Enterprise Sales Executive, Capital Planning

Fortive•Greenville, NC

About The Position

Gordian is seeking an Enterprise Sales Executive, Capital Planning, to acquire new clients and grow revenue among US state and local government departments and agencies, as well as higher education customers. The role drives sales engagement from prospecting through closing and works with Business Development Representatives and other internal resources throughout complex buying cycles. The executive prospects and qualifies customers, defines requirements, articulates Gordian’s value proposition, and recommends appropriate solutions to customer stakeholders. The position manages a multi-state territory and complex customer relationships, develops territory and prospecting plans, and coordinates with internal teams to support sales, implementation, and delivery. It also includes maintaining sales records and forecasts in Salesforce, attending customer appointments, and representing Gordian at industry events. Travel of up to 20% is required.

Requirements

Bachelor’s degree or equivalent work experience.
At least 5 years of experience selling technology, information services, or business solutions to the US state and local government sector.
Proven track record of meeting or exceeding sales quotas and developing new business in a similar role.
Experience navigating complex deals and relationships in the US state and local government sector.
Strong presentation and written communication skills.
Ability to conduct effective in-person and virtual customer meetings.
Up to 20% travel required.

Nice To Haves

Familiarity with the construction project lifecycle.
Familiarity with facilities management and capital planning.

Responsibilities

Meet or exceed sales quotas for bookings, pipeline growth, and related activity metrics.
Position Gordian as a market leader with unique, value-added services.
Conduct face-to-face and virtual selling activities with prospective and current customers across assigned regions.
Manage complex deals and relationships across a multi-state territory.
Develop territory plans, prospecting strategies, and client action plans.
Collaborate with Marketing and Business Development Representative teams on target lists and lead generation.
Identify, qualify, pursue, and close new-customer opportunities, leveraging internal resources as needed.
Coordinate with operational and sales support groups to ensure successful implementation and delivery.
Identify cross-sell opportunities and engage appropriate overlay resources.
Use MEDDPICC and other sales qualification methods to maintain a healthy sales funnel.
Maintain accurate, up-to-date records of sales activities, forecasts, and customer interactions in Salesforce.
Schedule and attend daily face-to-face and virtual appointments with current or prospective buyers.
Stay informed about market conditions, customer needs, and competitor strategies.
Participate in industry conferences, trade shows, and networking events to expand Gordian’s presence.