[Hiring] SAAS Account Executive @Mc3 Partners

Role Description

The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to state and local public sector customers. The Account Executive brings strong leadership to the customer engagement and uses resources within the organization to solve customer problems with the appropriate company products and services.

Duties and Responsibilities

• Account and Customer Relationship Management
  • Achieve or exceed quota targets for both On Premise and Cloud software, Services and Renewals, including Software License, Services Revenue and Subscription Revenue.
• Sales Strategies
  • Develop effective and specific account plans to ensure revenue target delivery and sustainable growth.
  • Develop relationships in new and existing customers and leverage them to drive strategy through the organization.
• Trusted Advisor
  • Establish strong relationships based on knowledge of customer requirements and commitment to value.
  • Build a foundation on which to harvest future business opportunities, and maintain accurate account information and coaching.
• Customer Acumen
  • Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.
  • Review public information to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership
  • Lead the designated territory, including accounts, account relationships, prospect profiling and sales cycles.
  • Encourage all accounts to become company references.
• Business Planning
  • Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.
• Demand Generation, Pipeline and Opportunity Management
  • Create business cases with ROI analysis.
  • Follow a disciplined approach to maintaining a rolling pipeline.
  • Leverage support organizations including Marketing, CSMs, Partners and channels to funnel pipeline into the assigned territory.
  • Be proficient in and bring all offers to bear on sales pursuits.
  • Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
  • Support all corporate promotions and events in the territory.
• Sales Excellence and Customer Outcomes
  • Sell value and customer outcomes.
  • Maintain white space analysis and execution of initiatives on the customer base.
  • Orchestrate resources by deploying the appropriate teams to execute winning sales.
  • Utilize best practice sales models.
  • Understand company's competition and effectively position solutions against them.
  • Maintain the CRM system with accurate customer and pipeline information.
  • Accurately forecast opportunities.
  • Demonstrate leadership skills in the orchestration of remote teams.
  • Ensure account teams and Partners are well versed in each account's strategy.
  • Maximize the value of all sales support organizations.
  • Collaborate with Finance and Accounting and technical buying personas.
  • Perform other duties as assigned.

Qualifications

• 5 to 10 years of experience in sales of complex business software, IT solutions or Business Process Outsourcing, primarily to public sector, state and local government accounts.
• Proven track record in business application software sales across industries.
• Experience in a lead role in a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Bachelor's Degree or equivalent.

Knowledge, Skills and Abilities

• The ideal candidate has experience working with public sector Finance Departments.