Strategic Enterprise Representative

INTERNATIONAL CODE COUNCIL INC•City of Rochester, NY

just now

About The Position

The Strategic Enterprise Representative is responsible for driving revenue growth by selling enterprise-level solutions to strategic named municipal and education accounts across the United States. This role requires a consultative sales approach, deep understanding of client challenges, and the ability to position innovative solutions including ICC Code products (Digital Codes Premium, Code Connect API), municipal codification products and services (Codification, eCode360, MapLink, Enhanced Graphics for Zoning), AEC pre-check solutions (Archistar), and ICC Community Development SaaS offerings (Laserfische, Municity). Strategic Enterprise Representative will be fluent in telling the ICC Innovation Story and will work to identify opportunities with prospects and either move them through the sales cycle or appropriately refer them to specialized Sales Team members for closing. Strategic Enterprise Representative will develop and manage a pipeline of high-value opportunities, engage senior decision-makers, and execute sales strategies in alignment with organizational goals. Success in this role requires exceptional relationship management skills, strong business acumen, and the ability to collaborate across internal teams to meet client needs and exceed revenue objectives.

Requirements

BS/BA degree or equivalent relevant experience.
Minimum 5 years of enterprise-level sales experience with proven success exceeding quotas, preferably within municipal software, SaaS, or public sector solutions.
Strong understanding of complex procurement processes and contract negotiations in the public sector.
Excellent communication, negotiation, and interpersonal skills with senior-level decision-makers.
Demonstrated ability to build and execute account-specific sales strategies.
Proficiency with Microsoft Office Suite, CRM platforms, and expense management tools.
Willingness to travel up to 50%.
Personal values that align with ICC’s mission and corporate culture.
Willingness to travel up to 50%.
Ability to sit for extended periods while working at a computer or desk
Occasional standing, walking, and reaching to access files or office supplies
Manual dexterity for typing, filing, and handling office equipment
Ability to lift and carry up to 20 pounds occasionally (e.g., office supplies, documents)
Visual acuity to read printed and digital materials
Auditory ability to communicate effectively in person and over the phone
May need to climb stairs in multi-level office building
Must be able to work in standard office environment with artificial lighting and climate control

Responsibilities

Enterprise Sales Execution – Identify, pursue, and close high-value opportunities with named enterprise accounts, achieving quarterly and annual sales targets.
Account Planning – Develop strategic account plans and maintain disciplined pipeline management with a minimum 3X coverage ratio against assigned goals.
Consultative Selling – Serve as a trusted advisor to C-level executives, department heads, and key stakeholders, delivering solutions that address complex organizational needs.
Cross-Functional Collaboration – Partner with Account Managers, Marketing, Operations, ICC Digital, ICC CD, and Product teams to develop proposals, campaigns, and tailored client solutions.
Market Awareness – Maintain knowledge of industry trends, client challenges, and competitive positioning to adjust sales strategies and uncover new opportunities.
Client Engagement – Represent the company at conferences, industry events, and client meetings to expand relationships and promote solutions.
Operational Excellence – Utilize CRM and sales tools for accurate forecasting, reporting, and account planning.
Performs other related duties as assigned

Benefits

International Code Council offers a competitive starting salary and comprehensive benefits package that includes paid vacation and sick time, health/dental/vision insurance, 401k with generous company match immediately vested, company paid basic life insurance, short-term and long-term disability coverage.
Additional voluntary benefit offerings are available such as critical illness insurance, flexible spending accounts, and pet insurance.

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