SAAS Account Executive

Mc3 Partners•Reston, VA

20h•Remote

About The Position

The Account Executive is responsible for prospecting, qualifying, selling, and closing new business with state and local public sector customers. The role provides leadership throughout customer engagements and coordinates organizational resources to address customer needs with appropriate products and services. The Account Executive leads a designated territory and manages account relationships, prospecting, sales cycles, pipeline, and opportunities. The role develops account and business plans, builds trusted customer relationships, identifies growth opportunities, creates ROI-based business cases, and coordinates internal teams, partners, and channels to deliver customer outcomes. The position also maintains accurate CRM and account information, forecasts opportunities, and works toward revenue targets for on-premise and cloud software, services, and renewals.

Requirements

5 to 10 years of experience selling 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.

Nice To Haves

Experience working with public sector Finance Departments.

Responsibilities

Achieve or exceed revenue quotas for on-premise and cloud software, services, renewals, software licenses, and subscriptions.
Develop account plans and customer relationships to meet revenue targets and support sustainable growth.
Build trusted-advisor relationships by understanding customer requirements and delivering value through advice, solutions, and implementation expertise.
Understand customers’ technology environments, growth plans, technology strategies, and competitive landscapes; review public information to stay current on relevant trends and issues.
Lead the designated territory, including accounts, account relationships, prospect profiling, and sales cycles; encourage customers to serve as company references.
Develop and deliver business plans addressing customer and prospect priorities and pain points.
Create business cases with ROI analysis.
Maintain a current rolling pipeline and advance opportunities through the sales strategy and roadmap to closure.
Work with Marketing, customer success managers, partners, and channels to generate and develop pipeline.
Bring relevant company offerings to sales pursuits, including industry and line-of-business solutions, technology, consulting, and business process outsourcing.
Support corporate promotions and events in the territory.
Identify and execute upsell and cross-sell initiatives and sell based on value and customer outcomes.
Coordinate internal and partner resources to execute sales efforts.
Use best-practice sales models and position company solutions effectively against competitors.
Maintain accurate customer and pipeline information in the CRM system and accurately forecast opportunities.
Lead remote teams and ensure account teams and partners understand account strategies and are prepared for customer interactions and events.
Collaborate with Finance and Accounting and technical buying personas.
Perform other duties as assigned.