Account Executive - Government

Location: United States Work Arrangement: Remote

The Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners — with the objective of consistently meeting or exceeding assigned sales goals.

• CRM Platforms
• Opportunity Management & Account Planning Tools
• Microsoft Windows
• Microsoft Office

• Develop a comprehensive sales plan to meet or exceed quota — identifying and prioritizing opportunities for assigned moderate risk, moderate impact existing or potential customers or partners while proactively initiating contact with customers and partners on a regular basis to develop, maintain, and expand business relationships and collaborate with all available company resources to build and maintain pipeline.
• Develop and communicate accurate sales forecasting on a real-time basis — recording all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, and sales calls while taking proactive measures to streamline and constantly improve account management and the sales process.
• Partner with sales solution engineers in the development and delivery of software demonstrations — actively contributing to the demonstration process while engaging company specialists and support resources as needed to advance opportunities and drive deals forward.
• Build a strong understanding of best practices and market trends as well as customer and potential customer business and technical needs — pursuing opportunities for company expansion and integration while assisting with determining the viability of RFP requests and directly influencing the appropriate development of responses.
• Attend and actively contribute to trade shows — ensuring customers or potential customers are participating in company marketing efforts to the best of their ability while tailoring engagement to meet customer needs and reinforce the company's market presence.
• Develop the closing plan for accounts — engaging internal leadership to lead negotiation and contracting processes to ensure deals close on time as forecasted while applying strong negotiating and influencing skills to drive consistent, successful outcomes.

You'll be set up for success if you have:

• Associate's degree or equivalent experience — with demonstrated experience as an Account Manager, demonstrated knowledge of sales in a relevant technology solution or assigned industry, and proficiency in opportunity management and account planning tools
• Strong ability to establish rapport and gain the trust of others — with good oral and written communication skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact across all levels of an organization
• Proficiency in Microsoft Windows and Microsoft Office — with experience using CRM platforms to record and manage customer account information, including opportunities, commitments, meaningful conversations, customer visits, and sales calls
• Highly organized and experienced at successfully multi-tasking — self-motivated with the ability to manage work independently to completion while maintaining strong collaboration skills within a team and across other areas of the business
• Good negotiating and influencing skills — with the ability to develop comprehensive closing plans for accounts, engage internal leadership to lead negotiation and contracting processes, and close deals on time as forecasted; up to 50% travel time required

Bonus points if you bring:

• Demonstrated experience proactively initiating contact with potential customers and partners — with a track record of developing, maintaining, and expanding business relationships and collaborating with all available company resources to build and maintain pipeline
• Experience partnering with sales solution engineers in the development and delivery of software demonstrations — with the ability to actively contribute to the demonstration process and engage company specialists and support resources as needed to advance opportunities
• Familiarity with determining the viability of RFP requests and directly influencing the appropriate development of responses — with the ability to assist in developing closing plans for accounts and engage internal leadership to lead negotiation and contracting processes
• Experience attending and actively contributing to trade shows — with the ability to ensure customers or potential customers are participating in company marketing efforts and tailoring engagement plans to meet customer needs
• Demonstrated ability to take proactive measures to streamline and improve account management and the sales process — with a track record of pursuing opportunities for company expansion and integration through a strong understanding of best practices, market trends, and customer business and technical needs

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritizing of opportunities for assigned moderate risk, moderate impact existing or potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Pro-actively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
• Take proactive measures to streamline and constantly improve account management and the sales process
• Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
• Understanding of best practices and market trends, as well as customer and potential customers business and technical needs. Pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
• Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecast
• Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland’s Information Systems Security Policy