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Senior Sales Executive, Government Sector

2 months ago

San Juan Capistrano, California, United States SIB Holdings Full time
Job Overview

Company Background:

SIB Holdings stands as a premier provider of cost-saving and procurement management solutions tailored for mid-sized to large organizations. Our technology-driven offerings encompass benchmarking, invoice auditing and analysis, as well as vendor negotiation management. We have successfully generated over $4 billion in savings, enhancing our clients' operational efficiency, data integrity, financial assurance, and compliance. As a rapidly expanding entity backed by private equity, we are growing through both organic growth and strategic acquisitions, with specialized knowledge in various sectors including utilities, waste management, telecommunications, logistics, and e-commerce.

Position Summary:

We are on the lookout for accomplished sales professionals to bolster our Public Sector Sales team, focusing on state and local governments, higher education institutions, and public healthcare organizations. This role presents a distinctive opportunity to support the missions of our key Public Sector clients by delivering Business Intelligence and Auditing Services that enhance performance while reducing costs.

The Public Sector team is dedicated to engaging with our largest potential customer base. You will collaborate in a dynamic team environment aimed at client acquisition within the Public Sector, fostering positive and trusted relationships with both key team members and executive decision-makers within your designated territory, ultimately helping clients derive maximum value from their investments.

Key Responsibilities:

  • Target clients within state and local governments, higher education, and public healthcare sectors.
  • Possess experience in professional services, ideally within SaaS or telecommunications in the Public Sector.
  • Rapidly establish client relationships and maintain a healthy sales pipeline.
  • Implement sales strategies to achieve revenue objectives.
  • Collaborate effectively with internal teams and partners.
  • Articulate SIB's value proposition to government executives.
  • Conduct thorough needs assessments and illustrate SIB's impact on client missions.
  • Engage directly with agencies and occasionally with channel partners to identify and onboard new customers.
  • Oversee strategy regarding sales funnel, pipeline management, forecasting, and closing new business deals.
  • Demonstrate expertise in managing complex sales cycles and negotiating mutually beneficial agreements based on value-driven selling.
  • Comprehend client missions to align and propose suitable services.
  • Cross-sell to secure new business from different stakeholders within client accounts.
  • Primarily engage with senior management (Program/Mission leaders) at prospective accounts.
  • Effectively manage a multi-threaded sales process involving various stakeholders.
  • Translate product offerings and solutions into favorable business outcomes.
  • Stay informed about evolving business and technological challenges faced by our clients.
  • Exhibit strong collaboration with marketing, delivery teams, and customer success managers to provide value throughout the sales process.

Qualifications:

  • Bachelor's degree in business administration, marketing, or a related discipline.
  • 5 to 10+ years of experience in solution-based sales (Business Intelligence, Professional Services, SaaS, Unified Communications, software, telecommunications, etc.).
  • Proven track record of meeting or exceeding sales quotas and closing large, complex deals.
  • Experience in prospecting, engaging, and acquiring new clients.
  • Willingness to make cold calls and secure meetings.
  • Strong business acumen.
  • Demonstrated success in a similar role, particularly in new business development and managing personal sales strategies.
  • Excellent interpersonal skills, with the ability to communicate and relate ideas effectively.
  • Ability to learn and adapt quickly, showcasing strong collaboration skills.
  • Exceptional analytical abilities and familiarity with CRM and sales enablement tools.
  • Experience in managing complex procurement processes to guide and advise clients.
  • A results-oriented team player.
  • Coachable and open to feedback.
  • Relevant industry experience (e.g., consulting, professional services, telecommunications, utilities, financial services, healthcare, and energy) is preferred.
  • Experience in SLED or healthcare sectors is advantageous.

Physical Requirements:

This role requires the ability to sit or stand for extended periods, occasional bending and reaching; may involve lifting up to 25 pounds; requires normal vision and hearing capabilities with or without accommodations; position is not significantly exposed to adverse environmental conditions.

Equal Opportunity Statement:

SIB Holdings is an equal opportunity employer. We embrace diversity and are committed to fostering an inclusive environment for all employees. All qualified applicants will be considered for employment without regard to any protected status.

Compensation & Benefits:

The company offers competitive compensation based on the applicant's experience, skills, knowledge, and other organizational needs. The expected salary range for the Senior Account Executive position is between $120,000 and $160,000 annually. This position is exempt from overtime pay and is eligible for commissions, with targeted yearly commissions ranging from $130,000 to $150,000. Additionally, the company provides comprehensive benefits, including medical, dental, vision, life insurance, short-term and long-term disability, paid time off, maternity and parental leave, sick time, public holidays, and a 401(k) plan with company matching.

Application Accommodations:

We are dedicated to providing equal opportunities for all applicants, including those with disabilities. If you require any accommodations during the application process, please inform us, and we will make every effort to meet your needs.