Senior SLED Account Executive - Boston

About the job

The Account Executive is chartered to generate increased footprint and share of account spend through the sale of their key offerings, focusing on SLED accounts in the NE territory, preferably in the Boston, NY and FL area. The ideal candidate will focus on driving revenue growth by identifying, pursuing, and closing technology sales opportunities within government agencies, educational institutions, and other public sector organizations. This role requires a strong understanding of public sector procurement processes, excellent relationship-building skills, and the ability to navigate complex sales cycles.

Scope of Role Responsibilities

Essential, key job responsibilities for this role include, but are not limited to:

• Focuses on managing a specific set of accounts, selling their key offerings to existing customers, targeting public sector organizations to achieve revenue targets.
• Meet or exceed the assigned annual quota (typically $1M+).
• Participate in business development/demand generation activities to support customer growth.
• Follow their core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
• Research accounts to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics and the information technology budget.
• Represent them in a professional and highly ethical manner at all times.
• Develop relationships with focus manufacturer representatives covering your specific accounts
• Navigate complex public sector procurement and compliance requirements, ensuring adherence to regulations and guidelines.
• Respond to RFPs (Requests for Proposals), RFQs (Requests for Quotes), and RFIs (Requests for Information) with compelling and compliant responses.
• Develop relationships with multiple decision makers and departments within accounts, especially at the C level Suites.
• Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
• Consistently and effectively, communicate their value proposition to key stakeholders within assigned accounts.
• Introduce their content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."
• Understand and stay current with partner registration programs and incentives. Stay informed on public sector trends, technology advancements, and policy changes affecting the market.
• Utilize the company’s CRM tool and prospecting tools as directed by sales management.
• Maintain consistent contact with all assigned accounts.
• Work with internal and external resources to develop and sell new our solutions.
• Work with pre-sales to develop proposals and statements of work to sell
• Forecast business regularly and accurately and regular using the company CRM tool.

Additional job responsibilities include, but are not limited to:

• Regular meetings with Offerings teams and assigned customers to promote their solutions and services.
• Attend and facilitate marketing events that are relevant to their sales team.
• Attend company-facilitated trainings and business meetings.
• Other responsibilities as assigned.

Role Qualifications and Requirements

The following are minimum qualifications and requirements required for this role:

• 4+ years selling technical solutions.
• 4+ years of proven experience with technology solutions sales for the public sector.
• Strong knowledge of public sector procurement processes and regulations.
• Existing network of contacts within government and public sector organizations.
• Experience responding to RFPs and managing public sector contracts.
• Outside sales experience with direct end-user accounts.
• Consistent and documented over-quota performance in a gross margin-driven environment.
• Working knowledge and/or the ability to quickly assimilate and reliably use their core selling models and tools, specifically Salesforce platforms, MEDDICC selling methodology and fundamental skills learned in our Force Management sales process training.
• Possess and demonstrate a “relationship management” mentality.
• Bachelor’s degree or equivalent and relevant work experience is required.
• Understanding of key technology offerings.
• Resilient and positive can do attitude.
• Ability to learn and adapt quickly.
• Professional/Personal Skills:
• Solid communication skills, reasoning ability and people skills.
• Superb listening skills.
• Excellent oral and written communications skills, ability to present effectively.
• Excellent interpersonal and collaboration skills and ability to work in a team environment.
• Excellent negotiation and conflict resolution skills.
• Understanding and use of solution selling approach.
• Must possess a clean driving record and have access to a personal vehicle or reliable transportation.

Travel: Up to 100% - Travel to client locations, sales training, or business meetings.