Federal Account Manager - DOD, Public Sector

Sales & Businessposted 17mo ago

InterSystems technology is the engine behind the world's most important applications. Our software is used to manage over 1 billion patient records worldwide. In financial services, nearly $2 trillion in assets are governed by InterSystems-based risk and compliance applications. With great products, and brilliant people, what we do, matters.

Sales Executives in the Federal business are responsible for managing all aspects of prospective and existing accounts, generating sales revenue, and ensuring a productive and profitable business relationship with customers and with Systems Integrators.

The ideal candidate will have experience selling technology into governmental accounts or partnering with Systems Integrators that sell into such accounts. A background in operational systems, data platforms or enterprise software is important – particularly related to the regulatory and policy frameworks used to support the federal government ecosystem. An understanding of the Federal procurement process is important, including contracting vehicles, prime contractors versus subcontractors, services versus products, flow down considerations, and ongoing contract management.

Responsibilities:

Introducing InterSystems products and services to The US Department of Defense
Planning sales strategy and driving new business opportunities with target operating divisions within the Department
Main focus will be on non-health programs, use cases and opportunities. Sub-focus healthcare related prospects
Achieving sales objectives and quotas
Influencing the design of upcoming RFxs through collaboration with key stakeholders
Building relationships with Systems Integrators in order to drive the inclusion of InterSystems technology in proposals
Collaborating with Sales Engineers and other functional units at InterSystems to assemble sales proposals including RFx responses
Acting as the principal liaison between InterSystems, prime contractors, and customer accounts; developing and enhancing business relationships by providing high levels of service and by encouraging contact with accounts at various organizational levels; developing and continuously updating account profiles
Ensuring that problems raised by existing customers and integrators are handled by the organization
Providing feedback from customers regarding product performance; providing input to product development and support services for product fixes and enhancement
Representing InterSystems at sales conferences to promote the Company’s products and services
Generating new business revenues as well as helping to protect and grow existing customer base

Qualifications:

Governmental agency domain knowledge, especially around key topics and trends impacting Defense. This includes Departmental priorities, key programs within operating divisions, and assessing the impact of statute and regulation in supporting new efforts.
8+ years track record of technology sales success at the US Department of Defense. This includes non-cleared and cleared opportunities in CONUS and non-CONUS theatres
Demonstrated experience selling software solutions, including data platforms and analytics to the Department of Defense
Achieving net new software sales quotas for the past several years (consistent record of achieving targets)
Growing a sales territory within the Department of Defense, focused on non-healthcare components
Demonstrated experience selling software solutions, including data platforms and analytics
Understanding of the government contracting process and established relationships with key external business partners
Excellent communication, presentation, and interpersonal skills
Experience using AI-assisted tools (e.g. copilots, summarisation tools, or chatbots) with an ability to critically evaluate and verify AI-generated outputs
Demonstrated ability to learn, evaluate, adapt to, propose and implement AI-augmented workflows in order to continually enhance your own, and the team’s productivity

Education and Training:

Bachelor’s Degree or relevant experience
Security Clearance and the Top-Secret level or above a plus

We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.

InterSystems is providing a current good faith estimate of the anticipated base salary range for this position depending on a variety of factors including experience, education, skills, and performance.

Other compensation may include a discretionary annual variable target incentive.

The company also provides generous employee benefits including:

Medical, vision, and dental insurance
Short-term and long-term disability, and life insurance
401(k) Profit Sharing Contribution
Paid Time Off and Holidays
Parental Leave
Tuition reimbursement

This position may be eligible for sales incentives based on certain sales goals, achievements, and results. While sales incentives, if any, vary they generally will result in payment of 25% to 75% of base pay, assuming on-target achievement.

The estimated base compensation range for this role is:

$164,000—$190,000 USD

About InterSystems

InterSystems, a creative data technology provider, delivers a unified foundation for next-generation applications for healthcare, finance, manufacturing, and supply chain customers in more than 80 countries. Our data platforms solve interoperability, speed, and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978, InterSystems is committed to excellence through its 24×7 support for customers and partners around the world. Privately held and headquartered in Boston, Massachusetts, InterSystems has 38 offices in 28 countries worldwide. For more information, please visit InterSystems.com.

AI Disclaimer

InterSystems may use AI tools for its internal operations including administrative tasks during recruitment (e.g., organizing candidate information). InterSystems’ approach to AI is guided by the InterSystems Responsible AI Guidelines. AI is not used to make or influence hiring decisions. All decisions are made by InterSystems employees.

Candidates may use AI for CV or interview preparation, provided materials are truthful and reflect their own experience. AI tools and third-party transcription services must not be used during interviews or assessments.

Please note that the use of wearable technology, including any AI-related tools or other technology-connected devices (such as META or Google smart glasses and/or wearables, and/or any similar devices), is strictly prohibited during the interview and screening process with InterSystems. Any applicant who requires a wearable device or any type of technology support during the interview process as a reasonable accommodation under the ADA or applicable state or country laws and regulations must contact the InterSystems Human Resources Department prior to attending or participating in any interview or screening process.