AvePoint

Account Executive - SLED

AvePoint • $230K — $350K *
US-AnywhereRemote in Utah, US
Education, Government & Non-Profit
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • University degree required
  • 3+ years of enterprise software sales experience
  • Previous experience in State, Local, and Education (SLED) sales preferred
  • Familiarity with M365 Product Suite
  • Experience in a virtual account team selling environment
  • Proven executive-level relationship selling skills
  • Understanding of selling methodologies and processes

Responsibilities

  • Develop and expand existing accounts while identifying new prospects
  • Utilize consultative selling techniques to inform customers about industry insights and IT solutions
  • Conduct competitive analysis to demonstrate value of solutions to customers
  • Pursue and achieve quota goals through effective customer negotiations
  • Collaborate with a virtual account team to enhance customer engagement throughout the sales lifecycle
  • Participate in customer meetings and coordinate with internal teams to ensure satisfaction
  • Establish and leverage industry partnerships to enhance regional presence

Benefits

  • Career progression opportunities across global locations
  • Unlimited Paid Time Off (PTO)
  • Comprehensive benefits package including health, dental, and vision coverage
  • 401(k) plan with matching contributions
  • Eligibility for sign-on equity and annual equity (RSUs)
Full Job Description
As an account executive focusing on the State, Local, and Education market, you will be responsible for driving revenue growth by building and maintaining relationships with existing accounts and securing new business within this sector. This role involves understanding the market's unique needs and tailoring sales strategies accordingly. A proven track record of success in sales, particularly in SLED is preferred. To learn more, visit Empower State and Local Governments with Digital Solutions | AvePoint.

You should apply for this role if you have experience selling to and supporting U.S. State and Local Governments and Education customers, participating in a team-selling environment, and have taken ownership of an assigned geographic account and territory.

As our Account Executive-SLED, you will drive the identification and qualification of opportunities, develop and execute account and opportunity plans, and generate software license, maintenance, and services revenues. In addition, the AE will facilitate and maintain successful relationships with customers. Successful customer relationships will be measured through reference ability, customer satisfaction, and increased revenue levels.

What your day to day will look like:
  • Developing new prospects and expanding existing accounts
  • Using consultative selling techniques to teach customers about their industry and offer insights and perspectives on IT needs that are fulfilled by our solutions
  • Using competitive analysis to educate customers on the value of our solutions
  • Continuously pursuing quota goals by working directly with the customer during negotiations
  • Working with a virtual account team to deploy the customer engagement lifecycle, that include; Marketing for lead generation, Business Development Representatives for lead qualification, Pre-sales Engineers for technical support, and Customer Success Managers for renewals after the initial sale.
  • Attending and participating in customer team meetings and communicating regularly with professional services and engineering staff to ensure customer satisfaction
  • Leveraging existing industry partnerships to grow AvePoint's presence in your region and establishing proactive relationships with influential people, both with the customer and other third parties
  • Handling post-sales support issues for customers, e.g. escalation of support calls, identifying additional training needs, etc.

OK, I'm interested... is this the job for me?

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers.

As an AE, you are tasked with bringing in new business with our largest customers. You need to be highly competitive and a strategic thinker with the ability to spot new opportunities that generate revenue. You are someone who has a strong sense of urgency and accountability to execute the full sales cycle, and you take pride in seeing your hard work and strategy development pay off when you see the final results.

Other qualities you'll need to be a fit for this role include:

Education and Experience
  • University degree
  • Prior experience selling into SLED preferred
  • 3+ years of enterprise software sales experience
  • Exposure to virtual account team selling environment
  • Executive level relationship selling experience
  • General familiarity with selling methodologies and processes
  • M365 Product Suite knowledge


Nice to Have
  • Knowledge about SLED Contracting Vehicles and Co-Op Agreements
  • Regional Channel Partner relationships

Soft Skills
  • Accountability
  • Sense of urgency
  • Collaborative
  • Highly competitive
  • Strong work ethic

Benefits We Offer
  • Competitive market-based compensation (salary + commission)
  • Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC
  • Unlimited PTO

The on target earnings range for this role is $230,000 - $350,000. Our total rewards package includes base salary, commission, eligibility for sign-on equity, and annual equity (RSUs) and comprehensive benefits (medical, dental, vision, 401(k) with match, unlimited PTO). We welcome compensation discussions-apply even if your expectations fall outside the range. At AvePoint, we strive to offer competitive, fair, and equitable total rewards. The listed on target earnings range represents a good faith estimate, with final offers based on location, experience, skills, and qualifications.

Any personal data you share with us during the application process will be processed strictly in compliance with applicable data protection laws and our Privacy Notice.

About AvePoint

AvePoint is a privately held technology company headquartered in Jersey City, New Jersey. The company develops software to help organizations migrate, manage, and protect their Office 365 and SharePoint data. AvePoint has more than 16,000 customers and 7 million cloud users worldwide. The company was founded in 2001 by Kai Gong and Dr. Tianyi Jiang. AvePoint has been recognized as one of the fastest-growing technology companies in North America by Deloitte and Inc. 5000. The company has also been recognized as Microsoft's Partner of the Year for Cloud Application Development and Collaboration and Content.
Learn more about AvePoint
Size
1,500 employees
Market Cap
$780.1 million
Industry
Information Technology
Founded
2001
NASDAQ
AVPT
* Ladders Estimates

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