Account Executive (Public Sector)

• Develop a comprehensive sales plan to meet or exceed quota including the identification and prioritization of opportunities for assigned moderate risk moderate impact existing or potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Proactively initiate contact with potential customers and partners on a regular basis to develop maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
• Take proactive measures to streamline and constantly improve account management and the sales process
• Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM including opportunities commitments meaningful conversations customer visits or sales calls
• Understanding of best practices and market trends as well as customer and potential customers business and technical needs. Pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
• Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time as forecasted

• Undergraduate Degree or equivalent experience
• Experience as an Account Manager or Account Executive
• Experience working in the Defense and Manufacturing sectors (public and private)
• Previous or current experience in Enterprise Software Sales

• Content Services, Digital Process Automation, Artificial Intelligence is a plus
• Experience in leveraging structured sales methodologies, such as MEDDPICC, to effectively qualify leads, run discovery sessions and build strong relationships with clients.
• Proficient in opportunity management and account planning tools
• Salesforce, Microsoft Windows and Office proficient
• Strong ability to establish rapport and gain the trust of others
• Good oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
• Highly organized and experienced at successfully multi-tasking
• Self-motivated with the ability to manage work independently to completion
• Strong collaboration skills applied successfully within team as well as with other areas
• Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
• Good negotiating and influencing skills
• Experience in Public Sector, Defence or major industries is a plus
• Previous or current experience in holding BPSS, SC or above security clearance levels is an advantage
• Up to 50% travel time required

Hyland Software