Account Manager - Government

Tampa Inside Sales & Renewals
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OPSWAT is a global cyber security company providing solutions for enterprises since 2002 to identify, detect, and remediate advanced security threats from data and devices coming into and out their networks. Trusted by over 1,000 organizations worldwide and with over 30 anti-malware engines, 100+ data sanitization engines and more than 25 technology integration partners, OPSWAT is a pioneer and leader in data sanitization, vulnerability detection, multi-scanning, device compliance, and cloud access control. 

OPSWAT. Trust no file. Trust no device.

The Position

The Account Manager - Government is a significant contributor of company revenue and growth. This position will be located in our Tampa headquarters.

Your responsibilities will include the development and implementation of account plans targeting expansion of renewals of our MetaDefender and Meta Access Security platforms to cross sell into additional use cases, technologies, and products. You will leverage existing relationships, partners, the government team and build the right relationships inside your target account while leveraging your company resources to the fullest and negotiate and expansion business.

The ideal candidate will have experience with government technology solutions, business to government sales, or government consulting.

What You Will Be Doing:

  • Follow-up on existing government customers to provide insight to new OPSWAT products to help solve cybersecurity related to challenges through account reviews.
  • Manage multi-tier renewal cycles by collaborating with distribution, resellers, integrators, primaries and the end customer.
  • Manage timelines and coordinate with internal OPSWAT team on next steps, proof of concepts, demos, and presentations.
  • Provide budgetary pricing through Salesforce, pricing to distributors and resellers.
  • Maintain an accurate forecast in Salesforce with up-to-date account activity.
  • Follow up on leads from conferences, webinars, and events.
  • Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy.
  • Overachieve on annual quota, measured quarterly.

What We Need from You:

  • You have a minimum of 2 years successfully selling technology products and solutions to government.
  • You have a bachelor’s degree, preferably in a technical or business discipline or equivalent experience.
  • You are organized and detailed and can work through complex government procurement processes.
  • Previous government procurement or project management experience is a plus.
  • You’re persuasive and have excellent negotiation and presentation skills.
  • Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes-ambiguous work environment.
  • You keep your pipeline accurate, and your forecast updated for management.
  • You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
  • You have excellent time management skills, and work with high levels of autonomy and self-direction.
  • You’re highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals.
  • Highly ethical and professional personal conduct.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.