Federal / Civilian Gov't Portfolio Sales Executive 1

Unisys is a worldwide information technology services and solutions company. Our people combine expertise in systems integration, outsourcing, infrastructure, server technology and consulting with precision thinking and relentless execution to help clients, in more than 100 countries, quickly and efficiently achieve competitive advantage. Day to Day Work Capture portfolio opportunities within Civilian Government Agencies. Role Purpose Under the direction of a Sales Manager/Area Sales Director, sells Unisys services and products from their assigned solutions portfolio into accounts led by the Client Relationship Executive (CRE). In non-CRE accounts, achieves profitable revenue growth in their assigned solutions portfolio and leads others on a sales team in cross-selling opportunities. Key Responsibilities/Outcomes Builds relationships with clients, matches client business problems to services/product portfolio offerings and qualifies, negotiates and closes business. Provides broad services/solution product portfolio expertise to the client to convey the full Unisys value proposition and create value for the client. Proactively seeks to understand the client's problem /opportunity, what the client is trying to solve and consistently communicates to the client the appropriate solution and value proposition in a compelling fashion. Leverages alternate channels and partners to incorporate the proper solution set(s) based upon the client's business requirements. Maintains an opportunity pipeline of activity of at least 3 times their PAR with 50% of these opportunities forecasted to close in the current fiscal year. Utilizes Unisys sales automation tools, i.e. Siebel and assists in the development of account strategies and creation of Client Business Plan(s). Leads these efforts where no CRE is assigned. Develops and maintains TAS documentation for all opportunities and continually analyzes, updates and refines these opportunities in Siebel. Shares knowledge of the client with the other members of the account team to ensure information is passed on and potential business opportunities can be acted upon. Key Qualifications Undergraduate college degree or equivalent is preferred. In addition to native language, good command of English is preferred. A proven track record of selling and winning new business and creating high value, complex deals within their assigned account(s) is mandatory. Established contacts and relationships in assigned account(s) at the CXO level are mandatory. Strong industry expertise, required technical skills and a thorough knowledge of the marketplace, industry segment, competition and suppliers in order to be able to leverage the Unisys value proposition Understands business drivers within the industry and emerging trends in the marketplace. Key Metrics Orders Revenue Gross Margin Completed TAS form for all major opportunities with comprehensive structure, budget process, competitive landscape, and internal IT infrastructure. Other members of the account team understand client developments and are kept well-informed Agreed Customer Satisfaction (CVI) targetsClient Bus Plng & Exec - 2 - AdvancedConsultative Selling - 2 - AdvancedSales Activity Management - 1 - ExpertSales Negotiation/Capture - 2 - AdvancedCompetitor Awareness - 1 - ExpertDev/Execute Sales Strategy - 1 - ExpertTargeted Accounting Selling -1 - ExpertMS Applications -2 - AdvancedEnterprise Secure -2 - AdvancedEnterprise Linux-ES7000 - 2 - AdvancedReal-Time Infrastructure - 2 - Advanced We offer a fully competitive total rewards programs in a Pay for Performance environment, including opportunities for growth and development through Unisys University, an above market vacation policy, tuition reimbursement, competitive health and welfare benefits including medical, dental, life, disability, 401K and (featuring immediate eligibility) and a developing array of work/life benefits.If you are interested in applying for this employment opportunity or exploring similar opportunities, please Apply Online. Unisys is an Equal Opportunity Employer. M/F/D/V. Company:  Unisys Location:  Reston, VA 20190 Status:  Full Time Job Category:  Sales/Retail/Business Development Company:  Unisys Reference Code:  WB3/M2ON/223020