Account Executive

4 weeks ago

Atlanta, Georgia, United States OpenGov Full time
Job Summary:

The Account Executive will lead all sales efforts within their assigned territory for a defined OpenGov Product Suite. This includes territory planning, prospect identification, lead generation, sales cycle management, and ownership of sales calls, proposals, and contract negotiation through deal closure.

Key Responsibilities:
  • Lead the customer relationship for a defined OpenGov Product Suite driving the overall strategy for a specific territory 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 different levels of the organization of leading governments within a prescribed territory
  • 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 the 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
  • Lead contract negotiations
  • Partner with Marketing on leads from trade shows and campaigns
  • Take ownership of sales process management and participate in sales planning status meetings
Requirements and Preferred Experience:
  • Bachelor's degree required
  • One to 4 years of quota-carrying sales experience and have previously sold software solutions required
  • Strong work ethic and hunter mentality
  • Ability to thrive in a collaborative environment
  • Curious and coachable when it comes to new challenges
  • Demonstrated a consistent track record of hitting and exceeding quotas
  • Proven ability to close complex, consultative deals
  • Ability to travel as needed
  • 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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