Account Executive - Public Safety / 911
Territory: Maine, New Hampshire, Vermont, NYC Metro, Long Island, NJ, Delaware
Travel: ~50%
So, what's the role all about?
This role is responsible for driving net-new business, pipeline growth, and revenue within 911 Emergency Communications Centers and broader Public Safety agencies across a seven-state territory. The Account Executive will own the full sales cycle while acting as a trusted, consultative partner-positioning NiCE's Public Safety solution portfolio through direct selling, partner collaboration, and solution expertise.
Success in this role requires balancing high-activity territory execution with deep understanding of Public Safety workflows, including 911 and Criminal Justice digital evidence processes, to win complex public-sector opportunities.
Key Responsibilities
Sales & Territory Execution
- Build and execute a strategic territory plan to drive meeting creation, pipeline growth, and revenue.
- Conduct consistent outbound prospecting and account-based outreach to generate first meetings and new opportunities.
- Manage the full sales cycle, including discovery, solution positioning, procurement navigation, and deal close.
- Deliver accurate weekly reporting on activity, pipeline creation, and forecasting.
- Achieve quarterly and annual pipeline and revenue targets.
Public Safety & Customer Engagement
- Develop strong relationships with 911 directors, supervisors, procurement teams, IT leadership, and executive stakeholders.
- Interview and engage multiple user groups within Public Safety agencies to understand operational workflows and challenges.
- Maintain and grow existing customer relationships to maximize long-term revenue and generate referral opportunities.
- Operate with a mission-driven mindset focused on improving staff well-being and operational performance within 911 centers.
Solution & Technical Collaboration
- Act as a solution expert, demonstrating NiCE capabilities and articulating differentiated value versus competitors.
- Conduct needs assessments and solution alignment in collaboration with Presales/Solutions Engineering.
- Support technical responses to RFPs, RFIs, and bids, including development of Scopes of Work (SOWs).
- Collect customer feedback on solution requirements and interface with Product Management on market needs and trends.
- Develop and deliver compelling presentations to end users, partners, consultants, and executive decision-makers.
Partner & Internal Collaboration
- Manage and co-sell with reseller and channel partners to expand territory coverage and accelerate opportunities.
- Collaborate cross-functionally with Marketing, Product Management, Business Development, Project Management, Legal, Professional Services, and Customer Support.
- Participate in marketing campaigns, demos, and demand-generation initiatives.
Required Experience & Skills
- 3-5+ years of technology sales and/or sales engineering experience within Public Safety, 911/PSAP, or Government sectors.
- Strong understanding of Public Safety and Criminal Justice workflows, including digital evidence processes.
- Proven success generating pipeline and closing deals in complex public-sector procurement environments.
- Experience working with government purchasing personnel, RFPs, bids, and state/federal contracts.
- Consultative selling approach with strong discovery, demonstration, and presentation skills.
- High-activity, disciplined sales execution with exceptional work ethic.
- Strong communication, technical aptitude, and creative problem-solving skills.
- Ability to influence senior decision-makers and build trust across multiple stakeholder groups.
Education
- BA/BS in Computer Science, Information Systems, or a related field (or equivalent experience).
Success Measures
- Weekly meeting creation and pipeline growth targets consistently achieved.
- Healthy, forecastable pipeline aligned to quarterly revenue goals.
- Successful execution of co-selling motions with partners.
- Positive feedback from customers, partners, and internal cross-functional teams.
