Strategic Account Executive
Owns prospecting, relationship development, negotiation, and forecasting for enterprise Federal Government accounts in a territory. The role requires at least five years of closing experience, strong quota performance, technology-sector experience, and the ability to win new public-sector customers.
About the job
Responsibilities
- Prospect into Federal Government organizations while running an efficient sales process.
- Maintain, build, and own relationship maps for the territory, including existing relationships and aspirational contacts.
- Develop a deep understanding of customers’ businesses.
- Negotiate favorable pricing and business terms with Federal Government enterprises by selling value and ROI.
- Manage existing customer expectations while expanding reach and depth within the assigned territory.
- Demonstrate resourcefulness when faced with challenges that defy easy solutions.
- Identify the necessary steps to close business and gain customer validation.
- Identify a robust set of value drivers behind all opportunities.
- Ensure high forecasting accuracy and consistency.
Requirements
- 5+ years of closing experience, including field selling within mid-market or enterprise segments.
- Proven record of meeting or exceeding direct sales goals of $800k+ and managing an average deal size of $50k+.
- Ability to prospect and build pipeline independently using a defined methodology.
- Experience working for an innovative technology company; SaaS or IT infrastructure experience is preferred.
- Experience selling into Federal Government organizations and winning new logos.
- Ability to travel regularly to client sites within the area and other regions by car, train, or air as business needs require.
Benefits
- High income-earning opportunities based on individual performance.
- New-hire stock equity (RSUs) and employee stock purchase plan (ESPP).
- Continuous professional development, product training, and career pathing.
- Sales training in MEDDIC and Command of the Message.
- Intra-departmental mentor and buddy program.
- Inclusive company culture and opportunities to join Community Guilds.
- Medical benefits package.
- Retirement savings match.
- Pet adoption and insurance program.
Skills
SaaS, It Infrastructure, MEDDIC, Command Of The Message, Enterprise Sales, Federal Government Sales, Pipeline Development, Sales Forecasting
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