Strategic Account Executive

OpenGov•Boston, MA

24d

About The Position

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at OpenGov.com. Job Summary: The Strategic Account Executive will lead OpenGov’s multi-suite opportunities sales efforts within their assigned territory, including territory planning, prospect identification, lead generation, sales calls, leading the sales cycle, proposals, and contract negotiation through deal closure. This individual will also work collaboratively with product-specific Account Executives to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers. The Strategic Account Executive will help drive viral growth strategies in their territory by being the primary territory partner across the organization interacting with cross functional team members such as SDRs, Product, and Marketing/Demand Generation.

Requirements

Bachelor's degree or commensurate experience is required
8+ years of quota-carrying sales experience and have previously sold software solutions to a regulated industry is required
Have worked in a complex selling environment focused on solution selling for business outcomes
Strong work ethic and hunter mentality
Ability to thrive in a collaborative environment
Curious and coachable when it comes to new challenges
Demonstrated a consistent track record of hitting and exceeding quotas
Proven ability to close complex, consultative deals
Ability to travel up to 50%
Passionate about selling technology and what it can do for society
Ability to learn to speak with senior executives about the direction of their organization, transformational projects, and budgets required to get there
Self-motivated, creative, results-driven, solution-oriented, direct, and convincing when it’s right for the customer
Competitive, driven to succeed
Ability to remain focused and flexible during rapid change
Crisp written communication and fluency of expression
Experience with a CRM, ideally Salesforce

Responsibilities

Lead strategic multi-suite opportunities driving the overall account strategy and marshaling the pre-sales team to grow our new and existing strategic customer accounts
Define territory plan for key accounts and take personal ownership to drive focus and account plan
Help drive viral growth strategies in a named set of strategic accounts by being the primary segment owner throughout the organization
Establish, handle, and manage relationships between OpenGov and senior leaders of the customer and prospect government
Generate new leads through networking and prospecting, including cold calling, as well as using marketing and PR activities of the company
Make sales presentations to customers and prospects at different levels of the organization of leading governments within a prescribed territory.
Quickly develop thorough knowledge of company products and client verticals, including local and state governments, special districts, and school districts
Address product use cases, benefits, competitive advantages and business outcomes; facilitate executive and technical follow-up to close sale
Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.)
Interface and develop professional relationships with existing customers and prospects throughout all organizational levels. Establish referenceable customers to build the OpenGov brand in your territory
In collaboration with OpenGov's marketing team, develop and execute demand-generation campaigns
Lead contract negotiations
Partner with Marketing on leads from trade shows and campaigns. Help set event strategy for where OpenGov should be present
Sales process management and participate in sales planning status meetings (MEDDIC methodology, QBRs, and more)
Develop and maintain in-depth knowledge of OpenGov’s suites and the competitive landscape
Meet or exceed quota expectations