IT industry events and trade shows and agency briefings.

🎯 Requisitos

• 5+ years of direct enterprise software sales experience, with at least 2 years focused on selling to U.S. federal agencies and/or state and local governments. • Demonstrated track record of consistently meeting or exceeding quota in enterprise software sales ($2M+ ACV deals preferred) within public sector markets. • Solid knowledge of federal acquisition regulations (FAR/DFARS) and state/local procurement practices, including cooperative purchasing programs and competitive bid processes. • Experience selling ITSM, ITOM, ESM, or related IT infrastructure and operations management solutions (e.g., ServiceNow, BMC, Atlassian, Ivanti, or similar platforms). • Established relationships with senior IT leadership and procurement officials within federal agencies (e.g., DHS, HHS, DOT, Treasury, VA) and/or state and local government entities across the Mid-Atlantic region and beyond. • Strong understanding of IT frameworks such as ITIL, and familiarity with federal and state compliance standards (FedRAMP, FISMA, NIST 800-53, StateRAMP). • Active security clearance (Secret or above) preferred; ability to obtain a clearance required. • Exceptional communication, presentation, and negotiation skills with experience engaging executive and elected-official stakeholders. • Proficiency with Salesforce CRM and sales productivity tools.

🏖️ Benefícios

• Affordable medical, dental, and vision benefits. • 401(k) plan with match. • Company-paid disability and life insurance. • Voluntary life insurance options. • Employee Assistance Program (EAP). • Identity and fraud protection. • Recognition and wellness programs. • Flexible paid time off. • Remote and flexible work options. • Paid training and certification opportunities.