Software Sales Associate (Distribution Channel)

Location: Gaithersburg, MD
Date Posted: 08-16-2018
Software Sales Associate (Distribution Channel)
AINS is seeking an entrepreneurial sales performer who has demonstrated experience generating business within the federal marketplace.  The Software Sales Associate is a high-visibility role that will work with our distribution channel for one, or more, eCase® adaptive case management solutions. This is an excellent opportunity for a proven performer who is ready to accelerate their career and have a direct impact on the growth of a company. 
Position Description
  • Work with our distribution channel partners to develop and manage the sales cycle from opportunity to closure. Goal will be to generate sales revenue through a repeatable sales process
  • Work with the distribution partner and channel partners to qualify leads, determines deal strategy and identify pursuit team to build proposals including solution design, work estimates, and scope
  • Establish and develop a strategy for identifying and closing new software and services opportunities with distribution partner for targeted accounts and new strategic prospects
  • Present AINS solutions using appropriate value-based sales approaches and techniques, including team and/or consultative presentations and efforts
  • Work with Pre-Sales and Marketing to develop customize demos, proof of concepts, and prospect/client communication as needed
  • Proactively find new business opportunities through initiative and creativity, as well as working closely with distribution partner
  • Stay current with competitive landscape and industry/sector trends
Required Technical Experience
  • 2-7 years of successful sales experience selling enterprise software and service solutions to federal government accounts.  Minimum of 2 years solution selling experience
  • Knowledge of the federal procurement process
  • Experience selling through a distribution channel as well as direct sales
  • Hunter-type personality with track record of consistent earnings
  • Must have a proven track record of capturing new clients
  • Active listener with demonstrated experience at consultative selling
  • Capable of managing a pipeline of prospects at different stages of the buying cycle
  • Evidence of exceptional commitment to a process-driven sales approach, and accurately tracking and forecasting of all customer engagement and activity through the use of Salesforce
  • Ability to interact with business and technology executives about their challenges and link those needs to the demonstrated value of our solutions
  • Must have excellent written and oral communication skills
Undergraduate or Graduate degree in Business, Information Systems, Communications or English is preferred
US Citizen with the ability to gain a DoD clearance
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