Account Executive - Critical Infrastructure

Juvare•Atlanta, GA

2d•Remote

About The Position

Juvare is expanding its sales of crisis and incident management and business continuity technologies across the private sector. The Account Executive for Critical Infrastructure Sales will prospect, manage, and close net-new business across assigned private-market segments, while meeting booking targets and annual business-development quotas. The role calls for an agile, adaptable, team-oriented seller who can position Juvare’s portfolio and tailored bundled offerings to private-sector customers. This is a full-time position that can be performed remotely within the United States. U.S. citizenship is required. The position reports to the Vice President of Critical Infrastructure. It is subject to compliance with the Export Administration Regulations and may require verification of U.S. person status.

Requirements

Bachelor’s degree.
At least 3 years of achieving new-business quotas in the private sector while selling software or technology solutions.
Demonstrated success selling multi-product solutions to private-sector customers.
Senior-level consultative selling and closing skills, with proven success developing new accounts.
Proven success in long-cycle sales of complex, bundled software solutions.
High motivation, willingness to learn, and a goal-oriented approach.
Creative and resourceful problem-solving abilities and attention to detail.
Experience selling in a team environment.
Excellent listening skills and the ability to build successful relationships.
Decision-making skills.
Experience with multi-product solution selling, consultative sales techniques, and account planning, including account profiling, account-positioning strategy, customer-needs analysis, and sales-opportunity development.
Ability to perform essential job functions safely and successfully in accordance with the ADA, FMLA, and other applicable federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.
Documented history of quota achievement in private-sector software sales.
Outstanding written, verbal, and presentation skills.
Ability to establish rapport with people throughout the company and within prospect organizations.
Experience using Salesforce or a similar CRM tool.
Ability to multitask and adjust priorities as demands change while meeting prospect and company requirements.
Team-oriented and skilled at working collaboratively.
Passion for exceeding prospect and client expectations.
U.S. citizenship is required; the position may also require U.S. person status verification for compliance with the Export Administration Regulations.

Nice To Haves

Experience selling to venue management or manufacturing customers.
Experience in crisis or incident management, alerting, and/or business continuity.

Responsibilities

Meet or exceed quarterly and annual sales targets.
Prospect and develop a qualified pipeline to achieve new-business sales targets.
Proactively sell Juvare’s software offerings and services to qualified customers.
Maintain a high level of sales activity, including needs assessments, development, proposal preparation, presentations, negotiation, and contracting support.
Collaborate with sales operations, solution engineering, professional services, product marketing, and other company organizations as needed.
Work with Sales Operations and Solution Engineering to manage and respond to proposal requests, RFQs, RFPs, RFIs, and other solicitations.
Conduct consultative sales to understand customer goals and challenges and extend bundled offerings.
Identify company resources required to move sales to closure.
Demonstrate Juvare software offerings to executive, management, and end-user audiences.
Update Salesforce promptly and participate in sales meetings to keep leadership informed about deal status and pipeline activity.
Attend appropriate industry events and conferences as assigned.
Participate in assigned professional development activities and training classes.
Document sales activities and engagements continuously in Salesforce using the MEDDPICC framework.
Develop a detailed understanding of the portfolio to position each offering’s unique value.
Anticipate prospect requirements and guide prospects toward a deeper understanding of how Juvare’s bundled offerings align with their needs.
Understand and comply with Juvare information security policies and standards; protect company and client information and report information security issues to the Compliance Officer or hotline.
Comply with Juvare policies.