Federal Sales - Account Manager

VITEC solutions deliver easy-to-use technology that ensures high-quality, low-latency HD video, capturing live and recorded events for seamless distribution in a multitude of formats anytime, anywhere, to any device.

Here at VITEC we have a fantastic opportunity for an experienced sales person. A role that will suit someone who can offer to work for us remotely from a USA East Coast location which of course is closest to most of the main US Federal/Military/Government Organizations. Although we are flexible on where people are based, we are keen to hear from suitably experienced Salespeople who are in the following states: VA, GA, MA, NC, VA, VT, FL.

Between our east coast office in Atlanta, Georgia and our west coast office in Sunnyvale, California, VITEC has regional locations throughout the USA. Our office in Atlanta was recently upgraded with a complete solar panel system and continues to expand, as the US based core manufacturing and shipping hub for VITEC worldwide.

From corporate to government and broadcast, the US work force has pushed VITEC to master video technology and pioneer innovative streaming solutions, and to build a brighter video future for the world and beyond.

VITEC’s Federal Sales Account Manager will be responsible for generating new opportunities for the federal sales team. The position will have extensive experience establishing contacts with potential new targets in military, special forces, ISR, Intelligence Agency’s, and civilian federal agencies. Existing relationships with channel partners and system integrators is a plus. This position will spend extensive time prospecting for new contacts in federal, military, state, and other government agencies.

About the Role:

As an already accomplished Federal Sales Manager you will take on the responsibility for generating new business opportunities for VITEC specifically in the military special forces, ISR intelligence agencies, and civilian agencies. You will utilize your knowledge of the market and already established relationships/contacts and channel partners in this area. The role reports directly into the VP Federal Sales and works in tandem with the Federal Pre-Sales Engineer who is based in Atlanta, GA.

Most of your time will be spent prospecting, identifying new clients/contacts, and ultimately winning new business in the federal, military, state, and other government agencies.

Although the role is home based there will be regular travel to customer sites, including tradeshows & conferences. Overall travel is expected to be 30-40% range with occasional spikes.

Role Specific Responsibilities:

• Identify an extensive target list in the following areas: IPTV & Digital Signage applications targeting US Federal Civilian & Intelligence Agency’s, Army bases, Army Special Forces groups, National Guard bases. Video wall configurations targeting command control solutions in various SOCOM groups. Integrated ISR applications targeting streaming video from ground vehicle and manned/unmanned airborne platforms, etc.
• Make initial contact with key clients to introduce and promote VITEC solutions. The goal is to find new opportunities through face-to-face meetings and product demonstrations.
• Once an opportunity is identified work with presales engineer to engage with potential new customers.
• Carry out basic product demonstrations.
• Responsible for quoting process, opportunity tracking in Salesforce, and closure through a purchase order.
• Responsible for ongoing Account Management and working with customer success team to ensure a successful deployment.
• Work with existing VITEC channel partners and identify new ones to engage with.
• Work with the Inside Sales Team to capture new contact info in VITEC database and strategize on identifying new contacts and key decision makers within each organization.
• Work with VP, Federal Sales on key initiatives for the team such as pursuing military certifications and working with Marketing on activities to promote VITEC such as tradeshows and conferences.

Key Dimensions of the Role:

Knowledge and Skills:

• Strong understanding of government and military organizations and how to navigate to the decision makers and influencers through networking and direct contact.
• Excellent proven sales techniques for reaching out to prospective new customers.
• Work well as part of a team consisting of sales, inside sales, marketing, and sale engineers.
• Strong planning skills and ability to take initiative on a given task.
• Must have a broad understanding of IPTV and/or ability to quickly grasp VITEC’s IPTV solutions and what our value proposition is to the market.
• Have a good understanding of this particular market and the competitive landscape.

Personal Qualities:

• Strong oral and written communication and presentation skills.
• Strong planning, multi-tasking and organizational skills.
• Strong drive, highly motivated, a desire to succeed along with resilience and tenacity.

Qualifications:

• Bachelor’s degree in business, Marketing, or a technical field is preferred.
• Proven experience in business development or sales, preferably with a company similar to VITEC. Five plus years of experience is preferred.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

About VITEC

VITEC is a market-leading provider of IPTV, digital signage and video streaming technologies that help organisations harness the power of video to communicate, educate and entertain. VITEC is a pioneer in the design and manufacture of hardware and software for video encoding, decoding, transcoding, archiving and streaming over IP. Our end-to-end video streaming solutions enable customers to capture TV and video content directly from any source and manage its delivery, as channels or within digital signage screens, to any connected device via an existing network.

From corporate, broadcast and venues, to accommodation, government and military, VITEC has global expertise in delivering complex, proAV solutions. VITEC’s award-winning IPTV platform is a powerful suite of services for content management, digital signage, video archiving, and video wall processing. Our encode/decode solutions are 100% hardware based, including PCIe cards with SDK for custom design or OEM for high-performance video systems.

Headquartered in Paris, France, we have a global reach through our offices across the Americas, Europe, Middle East, Africa and Asia Pacific. Making a difference with green initiatives, VITEC is the first Zero Carbon MPEG company and encourages customers to buy GreenPEG™ for continued environmental efforts to reduce greenhouse gases.

Why work for VITEC?

People

Our people come first. Our teams are dynamic and inclusive and each person in every team is unique and valued. We are big on autonomy and empowering individuals to make a difference.

Work/life balance

When you thrive, we thrive. Work- life balance is the key to a rewarding career. As you grow and develop, you’ll discover the tools, culture, and opportunities to help personalise your career journey, so it’s as unique and ambitious as you are. Hybrid and flexible working options are available too, where possible.

Growth Potential

Working internationally with our team of experts means an always learning approach and there are lots of ways to play, problem solve and create. This growth will continue; innovation and evolution are key. Our growth is phenomenal – check out our company timeline and corporate overview – our future direction is clear.

Diversity and Inclusion

Diversity, inclusiveness, and your career are vital to our success. Your point of view matters and you deserve to feel included. We empower you to use your voice and talents to help others find theirs. Whoever you are, we believe your uniqueness helps us stand apart.

Team Culture

Our inclusive corporate culture provides opportunities to grow your career. Our people create great work in a relaxed way, regardless of where their workstation is located. Small teams mean your efforts and the great decision you make every day are seen. We’ve created a great team environment, with regular meetups for team collaborations and to share fun times together as well.

Benefits

We take care of everyone. What makes us tick is our people. Our people are everything. The VITEC benefits package goes above and beyond, focusing on your physical, emotional and social wellbeing. You can find out more about the benefits we offer from the HR Contact in Country.

How to Apply

VITEC is an equal opportunity employer, and the only thing that matters to us is your ability to do this role.