Enterprise Sales Account Director – State & Local Government

Enterprise Sales Account Director – State & Local Government

Requirements

• Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years’ experience)
• Understanding of public sector industry with an emphasis on digital experience for customers
• Understanding of broad competitor solution footprints for the information systems marketplace
• Be able to work with prospects to understand their business requirements and value models
• Ability to quickly adapt and then clearly articulate value propositions
• Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
• Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
• Excellent new business development skills and sales quota attainment track record
• Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.
• Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
• Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
• High comfort level and presence with senior government executives
• An accomplished history of selling multi-level to business, technical, IT people, and C-level executives
• Bachelor’s degree or equivalent experience in a related area
• Regional travel for this role is approximately 50% by land and/or air

Responsibilities

• Run an enterprise sales territory focusing on state & local government customers
• Develop target named account strategies and tactical penetration plans
• Develop and maintain relationships at the “C” and “VP” levels of the defined target named accounts
• Develop compelling value propositions based on return on investment cost/benefit analysis
• Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.
• Sell against annual revenue targets for software licenses and services
• Coordinate with pre-sales and professional services teams
• Supply creative ideas and participate in marketing events
• Provide accurate and timely sales forecasts
• Develop, maintain and strengthen third party relationships

Preferred Qualifications

No preferred qualifications provided.