Federal Account Manager

Federal Account Manager

Vari started by developing the world's leading sit-stand desk converter to help a coworker with back pain, but now we're so much more than a desk. We are flexible workspace solutions made simple and installed fast. We've shipped products to more than 120 countries, and our solutions are in 98% of Fortune 500 companies.

We are seeking a motivated and results-driven Federal Account Manager to oversee and expand our presence within a designated book of business. The ideal candidate will be skilled in building strong relationships with key stakeholders, understanding the unique business needs of clients within their book of business, and providing tailored solutions to drive growth. As the Federal Account Manager, you will focus on cultivating new business opportunities, nurturing existing relationships, and achieving revenue targets within your assigned book of business. You will work closely with internal teams to ensure exceptional customer experiences and drive long-term success.

Key Responsibilities:

• Account Management: Develop and maintain strong, long-lasting relationships with key decision-makers and stakeholders within Federal accounts.
• Sales Strategy: Create and execute territory-specific sales strategies, including developing account-specific plans to go deep and wide within existing Federal accounts. Focus on identifying and capitalizing on growth opportunities across various departments or business units to expand market share and achieve revenue goals.
• Sales Skill Set: Assess the best level of service for each Federal client based on their needs and budget. If design or installation services are needed, this role, would work with a project executive to team on the opportunity. The project executive would be responsible for taking the lead to execute the project.
• Solution Selling: Understand the client's business needs and provide customized solutions, demonstrating the value of our products and services to meet their objectives.
• Account Reviews: Conduct regular account reviews with Federal clients to assess satisfaction, address concerns, identify new needs, and ensure continued alignment of solutions with their evolving business goals. Ensure that any issues or opportunities are promptly addressed to strengthen the partnership.
• Client Retention: Ensure customer satisfaction and loyalty by maintaining proactive communication, resolving issues promptly, and providing ongoing support to ensure long-term partnerships.
• Collaboration: Work closely with internal teams to ensure seamless delivery of solutions and services to Federal clients.
• Market Intelligence: Stay informed on industry trends, market developments, and competitor activities to effectively position the company's offerings within the Federal vertical.
• Negotiation and Closing: Support on contract negotiations and close deals with key Federal clients, ensuring favorable terms and conditions for both the client and Vari.

Qualifications:

• Bachelor's degree in Business, Sales, Marketing, or related field (or equivalent experience).
• Proven track record in sales or account management within the Federal sector (2+ years preferred).
• Strong understanding of the Federal vertical, including key challenges, decision-making processes, and competitive landscape.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to identify customer needs, present tailored solutions, and manage the full sales cycle from prospecting to closing.
• Self-motivated with a strong desire to meet and exceed sales targets.
• Ability to work independently and manage multiple accounts effectively.
• Proficient in CRM software (Salesforce) and MS Office Suite.
• Self-motivated, goal-oriented, and able to work independently as well as part of a team.
• Ability to think independently, strategically and tailor solutions to client needs.

Preferred Skills and Experience:

• Experience selling enterprise-level solutions or services to Federal clients.
• Knowledge of industry-specific trends.
• Strong presentation and public speaking skills.
• Ability to collaborate across different teams to deliver client success.

Why Vari:

• State of the art On-site Gym, spa-like locker room, and Chair Massage Pod
• Enhanced paternity / maternity / Adoption programs
• 401k and profit-sharing plan
• Personal time off / Volunteer time off
• Team building events on and off site
• Mentoring and career development
• Education reimbursement
• Wellness program and insurance premium discounts
• At-home work set-up