SAAS Account Executive

Job Title · Account Executive

Location · Remote

Focus · State and Local Public Sector Sales

Job Summary

The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to state and local public sector customers. The Account Executive brings strong leadership to the customer engagement and uses resources within organization to solve customer problems with the appropriate company products and services.

Duties and Responsibilities

Account and Customer Relationship Management

• Annual Revenue: Achieve or exceed quota targets for both On Premise and Cloud software, Services and Renewals, including Software License, Services Revenue and Subscription Revenue.
• Sales Strategies: Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage them to drive strategy through the organization.
• Trusted Advisor: Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Build a foundation on which to harvest future business opportunities, and maintain accurate account information and coaching.
• Customer Acumen: Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, public records, vendor statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership: Lead the designated territory, including accounts, account relationships, prospect profiling and sales cycles. Encourage all accounts to become company references.
• Business Planning: Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.

Demand Generation, Pipeline and Opportunity Management

• Value Engineering: Create business cases with ROI analysis.
• Pipeline Planning: Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve.
• Pipeline Partnerships: Leverage support organizations including Marketing, CSMs, Partners and channels to funnel pipeline into the assigned territory.
• Leverage Corporate Solutions: Be proficient in and bring all offers to company bear on sales pursuits, including Industry Solutions, LOB solutions and technology, consulting and business process outsourcing solutions.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Support all corporate promotions and events in the territory.

Sales Excellence and Customer Outcomes

• Sell value and customer outcomes. Maintain white space analysis and execution of initiatives (upsell and cross-sell) on the customer base.
• Orchestrate resources by deploying the appropriate teams, including both corporate and Partner resources, to execute winning sales.
• Utilize best practice sales models.
• Understand company's competition and effectively position solutions against them.
• Maintain the CRM system with accurate customer and pipeline information.
• Accurately forecast opportunities.
• Demonstrate leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
• Collaborate with Finance and Accounting and technical buying personas.
• Perform other duties as assigned.

Education and Experience

• 5 to 10 years of experience in sales of complex business software, IT solutions or Business Process Outsourcing, primarily to public sector, state and local government accounts
• Proven track record in business application software sales across industries
• Experience in a lead role in a team-selling environment
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
• Bachelor's Degree or equivalent

Knowledge, Skills and Abilities

• The ideal candidate has experience working with public sector Finance Departments.