Company Description
VITEC solutions deliver easy-to-use technology that ensures high-quality, low-latency HD video, capturing live and recorded events for seamless distribution in a multitude of formats anytime, anywhere, to any device.
Position
North America
Remote
Sales
VITEC is looking for a driven and commercially focused Federal Sales Account Manager to develop and grow our federal sales pipeline across North America. This is an exciting opportunity to join a global leader in IPTV, video streaming and digital signage solutions, helping federal, defence, intelligence and military customers deliver mission-critical video technologies in complex environments.
Between our east coast office in Atlanta, Georgia and our west coast office in Sunnyvale, California, VITEC has regional locations throughout the USA. Our office in Atlanta was recently upgraded with a complete solar panel system and continues to expand, as the US based core manufacturing and shipping hub for VITEC worldwide.
From corporate to government and broadcast, the US work force has pushed VITEC to master video technology and pioneer innovative streaming solutions, and to build a brighter video future for the world and beyond.
Reporting to the VP Federal Sales, you will be responsible for identifying, engaging and converting new business opportunities across the US federal market. You will build strong relationships with prospective customers, channel partners, system integrators and key decision makers across military, special forces, ISR, intelligence agency and civilian federal agency environments.
This is a home-office based role with regular travel to customer sites, trade shows and conferences. Overall travel is expected to be in the region of 30--40%, with occasional peaks depending on business requirements.
What you'll do
In this role, you will play a key part in expanding VITEC's presence across the US federal market.
You will:
- Identify and develop a strong target list for VITEC's VDS products, including rugged encoders and decoders, small form factor transcoders, OEM encoder boards for custom integration projects and IP video distribution gateways.
- Target mission-critical applications including ISR video dissemination in deployable transit cases, video transmission from military ground vehicles and tanks, and manned and unmanned airborne platforms.
- Sell directly to US SOCOM entities, military contractors, prime contractors, system integrators and channel partners.
- Make initial contact with key clients to introduce and promote VITEC solutions, identifying new opportunities through face-to-face meetings, product demonstrations and evaluations.
- Work with the dedicated federal presales engineer to understand customer requirements and present compelling solutions.
- Carry out basic product demonstrations and coordinate short-term product evaluations.
- Manage the quoting process, track opportunities in Salesforce and support opportunities through to purchase order.
- Provide ongoing account management and work with the Customer Success team to support successful deployment and long-term customer relationships.
- Work with existing VITEC channel partners and identify new partners to support market engagement.
- Collaborate with Inside Sales to capture new contact information and develop strategies for identifying new contacts and key decision makers within each organisation.
- Support key federal sales initiatives, including military certification activities and work to remove barriers to selling in this market.
- Support outbound marketing activities, including trade shows and conferences.
Requirements
About you
We are looking for a highly motivated, resilient and results-driven sales professional who enjoys building relationships, opening doors and creating new opportunities in complex markets.
You will likely have:
- Proven experience in a comparable sales role, with demonstrable success selling into the federal, government, military or defence customer market.
- Strong understanding of government and military organisations, including the ability to identify, access and engage key decision makers and influencers through networking, relationship-building and direct contact.
- Proven ability to apply effective sales techniques to identify, approach and engage prospective new customers.
- Broad understanding of video encoding and decoding technologies, or the ability to quickly develop a strong understanding of VITEC's VDS products and their value proposition.
- Experience working collaboratively with sales, inside sales, marketing, sales engineering and customer success colleagues.
- Strong planning and organising skills, with the ability to multitask, take initiative and work autonomously.
- Excellent oral and written communication skills, with the ability to deliver clear and effective presentations.
- A collaborative, team-focused approach and the drive to succeed in a competitive sales environment.
A bachelor's degree in business, Marketing or a technical field is preferred.
Other information
About VITEC
VITEC is a market-leading provider of IPTV, digital signage and video streaming technologies that help organisations harness the power of video to communicate, educate and entertain. VITEC is a pioneer in the design and manufacture of hardware and software for video encoding, decoding, transcoding, archiving and streaming over IP. Our end-to-end video streaming solutions enable customers to capture TV and video content directly from any source and manage its delivery, as channels or within digital signage screens, to any connected device via an existing network.
From corporate, broadcast and venues, to accommodation, government and military, VITEC has global expertise in delivering complex, proAV solutions. VITEC's award-winning IPTV platform is a powerful suite of services for content management, digital signage, video archiving, and video wall processing. Our encode/decode solutions are 100% hardware based, including PCIe cards with SDK for custom design or OEM for high-performance video systems.
Headquartered in Paris, France, we have a global reach through our offices across the Americas, Europe, Middle East, Africa and Asia Pacific. Making a difference with green initiatives, VITEC is the first Zero Carbon MPEG company and encourages customers to buy GreenPEG™ for continued environmental efforts to reduce greenhouse gases.
Why work for VITEC?
People
Our people come first. Our teams are dynamic and inclusive and each person in every team is unique and valued. We are big on autonomy and empowering individuals to make a difference.
Work/life balance
When you thrive, we thrive. Work- life balance is the key to a rewarding career. As you grow and develop, you'll discover the tools, culture, and opportunities to help personalise your career journey, so it's as unique and ambitious as you are. Hybrid and flexible working options are available too, where possible.
Growth Potential
Working internationally with our team of experts means an always learning approach and there are lots of ways to play, problem solve and create. This growth will continue; innovation and evolution are key. Our growth is phenomenal -- check out our company timeline and corporate overview -- our future direction is clear.
Diversity and Inclusion
Diversity, inclusiveness, and your career are vital to our success. Your point of view matters and you deserve to feel included. We empower you to use your voice and talents to help others find theirs. Whoever you are, we believe your uniqueness helps us stand apart.
Team Culture
Our inclusive corporate culture provides opportunities to grow your career. Our people create great work in a relaxed way, regardless of where their workstation is located. Small teams mean your efforts and the great decision you make every day are seen. We've created a great team environment, with regular meetups for team collaborations and to share fun times together as well.
Benefits
We take care of everyone. What makes us tick is our people. Our people are everything. The VITEC benefits package goes above and beyond, focusing on your physical, emotional and social wellbeing. You can find out more about the benefits we offer from the HR Contact in Country.
How to Apply
VITEC is an equal opportunity employer, and the only thing that matters to us is your ability to do this role.
Attachments
Federal Sales Account Manager - Job Description July 2026 (2).docx Apply for this job
