Territory Account Executive - Public Sector - NE

NWN Carousel•Boston, MA

1d•Hybrid

About The Position

NWN is the leading AI-powered technology solutions provider for North America's most innovative public and private organizations. For more than 30 years, NWN has helped over 5,000 CIOs deliver technology modernization programs with its Intelligent Workplace, Customer Experience (CX), Managed Devices, Cybersecurity and Public Safety, Connectivity, and Intelligent Cloud solutions. The company's proprietary Experience Management Platform ensures seamless service delivery, real-time observability and improved efficiency for its clients' most demanding technology needs. NWN is a high-performance, high-integrity team of 1,000+ experts committed to a customer-obsessed culture, earning a 75 Customer Net Promoter Score. The company has been recognized with hundreds of industry awards and is proud to be a 'Best Place to Work' with an 86 Employee Net Promoter Score. For more information, visit: NWN.ai. Role Overview The ideal candidate will focus on driving revenue growth by identifying, pursuing, and closing technology sales opportunities within government agencies, educational institutions, and other public sector organizations. This role requires a strong understanding of public sector procurement processes, excellent relationship-building skills, and the ability to navigate complex sales cycles. Scope of Role Responsibilities Essential, key job responsibilities for this role include, but are not limited to:

Requirements

2+ years of solution based selling - products and / or services.
2+ years of proven experience with technology solutions sales for the public sector.
Strong knowledge of public sector procurement processes and regulations.
Existing network of contacts within government and public sector organizations.
Experience responding to RFPs and managing public sector contracts.
Outside sales experience with direct end-user accounts.
Understanding of key technology offerings.
Working knowledge and/or the ability to quickly assimilate and reliably use NWN's core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology and fundamental skills learned in our Force Management sales process training.
Demonstrable experience in a “Sales Hunter” role where attaining quota or growth targets is highly dependent on gaining new business.
Bachelor’s degree or equivalent and relevant work experience is required.
Demonstrated resiliency and personal drive to succeed.
Ability to learn and adapt quickly.
Solid communication skills, reasoning ability and people skills.
Superb listening skills.
Excellent oral and written communications skills, ability to present effectively.
Excellent interpersonal and collaboration skills and ability to work in a team environment.
Excellent negotiation and conflict resolution skills.
Understanding and use of solution selling approach.
Must possess a clean driving record and have access to a personal vehicle or reliable transportation.

Responsibilities

Develop and execute a strategic sales plan targeting public sector organizations to achieve revenue targets through the sale of NWN's key offerings.
Meet or exceed the assigned annual quota (typically $500M - $1M plus).
Participate in business development/demand generation activities to support customer growth.
Follow NWN's core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget.
Represent NWN in a professional and highly ethical manner at all times.
Develop relationships with focus manufacturer representatives.
Navigate complex public sector procurement and compliance requirements, ensuring adherence to regulations and guidelines.
Respond to RFPs (Requests for Proposals), RFQs (Requests for Quotes), and RFIs (Requests for Information) with compelling and compliant responses.
Develop relationships with multiple decision makers within accounts, especially at the C level Suites.
Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years. Present tailored technology solutions that align with the specific needs of public sector clients.
Consistently and effectively, communicate NWN's value proposition to key stakeholders within assigned accounts.
Introduce NWN content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."
Understand and stay current with partner registration programs and incentives. Stay informed on public sector trends, technology advancements, and policy changes affecting the market.
Utilize the company’s CRM tool and prospecting tools as directed by sales management.
Maintain consistent contact with all assigned accounts.
Build a personal brand within the territory.
Ability to grow business from a standing start.
Cold calling into the assigned territory/market to find new customers and projects.
Work with internal and external resources to develop and sell new our solutions.
Work with pre-sales to develop proposals and statements of work to sell NWN solutions.
Forecast business regularly and accurately and regular using the company CRM tool.
Regular meetings with Offerings teams and assigned customers to promote NWN solutions and services.
Attend and facilitate marketing events that are relevant to NWN sales team.
Attend company-facilitated trainings and business meetings.
Other responsibilities as assigned.

Benefits

comprehensive benefits package to support your well-being in and out of work. This includes medical, dental, and vision plans, Health Savings Account (HSA) and Flexible Spending Accounts (FSAs), income protection through disability and life insurance, and a 401(k) with company match
unlimited PTO, paid company holidays, hybrid/remote work, paid bonding leave for eligible employees, employee discounts, and access to our Employee Assistance Program (EAP)
Additional offerings include accident, critical illness, long-term care, and hospital indemnity coverages, legal and identity theft protection, pet insurance, supplemental life insurances, referral bonuses, charitable donation matching, and allowances for eligible roles

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