What are the responsibilities and job description for the Government Account Manager position at Digital Video Group?
Company Description
Digital Video Group, Inc. is a leading provider of broadcast and production equipment and systems, serving diverse markets including television stations, production houses, education, and government organizations. Based in the Mid-Atlantic, the company services customers in Virginia, Maryland, Washington D.C., the Carolinas, and beyond, with a global reach. Representing top manufacturers such as Avid, Panasonic, and Grass Valley, Digital Video Group offers a wide range of solutions tailored to fit every need and budget. The company is dedicated to delivering innovative products and exceptional service to meet the demands of the broadcast television industry.
Role Description
We are seeking an experienced Senior Account Manager with primary emphasis on federal government business development. This role focuses on selling technical broadcast and AV solutions to federal, state, and local government agencies while also supporting education and commercial accounts. You will lead pursuit efforts for government contracts and task orders, navigate procurement and compliance requirements, develop relationships with government stakeholders and prime contractors, and manage the full sales cycle from discovery through post-installation support.
Key Responsibilities:
Identify, research, target, and contact prospective customers across federal, state, and local government, education, and commercial markets:
- Lead pursuits for government contracts, task orders, and other procurement vehicles
- Understand and Abide by Federal FARS.
- Ensure that the Change Order Process for Federal Contracts is understood and followed.
- Ensure all certifications and Representatives for Prime Contractors are current and up to date.
- Ensure that GSA pricing is current.
- Ensure that TAA and 889 compliance regs are followed.
- Manage the full sales cycle: prospecting, quoting, negotiating, closing, and post-sale follow-up
- Maintain accurate CRM records and participate in bi-monthly sales calls and reporting
- Collaborate with engineering, operations, and business unit leaders to design and deliver integrated solutions
- Determine customer workflow, budget, and installation timelines to align solutions and schedules
- Stay current on vendor products, industry trends, and competitive developments
- Recommend product and service adjustments based on customer needs and market insights
- Investigate and resolve customer issues professionally and promptly
- Meet or exceed assigned sales targets and quota
Qualifications:
• Minimum 5 years of experience in the broadcast and/or production industry
• Minimum 2 years of sales experience; 8–10 years outside technical sales preferred
• High school diploma or equivalent required; bachelor’s degree or related work experience preferred
• Strong technical knowledge of AV and broadcast systems (transmission, editing systems, switchers, routers, video servers, cameras, terminal gear, test equipment)
- Proficient with CRM platforms and disciplined sales pipeline management