Increasing the ranks of shareholders within our labor force is one of our top goals as a corporation. We’re excited that you’ve chosen to explore a career with Doyon.
JOB SUMMARY: The Director of Federal Business role is accountable for identifying, developing, and closing new and repeat business opportunities with a primary focus on the United States Federal Government. The role is a cross discipline role that includes establishing long-term relationships, identifying opportunities, working with the Arctic IT team to qualify and close opportunities while maintaining key industry and vendor relationships. Normal daily activities include collaborating with internal resources on multiple opportunities simultaneously; utilizing industry-standard best practices and methodologies to perform the highest-quality sales and marketing efforts; building long-term client relationships; continuing to grow our client base.
Develop, own, and maintain relationships and new business within Federal Government agencies/organizations, with the sole purpose of generating and closing sales opportunities for Arctic IT’s Managed Cloud Services, and Professional Services related to the Microsoft Solution Platforms, namely Dynamics 365, Microsoft 365, and Azure
Develop, own, and maintain relationships and new business with Prime and Subcontractors with the sole purpose of generating and closing sales opportunities in teaming and joint venture capacities
Provide Director level strategy on the Federal Market specific to Microsoft opportunities for marketing and sales resources
Gather requirements and expectations from prospects and work in partnership with the internal team resources to recommend specific products, services, or solutions to prepare opportunities for proposal
Provide or participate in demonstrations of software solutions to prospects to achieve alignment on scope of work definition and further developing opportunity to proposal
Direct and Present new opportunities at weekly internal Opportunity Reviews to get proposal resources assigned to respond to RFPs or prepare Statements of Work, and then, subsequently, participate actively in the standard processes to ensure response is delivered effectively
Support marketing team efforts specific to the Federal Government market including agencies, vehicles, and teaming partners
Represent Arctic IT at industry events such as webinars, roundtables, speaking forums and trade shows when necessary
Establish and maintain relationships with key vendor contacts, especially Microsoft
Remain knowledgeable on all services provided and applications implemented by Arctic IT including pricing structures, integration capabilities, core application functionality, partnerships, and vertical-specific functionality
Remains knowledgeable on all Managed Cloud Services offerings, including pricing structures, benefits, services provided, etc. and can speak to Arctic IT’s differentiation and competitive advantage
Attends recurring sales team meetings and reports accurate status of opportunities and efforts, provides strategic overview of territory account plan goals, and direction to respective pre-sales and marketing team for related tasks
Accountable for building own pipeline of leads through standard sales techniques such as cold calling, attending networking events, and evangelizing via social media
Maintain and strengthen domain knowledge within their industry vertical
Complete standard process for managing leads and opportunities in centralized software and ensures all data is accurate, timely, and complete
Utilize Microsoft Teams for collaboration and communication for all proposals, Statements of Work, Contract Documents, and any requirement established for the GROW team within Arctic IT’s sales process
Store all documents within One Drive for Business or Microsoft Teams related to any and all work/product responsible or accountable for
Other duties as assigned.
Bachelor’s Degree in Business, Communications or related discipline preferred
Minimum 10 years of experience selling IT solutions and services to Federal Government agencies
Prior experience within civilian or DOD government agencies as an executive or IT focused role
Security clearance is preferred but not required
Proven experience in technology sales as an Account Executive or Sales Representative
Advanced level experience tracking sales leads and opportunities in CRM systems (specifically Dynamics 365 for Sales)
Significant experience working in a sales environment and familiar with working against critical deadlines and the pressure and stress that comes with it
Applicants subject to background checks, drug testing and government security investigations and must meet eligibility requirements related to the clearance process
Valid driver’s license, insurance and reliable personal vehicle
Must be able to commute into the Washington DC Metropolitan area to conduct business daily as necessary
WORKING ENVIRONMENT: The majority of work for this role is performed in a home office and interacts with a wide variety of people with differing functions, personalities and abilities. Telecommuters are expected to have sufficient home office space that appears neat, organized and professional when on video meetings. Travel is required and varies around 50%.
PREFERENCE STATEMENT: Arctic Information Technology, Inc. grants preference to qualified Doyon Shareholders first, and second to qualified shareholders of other Alaska Native corporations that grant a similar preference in all phases of employment and training, which include, but are not limited to hiring, promotion, layoff, transfer, and training.