Achieves quarterly and annual revenue targets
Owns business pipeline to ensure long term, consistent performance in quarterly/annual quota achievement
Builds and maintains relationships with key decision makers in organizations
Develops an understanding of business issues and opportunities in order to create high value solutions focused on maintaining and delivering desired outcomes.
Follow new sales leads through networking and turns them into long term partnerships
Leads and contributes to Request for proposal (RFP) responses
Leads the development of opportunity strategy plans and periodic account reviews
Ability to accurately forecast opportunities for a rolling 12-month cycle
Builds a comprehensive territory plan that outlines strategy to secure new prospects
Builds a detailed account plan for each of the top 10 accounts
Facilitate discussions internally and externally relative to prospect/sales campaign coordination
Navigates customer concerns with care and compassion and escalates issues when appropriate
Manages and deescalates potential customer conflicts and resolves matters successfully
Responsible for contract renewals to maintain and grow annual recurring revenue (ARR)
Provides professional after-sales support to enhance the customers’ loyalty
Ability to coordinate internal and external resources

5+ years of experience selling enterprise-wide solutions (both software and services) to State and Local government agencies
Familiarity with government sales cycles and decision processes
Industry domain knowledge
Strong interpersonal communication skills and ability to achieve set goals and deadlines
Understanding of project delivery and coordination with delivery teams
Prior Request for proposal (RFP) response experience
Advanced understanding of the sales process with a proven track record of success
An understanding of the uniqueness selling into the government space
Good understanding of SaaS/Cloud
Experience selling to C-Suite Level Executives
Ability to successful manage a book of business of assigned client accounts
Ability to travel in excess of 50%
Track record of consistently meeting or exceeding quota
Demonstrated prospecting skills

Account Director

Key skills