Account Executive

Role Overview

• Provides services assigned to State Government accounts and identifies, qualifies, and closes new opportunities by designing and executing plans for existing or potential prospects
• Develops and executes long-range planning and account penetration strategies to grow accounts
• Participates in account planning process, including development of a robust pipeline and accurate revenue forecasts
• Leads capture and sales efforts by coordinating with cross-functional, geographically-diverse teams
• Develops capture strategies, proposals, and customer-facing artifacts for pipeline development, deal advancement, and transaction closure
• Utilizes enterprise solution selling strategies and integrates demand-generation sales approaches in all client-facing interactions
• Exhibits executive presence to establish valuable relationships with client decision makers
• Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules
• Recommends changes in products, service, and policy with respect to client requirements and competitive landscape
• Keeps management informed by submitting activity and results reports, and monthly and annual territory reports/analyses
• Works with internal and external partners to create winning product, pricing and legal solutions and ensures service delivery and continued customer satisfaction
• Maintains professional and technical knowledge by attending company-sponsored training, educational workshops, and participating in professional societies

Requirements

• 7+ Years of experience in field sales, including at least 2 in state agencies
• Selling in an account executive role within government agencies (e.g., Social Security Administration (SSA) and Department of Health and Human Services (HHS), Centers for Medicare and Medicaid Services (CMS)
• Existing agency relationships
• Extensive knowledge of competitive and teaming landscape within large agency ecosystems e.g. SSA and HHS
• Combination of public sector sales experience and software-as-a-service solutions
• Experience in the Credit Agency space, leveraging assets related to eligibility verifications, identity and fraud and credit data is preferred
• Proven track record of meeting/exceeding sales quota in a growth organization
• Proven track record of executing capture strategies and winning competitive pursuits in excess of $10M+
• Strong experience in Federal Government procurement and writing winning Federal Government competitive proposals
• Strong business acumen and understanding of aligning product/managed service offerings to customer mission and business requirements
• Ability to travel up to 20%

Benefits

• Comprehensive compensation and healthcare packages
• 401k matching
• Paid time off
• Organizational growth potential through our online learning platform with guided career tracks