Sr. Manager, Sales Account Executive - Federal B2b

Headquartered in Ridgefield Park, N.J., Samsung Electronics America, Inc. (SEA) is a leader in mobile technologies, consumer electronics, home appliances and enterprise solutions. From our humble beginnings to our position today as a tech leader, our passion for innovation has been the common thread throughout our history. We’ve grown into one of THE most recognized global brands. We consider ourselves “relentless pioneers” that push boundaries and defy barriers. The company pushes beyond the limits of today’s technology to provide groundbreaking connected experiences across its large portfolio of products and services, including mobile devices, home appliances, home entertainment, 5G networks, and digital displays. As EPA’s ENERGY STAR® Corporate Commitment Partner, SEA is dedicated to making a positive impact on the environment through its eco-conscious products, practices, and operations.

People | Excellence | Change | Integrity | Co-Prosperity

The Sales Account Executive will be a market business leader driving enterprise and mission-oriented mobility solutions to meet client requirements in a dynamic environment.

The role will focus on growing new business while maintaining existing accounts and organic business generation. The Sales Account Executive ensures an excellent client experience at all times, and manages the top-level relationship with the client. The role will be key in the development of near-term and long-term solution and GTM strategies, execution of multiple marketing approaches and collaboration on product and technical roadmaps. This role is a technical sales role promoting Samsung’s Federal market strategy and solutions. The Sales Account Executive should be comfortable as a technology expert and viewed as a trusted advisor to the C-Suite.

The focus of this role is supporting either Federal Government, Civilian Agencies – at the Department level and Independent Agency level. Federal Law Enforcement, Justice, Education, Transportation, Homeland Security, Treasury, Labor, Commerce, Health and Human Services and Independent agencies. Or, Department of Defense – at the branch level and subordinate commands, within US Marine Corps, US Navy, US Special Operations Command, US Army, US Air Force, Defense – Other Agencies, Intelligence Community and/or Tactical Programs is required. A proven track record in one or more of these account areas, including establishment of new business is required

The Sales Account Executive is responsible for securing new revenue and growing Samsung market share within SEA’s Mobile B2B Business Unit. Will set customer engagement strategy in tight coordination with Mobile B2B leaders, other key accounts, product, marketing, and engineering managers. The Sales Account Executive is an experienced, driven professional and industry expert, proven self-starter, and core team player who understands the Federal Sector and partner eco-system and can clearly articulate the value that Samsung brings to enterprise customers and technology partners.

This position will need to bring existing customer and technology vendor relationships, develop and maintain strong business relationships with key decision makers across Samsung’s Mobile B2B Sector, as well as identify and qualify business opportunities, and position Samsung for pursuit.

• Drive Solution Revenue (Solutions include Samsung HHP, Tab, PC, Wearables, Accessories and Samsung Software and services):
  • Programmatically manage accounts: orchestrate communications, assess market and competitor trends, promotion development, and training as required to stimulate awareness and facilitate customer procurement of Samsung's Hardware, Solutions and Services.
  • Collect requirements, identifying viable solutions, overcoming barriers, educating decision makers and their teams, such that Samsung solutions are the preferred technologies in response to customer requirements and enable Samsung to scale.
  • Project Based & CYOD platforms
    • Carrier
    • IT Channel
• Increase Market Share:
  • Position Samsung’s mobile portfolio to increase Samsung’s market share and revenue in assigned accounts quarterly and annually.
  • Maintain acute awareness of Samsung and competitor market share in assigned accounts.
    • Key Accounts
    • Non-Key Accounts
• Develop and Mature Pipeline:
  • Identify, specify and lead enablement activities required to support your accounts.
  • Develop account and agency campaigns resulting in measurable market share growth
  • Develop and execute key account strategies and customer-oriented engagement plans.
  • Manage a qualified quarterly Pipeline (at least 2.5X)
• Salesforce Excellence & Accountability
  • Manage Account Business Opportunities (BO), 100% accuracy in managing BO portfolio in Salesforce.
    • Annual Account Profiles
  • Manage Opportunities
    • Understand and leverage the customer’s funding and budgeting process to secure wins.
    • Products
    • Rollout Schedule
    • Special Pricing Accommodation
• Account Mapping and Segmentation:
  • Segment accounts based on budgets, requirements and prioritizing business objectives.
  • Demonstrate intimate knowledge of assigned account base
  • Develop relationships with end customers/users/decision makers and influencers of – mobility operations to agency C-level (CIO, CTO, CISO).
  • MS Office application proficiency
    • Excel
    • PowerPoint
    • Word
    • Outlook
• Internal Reporting & Communication
  • Support CEO Account review
  • Create account plans through visual tools and present to leadership
  • Quarterly QBR
• Leadership
  • Perform long range planning (1 to 3 years) to drive revenue growth by increasing product placement, driving customer satisfaction and overall market share growth against assigned revenue/market share targets
  • Mobilize internal and external resources in response to customer requirements necessary to drive growth and solutions.
  • Maintain working knowledge of Samsung Mobile Hardware and Software and the Android operating system including Android for Enterprise.

• Bachelor's Degree and 10+ years of Solution/Technology/Enterprise Software Selling. Mobile industry professionals with engineering experience is preferred
• 3-5 years’ Federal acquisition regulation and experience with contract officers
• Proven track record of hitting annual targets (>$20M) in mobility hardware and software annually as individual contributor.
• Demonstrated expertise and experience with enterprise mobility, mobility solutions, and mobile device managed Android devices, MDM/EMM, VPN and managed services.
• Knowledge of, ability to utilize web-based tool to research budgets for IT and mobility and key programs and agencies requiring mobility solutions
• Demonstrated success developing and executing strategic account plans
• Must be able to work without supervision as well as with existing Go-To-Market team
• Strong verbal and written communication skills; able to articulate and tailor “Samsung Value”
• Entrepreneurial spirit with excellent organizational and planning skills
• Strong reasoning skills; ability to analyze data, trends and provide recommendations that drive strategic account/business plan development and action.
• Ability to travel to meet Customers (up to 75% of the time)
• The ability to move and transport equipment (under 75lbs) is required
• Experience and knowledge of working with the Salesforce (CRM) platform
• Microsoft Office skills – PowerPoint, Word and Excel skills are a must. Must be able to develop detailed PowerPoint presentations that tell a story; advanced Word & Excel use

• Understanding of principles of program and project management preferred

• Samsung Electronics America, Inc. and its subsidiaries are committed to employing a diverse workforce, and provide Equal Employment Opportunity for all individuals regardless of race, color, religion, gender, age, national origin, marital status, sexual orientation, gender identity, status as a protected veteran, genetic information, status as a qualified individual with a disability, or any other characteristic protected by law.