Enterprise Sales Account Manager - State & Local Government
$196,900–$285,100 year
RemoteUnited States
Job Summary
Manage an enterprise sales territory for state and local government customers by developing target named account strategies, tactical penetration plans, and compelling value propositions based on ROI analysis. Build relationships with C-level and VP executives to identify cross-selling and upselling opportunities, navigate the sales process to assess prospects and finalize new deals, and coordinate with pre-sales and professional services teams. Sell against annual revenue targets for software licenses and services, develop accurate sales forecasts, and provide creative ideas for marketing events while maintaining strong third-party relationships. Regional travel is approximately 50%.
Required Qualifications
- Demonstrated sales track record with Tier 1 and Tier 2 government customers
- 5-10 years' experience
- Understanding of public sector industry with an emphasis on digital experience for customers
- Understanding of broad competitor solution footprints for the information systems marketplace
- Ability to work with prospects to understand their business requirements and value models
- Ability to quickly adapt and then clearly articulate value propositions
- Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
- Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
- Excellent new business development skills and sales quota attainment track record
- Resourceful and proactive approach
- Strong desire to achieve
- Strong skills in communication
- Strong skills in presentation skills
- Strong skills in negotiation
- Strong skills in organizational and attention to detail
- Proficient networker
- Ability to develop and use relationships with senior industry leaders and key influencers
- High comfort level and presence with senior government executives
- Accomplished history of selling multi-level to business, technical, IT people, and C-level executives
- Regional travel for this role is approximately 50% by land and/or air
- Bachelor's degree or equivalent experience in a related area
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