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Job: Major Account Manager, Harris Geospatial Solutions, Herndon, VA

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General Information


Job title: Major Account Manager
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Job location: Herndon, VA  20170 United States
District of Columbia, Maryland, Virginia
Requisition code:
Date posted: 02/12/2018
Job category:Geospatial Management
Geospatial Mid Level Specialist
Geospatial Sales/Marketing
Geospatial Senior Level Specialist
IT Sales/Marketing
Photogrammetry Sales/Marketing
Remote Sensing Sales/Marketing
Job type:Full-time
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Job Description

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Harris Geospatial is seeking an experienced Major Account Manager who thrives in a competitive sales environment to position Harris portfolio of products and services within the US Intelligence Community (IC). This position has total business responsibility for identifying and recommending the solutions that drive growth within the assigned customer space. A successful candidate will have a strong background with NGA and other agencies in the Intelligence Community. They should have an understanding of mission goals, budget and acquisition processes and be able to use creative sales skills to position solutions on the desktop or in the enterprise. This position will be based in the Northern Virginia area. Ability to obtain/maintain a security clearance is required.

Primary duties include:

Cultivating long-term relationships with existing users and their management through regular presence at the customer site
Understanding of Harris enterprise technologies and able to articulate differentiators to existing customers as well as to prospective customers that are looking for enterprise solutions
Develops and maintains a sales account plan that demonstrates a strategy for successful execution of revenue goals
Demonstrates the ability to qualify or disqualify leads, and then determine an appropriate pursuit strategy once qualified
Identify markets trends and technology needs/gaps focused on driving pursuits to close
Attend marketing events and industry trade shows for networking and prospecting with existing and potential users of our products and services
Set and obtain goals through strong business ethics and self-motivation
Travel is required approximately 25% of the time
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Job Requirements

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Required Minimum Skills and Qualifications:

Bachelor degree with 6+ years of experience or equivalent
TS/SCI Clearance Required

Preferred Skills:

6+ years sales experience in Remote Sensing/GIS
A ‘closer’ that is able to accurately identify an opportunity and through a structured sales methodology move the sales opportunity to decision and fulfillment
Direct work-related experience in or with organizations and operations of the US Intelligence Community, specifically the NGA
Experience selling Enterprise and Cloud-based software solutions
Understanding of federal budget cycles and processes, programmatic processes, and NGA mission responsibilities
Familiarity with the Request for Proposal (RFP)/Request for Information (RFI) process
Proven ability to manage and maintain customer loyalty, as well as to identify new business opportunities within an existing customer base
Ability to explain technical differentiators in the various products
Understanding of the GIS, Remote Sensing and analytic software products currently used in this community
Has a proven track record of achieving or exceeding revenue targets
Demonstrated experience working with contact management software; Microsoft Dynamics preferred
This position requires the candidate to already possess an active TS/SCI clearance and to maintain the clearance.

By submitting your résumé for this position, you understand and agree that Harris Corporation may share your résumé, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.

Harris is an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, or membership in any other group protected by federal, state or local law.
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