Account Executive

3 days ago

Chicago, Illinois, United States OpenGov Full time
Job Summary:

The Account Executive - Team Lead will lead OpenGov's ERP and multi-suite opportunities sales efforts within their assigned territory, including territory planning, prospect identification, lead generation, sales calls, leading the sales cycle, proposals, and contract negotiation through deal closure.

Responsibilities:
  • Lead ERP and multi-suite opportunities driving the overall account strategy and marshaling the pre-sales team to grow our new and existing customer accounts
  • Define territory plan for what is a key account and take personal ownership to drive focus and account plan
  • Work collaboratively with product-specific Account Executives in their team to aid in their ramping and meet sales goals
  • Help drive viral growth strategies in their territory by being the primary territory partner throughout the organization
  • 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 different levels of the organization of leading governments within a prescribed territory
  • Quickly develop thorough knowledge of company products and client verticals, including local and state governments, special districts, non-profits, higher education, and school districts
  • 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
  • In collaboration with OpenGov's marketing team, develop and execute demand-generation campaigns
  • Lead contract negotiations
  • Partner with Marketing on leads from trade shows and campaigns
  • 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
  • 4 to 7 years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required)
  • Strong work ethic and hunter mentality
  • Ability to thrive in a collaborative environment
  • Curious and coachable when it comes to new challenges
  • Ability and desire to coach and develop others
  • Demonstrated a consistent track record of hitting and exceeding quotas
  • Proven ability to close complex, consultative deals
  • Ability to travel as needed (anywhere from 25% to 50%)
  • Passionate about selling technology and what it can do for society
  • 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
  • Ability to remain focused and flexible during rapid change
  • Crisp written communication and fluency of expression
  • Experience with a CRM, ideally SalesForce

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