Strategic Account Executive

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 territoryIn 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

Requirements and Preferred Experience:

• 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 as needed (anywhere from 25% 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