Location: Washington, DC

Employment Type: Full Time

Experience: Experienced

Strategic Account Manager, Public Sector Markets

Kinney Group is a dedicated team of solution creators with a focus on the toughest challenges facing users of Splunk, AppDynamics, and Puppet. We commit our efforts to meaningful work and make sure our colleagues have the ability to get it done while being fairly compensated, invested in, and rewarded for their contributions.

Our commitment to these underlying beliefs has helped earn us regional and national recognition as one of the best tech companies to work for, both regionally and nationally. And we are GROWING!

A career in sales provides the highest personal rewards for hard work and achievement. The right sales professionals can also help change the world.

Kinney Group is out to change the world by enabling creators to harness the power of data to improve lives. How are we doing this in a way that is truly differentiated in the market? We have created Atlas – the Creator Empowerment Platform for Splunk.

As a Strategic Account Manager (SAM) with Kinney Group, you will be on the frontlines delivering compelling capabilities to some of the largest and most strategic Public Sector organizations in the US. In the SAM role, you will be responsible for developing and growing assigned Federal agencies and SLED organizations, many of which are current Kinney Group customers.

Leveraging the unique competitive advantage provided by our Atlas platform, you will be responsible for developing business with all of our analytics and automation capabilities, driving revenues associated with Atlas subscriptions, professional services, and managed expertise-on-demand services. The market of Public Sector Splunk customers and partners need Atlas and our leading-edge engineering services

Specific to our Splunk offerings, you will be targeting select Splunk Federal and SLED accounts – Splunk’s most prized Public Sector customers. With Atlas combined with our award-winning engineering teams, you will have a differentiated portfolio of offerings that benefit both customers, Splunk account teams, and Splunk partners. And, your sales efforts will be assisted and propelled by our dedicated business development and marketing teams.

Sound intriguing? Let’s engage!

How You Will Make an Impact

• We are early in our journey making a market with Atlas and you will be on the frontlines. Sales and business development professionals that create a track record of developing new markets set their careers up for life

• As a SAM hitting your targets in Public Sector markets, you will be positively impacting the professional and personal lives of all KGI colleagues. All of us are stakeholders in the business, and your success will help drive the success of others

• We are committed to a market development and sales strategy that makes robust use of marketing, business development, and analytics. Your diligent execution of our strategies for securing introductions to our Atlas technology platform and differentiated services approach will enable us to continue to effectively grow the Company’s sales team and optimize its selling processes

• Atlas solves a number of significant problems for Public Sector customers that are operating Splunk at scale – by introducing these customers to Atlas, you will be enabling visible, measurable positive impacts for organizations that depend on analytics coming from Splunk

• KGI offers a competitive incentive compensation plan for its SAMs – you will have an incentive plan that rewards achievement with no cap on earnings. You have an opportunity to make serious bank for you and your family, promoting a hot product (Atlas) within a hot market (Splunk, security, big data)

What You Will Do

• Develop a deep understanding of the Atlas platform and the business value equations the platform brings to US Federal and SLED customers operating Splunk Enterprise and Splunk Cloud for security, IT operations, and development use cases

• Following KGI’s defined targeting, messaging, and outreach processes, you are charged with leveraging KGI business development (BDR) resources for introducing customers to our Atlas and engineering services offerings – consistently getting “at bats” with new and existing customers is a critical success component

• For assigned accounts that are existing KGI customers, you will be charged with leading the development of the overall account growth strategies for our subscription and professional services offerings, including being a primary interface to KGI for executives at your assigned accounts

• Working in collaboration with the KGI marketing team, you will work to target ideal customer prospect targets by combining defined KGI strategies with access to industry-leading market intelligence databases

• Collaborate with your counterparts at Splunk and Splunk partners for the purpose of promoting Atlas and securing new Atlas customers

• Working in collaboration with our Solution Architects, you will continuously be exploring how KGI can bring added platform technical capabilities and business value to Public Sector customers that are operating Splunk, AppDynamics, and Puppet technologies

• Effectively utilize both Kinney Group and platform partner engineering resources to address both customer’s technical and business requirements, and to continue to learn the value equations that Atlas brings to Splunk customers

What You Need to Have

• 5+ years of proven success selling business-to-business enterprise IT software/SaaS and associated engineering services sales to US Federal and SLED organizations
• Have a true “hunter” and “business athlete” mentality that incorporates smarts, hustle, and grit – we are pursuing a target-rich market with a new offering that delivers compelling results, and our sellers are charged with making this market happen
• Possess a solid, basic technical acumen and a natural appetite to learn about software solutions and the associated technical, business, and return on investment impacts – if you don’t have a true, honest interest in software and IT, this is not the job for you
• Demonstrate a willingness to learn and develop expertise of strategies and tactics associated with go-to-market outreach to large organizations, including developing sound fundamental knowledge of large company technology selection and buying behaviors – if you are early in your career, we will teach you these things and will look to you to execute on what you have learned
• Previous experience and relationships with Splunk Public Sector sellers and associated Splunk Public Sector partner selling organizations is considered a big plus – our Atlas offering directly helps all Splunk sellers and Splunk partners achieve success with their customers
• Strong sales aptitude, work ethic, and great cultural attitude are a must – commitment to learning and living the Kinney Group outreach and selling models and associated defined processes and systems
• Basic technical acumen assocated with software and infrastructure solutions that operate within Commercial company data centers or within cloud environments (e.g. AWS, GCP, Azure, etc.)
• Demonstrated expertise of strategies and tactics associated with complex sales of technology services offerings to large organizations, including sound fundamental knowledge of large company procurement strategies
• Working knowledge of cloud-computing technologies, automation, analytics, and data center fundamentals with an understanding of how these technologies can be utilized to solve mission challenges and program objectives within US Federal and SLED organizations

About Kinney Group

Kinney Group is a solutions provider specializing in automation and analytics to harness the power of data to improve lives. We are also all about empowering creators to deliver compelling outcomes for the organizations that they serve.

Our company is an early adopter of Splunk technologies – we have worked with the Splunk platform for over a decade. Since 2012, we have deliver over 650 Splunk engineering engagements and are recognized nationally as a leading subject matter expert on all things Splunk.

With Atlas – the Creator Empowerment Platform for Splunk – we are changing the way that customers can quickly derive valued from the Splunk platform. Through a combination of technical excellence and customer focus, we are creating a new paradigm for success with Splunk for the global market of 22,000+ Splunk customers.

Kinney Group, Inc is an Equal Employment Opportunity employer.