Field Account Executive - State and Local, New Business
About The Position
The Field Account Executive is responsible for developing and winning new business with State and Local Government agencies across the OH, PA, MI, and IL markets. This is a new-customer acquisition role focused on identifying opportunities, building relationships with prospective customers, creating pipeline, and converting opportunities into new LexisNexis business. The successful candidate will take a strategic, proactive approach to territory development, identify whitespace, and engage key stakeholders across State and Local agencies. They will use consultative selling skills to understand agency needs, demonstrate the value of LexisNexis solutions, and navigate complex government sales cycles. This field-based position requires regular in-person meetings with prospects and customers, as well as attendance at the Dayton, OH office every Monday and Tuesday. The candidate must reside within the Dayton, OH metropolitan area.
Requirements
- Bachelor's degree or equivalent professional experience.
- Proven experience in new business sales, business development, account executive sales, or consultative selling.
- Demonstrated success prospecting for new customers, developing pipeline, and closing new business.
- Ability to independently develop a territory and identify new revenue opportunities.
- Strong discovery, communication, presentation, and negotiation skills.
- Experience managing complex sales cycles involving multiple stakeholders and decision-makers.
- Strong pipeline management, forecasting, and opportunity management skills.
- Proficiency with CRM systems and Microsoft Office applications, including Excel, Word, and PowerPoint.
- Strong organizational and time management skills, with the ability to prioritize opportunities effectively.
- Ability to work collaboratively while maintaining ownership and accountability for individual sales results.
- Must reside within the Dayton, OH metropolitan area.
Nice To Haves
- Experience selling to State and Local Government agencies.
- Experience navigating State and Local Government procurement and contracting processes.
- Experience selling Legal Technology, Legal Information Services, SaaS, Data Analytics, AI, or Information Solutions.
- Experience successfully displacing incumbent solutions or developing business within competitive accounts.
- Advanced degree such as an MBA, JD, or related graduate degree.
- Knowledge of or interest in Artificial Intelligence technologies and AI-enabled business solutions.
- Experience working in a field sales environment with regular customer-facing interactions.
Responsibilities
- Develop and execute a territory strategy focused on acquiring new State and Local Government customers and generating new revenue.
- Identify and prospect into State and Local agencies, departments, offices, and other eligible government organizations with new business potential.
- Build and maintain a healthy sales pipeline through proactive prospecting, referrals, marketing leads, events, and strategic outreach.
- Establish relationships with stakeholders, decision-makers, influencers, procurement professionals, and end users within State and Local agencies.
- Conduct discovery to understand customer needs, workflows, challenges, and strategic priorities, and align LexisNexis solutions to those needs.
- Manage the complete new-business sales cycle, from prospecting and qualification through discovery, demonstration, proposal, negotiation, and close.
- Develop solution-oriented proposals with appropriate positioning and pricing for LexisNexis software, content, and services.
- Navigate State and Local Government purchasing and procurement processes and develop strategies to advance opportunities.
- Maintain accurate pipeline management, forecasting, opportunity tracking, and activity in CRM tools.
- Develop competitive strategies to win business from incumbent providers and overcome customer resistance to change.
- Collaborate with Solutions Consultants, Marketing, Product, Contracts, and Sales leadership to advance opportunities and win new business.
- Represent LexisNexis at customer meetings, industry events, conferences, and trade shows.
- Conduct regular face-to-face meetings with prospects throughout the assigned territory.
Benefits
- Medical, dental, and vision benefits through a comprehensive, multi-carrier program.
- 401(k) with match.
- Employee Share Purchase Plan.
- Wellness platform with incentives.
- Headspace app subscription.
- Employee Assistance and Time-off Programs.
- Short- and long-term disability insurance.
- Life and Accidental Death Insurance.
- Critical Illness and Hospital Indemnity coverage.
- Family benefits, including bonding and family care leaves, adoption and surrogacy benefits.
- Health Savings, Health Care, Dependent Care, and Commuter Spending Accounts.
- Annual paid time off.
- Up to two days of paid leave each to participate in Employee Resource Groups and volunteer with a charity of choice.
- Shared parental leave.
- Study assistance.
- Sabbaticals.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
