Waites

Account Executive

• Develop and execute a federal sales strategy to achieve revenue goals across assigned agencies, accounts, and government contractors
• Identify and qualify federal opportunities related to industrial reliability, predictive maintenance, facilities, infrastructure, and mission-critical equipment
• Build and maintain relationships with agency program leaders, technical stakeholders, contracting personnel, systems integrators, prime contractors, and channel partners
• Create account plans and capture strategies, including opportunity qualification, stakeholder mapping, competitive positioning, teaming decisions, and bid/no-bid recommendations
• Monitor federal procurement activity, agency priorities, forecasts, sources-sought notices, RFIs, RFPs, and other relevant opportunities
• Coordinate and contribute to responses to government solicitations, proposals, capability statements, demonstrations, and customer requests
• Identify appropriate procurement pathways and teaming opportunities to help federal customers evaluate and purchase Waites’ solutions
• Communicate Waites’ products and services to technical audiences and executive decision-makers, connecting equipment monitoring to increased uptime and reduced unplanned maintenance
• Position the applicable Waites FedRAMP-certified cloud service offering in partnership with technical and security teams, and respond to customer questions about its scope and status
• Coordinate with Product, Engineering, IT/Security, Legal, Operations, and Sales leadership to assess customer requirements and support viable federal deployments
• Maintain accurate account plans, opportunity records, forecasts, and federal pipeline reporting in the company’s CRM
• Report to the Chief Revenue Officer
• Travel approximately 30% to support federal business objectives

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Federal Account Executive