Job SummaryThe Enterprise AE will lead all sales efforts within their assigned territory. including prospect identification, lead generation, sales calls, quarterbacking the sales cycle, proposal and contract negotiation through deal closure. This person will work collaboratively to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers.
Responsibilities- Quarterback the customer relationship for the full OpenGov team driving the overall account strategy and marshaling the pre-sales team to grow our new and existing customer accounts
- Establish, handle, and manage relationships between OpenGov and senior leaders of the customer and prospect government;
- Generate new leads through networking and prospecting, including cold calling, as well as using marketing and PR activities of the company;
- Make sales presentations to customers and prospects at all levels and in a variety of departments (such as Administration, Finance, Budget, Community Development, Procurement)) of leading governments within a prescribed territory. Address product use cases, benefits, competitive advantages and business outcomes; facilitate executive and technical follow-up to close sale
- Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.)
- Interface and develop professional relationships with existing customers and prospects throughout all organizational levels. Establish referenceable customers to build the OpenGov brand in your territory
- In collaboration with OpenGov' marketing team, develop and execute demand generation campaigns
- Lead contract negotiations
- Partner with Marketing on leads from trade shows and campaigns. Help set event strategy for where OpenGov should be present
- Sales process management and participate in sales planning status meetings (MEDDIC methodology, QBRs, and more)
- Develop and maintain in-depth knowledge of OpenGov's suites and the competitive landscape
- Meet or exceed quota expectations
Requirements and Preferred Experience- Bachelor's degree required
- 3 to 5 years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required)
- You are located in Chicago region
- This role requires up to 50% travel to client sites. Candidates must possess a valid driver's license or obtain one within 30 days of hire.
- You are known for your strong work ethic and hunter mentality
- You thrive in a collaborative environment and are curious and coachable when it comes to new challenges
- You have demonstrated a consistent track record of hitting and exceeding quotas.
- You love closing complex, consultative deals
- You have the ability to travel as needed (anywhere from 25% to 50%)
- Passionate about selling technology and what it can do for society
- The ability to learn to speak with senior executives about the direction of their organization, transformational projects and budgets required to get there
- Self-motivated, creative, results driven, solution oriented, direct and convincing when it's right for the customer; competitive, driven to succeed, money-motivated
- Ability to remain focused and flexible during rapid change
- Crisp written communication and fluency of expression
- Solid computer skills including Salesforce or comparable CRM
- Excellent references (recent and relevant) from both former clients and employers
CompensationChicago, IL: $165,000 - $190,000
On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.
The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate's geographical location.
Benefits That Work for YouEnjoy an award-winning workplace with the benefits to match, including:
- Comprehensive healthcare options for individuals and families
- Flexible vacation policy and paid company holidays
- 401(k) with company match
- Paid parental leave, wellness stipends, and HSA contributions
- Professional development and growth opportunities
- A collaborative office environment with weekly catered lunches.
