[Hiring] Account Executive, Defense & National Security @SAS

Role Description

The SAS Federal team is looking for a senior account executive to own a named Department of War (DoW/DoD)/Intelligence Community (IC) territory and lead complex sales cycles for SAS data, analytics, and AI solutions. You’ll determine where to focus, align internal and partner resources, and convert mission problems into measurable outcomes for our customers, while growing revenue through selling enterprise solutions. You will engage senior decision-makers across programs, acquisition, security, and IT to shape demand, build pipeline, and close business. This role is critical as SAS is strategically focusing on and investing in our work and relationship with National Security.

• Sell software, solutions, and services to current and prospective customers by leveraging sales opportunities
• Prospect within assigned accounts to uncover business needs, qualify opportunities, and determine resources required for success
• Implement territory and account management strategies, identifying high-potential accounts, advancing opportunities through the sales cycle, and forecasting timelines to close business
• Collaborate with pre-sales resources, virtual sales teams, account managers, and executives to ensure timely responses to qualified, high-revenue leads and strategic account development
• Prepare quotations, proposals, and contracts, working cross-functionally to finalize agreements and set delivery schedules
• Follow up with customers to monitor satisfaction, uncover additional revenue opportunities, and nurture ongoing relationships
• Utilize company account planning tools and sales methodologies (such as BASE or Strategic Selling) for pipeline management, forecasting, and identifying accounts with strong close potential
• Apply knowledge of company marketing goals, industry trends, and SAS applications to assess account needs and recommend appropriate solutions
• Develop and execute action plans to close business for high-potential accounts and further expand relationships within the territory
• Embrace curiosity, passion, authenticity and accountability

Qualifications

• Bachelor's degree, preferably in Business, Marketing, MIS, or other relevant discipline
• Minimum of five years of experience in sales, marketing, or technical support of computer software solutions
• A seasoned, experienced professional with a full understanding of area of specialization
• Knowledge of basic sales techniques; knowledge of hardware and/or software acquisitions cycles and buying influences specific to the federal government and national security space
• Ability to analyze and evaluate territory dynamics and develop a sales plan
• Based in the DC metro area or able to travel routinely to customer sites

Requirements

• Demonstrates good judgment in selecting methods and techniques for obtaining solutions
• Networks with senior internal and external personnel in own area of expertise
• Ability to communicate technical and business concepts and relate them to SAS applications and user needs
• Ability to work independently and as part of a team

Benefits

• Comprehensive medical, prescription, dental and vision plans
• Medical plan options include:
  • PPO with low annual deductible and copays
  • HDHP combined with a health savings account with a contribution from SAS
• Onsite Health Care Center (HQ) that’s free to employees and family members enrolled in the PPO plan
• An industry-leading 401k plan
• Tuition Assistance Program and programs and resources to support your development
• Generous time away including vacation time, a variety of paid holidays, and our much-loved U.S. Winter Wellness Break
• Volunteer Time Off, parental leave and unlimited paid sick days
• Generous childcare benefits for all full-time employees