Account Executive

About the role

This is a remote position where a candidate can reside anywhere in the U.S. near a major airport. The Account Executive is responsible for creating and executing a strategy to sell company software and implementation services to the Courts and Justice marketplace within a prescribed territory in the East region of the United States. The target market includes courts, probation departments, county jails, prosecutor agencies, and public defender offices.

Responsibilities

• Refine and execute a strategic sales plan for assigned territory and target market in the East region of the United States.
• Supplement demand creation activities with personal prospect contact, both through on-site visits and remote-based efforts.
• Represent the company at applicable trade shows and events in designated territory and target market; may attend national industry conferences when appropriate.
• Visit with prospective clients in designated territory and target market to qualify opportunities.
• Take ownership of the Request for Proposal (RFP) process from start to finish, including assigning roles to internal teams and ensuring tasks are completed successfully and on time.
• Cultivate relationships and develop credibility with prospective and existing customers.
• Secure and attend meaningful onsite meetings with various members of prospective agencies to gain information about their business needs and current environment.
• Conduct presentations in front of justice agencies’ C-level executives, including drafting presentation materials and sales messaging.
• Shape the future project scope for prospective agencies and establish optimal company solutions and corresponding cost estimates.
• Work with various internal teams to produce accurate and responsible cost proposals.
• Lead, organize, and manage demonstrations of company software, including scheduling, drafting agendas, preparing resources, and follow-up actions.
• Bring successful sales processes to closure via a contract in a timely manner.
• Attend and participate in sales meetings.
• Regularly manage prospects, opportunities, and territory pipeline via MS Dynamics CRM.
• Meet quarterly and annual sales goals set forth by the company.
• Stay current with new product knowledge, technology, services, standards, and industry developments.
• Maintain and communicate plans and reports regarding sales activities on a regular basis.
• Estimated 50-75% business travel.

Requirements

• Experience with justice-related software is required.
• Ability to travel approximately 50-75%.
• Minimum two years’ experience managing large, complex territories and diverse product offerings.
• Experience with state and/or county government sales or consulting is preferred; experience with courts, probation departments, county jails, prosecutor agencies, or public defender offices is strongly preferred.
• Located in or with relevant experience in the Eastern U.S. is preferred.
• Bachelor’s degree or equivalent experience in business, sales, and/or computer science preferred.

Skills

• Proven formal presentation skills before large and small groups.
• Excellent interpersonal and customer service skills in both written and verbal communications.
• Proven influencing skills.
• Demonstrated ability to "set the right expectations" for prospective customers.
• Proven ability to conduct "discovery/needs analysis" with prospective customers and develop a successful action plan of software and service solutions.
• Excellent analytical and problem-solving skills.
• Proven self-starter in addition to a team player.
• Demonstrated proficiency in MS Office tools (Outlook, Word, Excel, and PowerPoint).
• Experience with pipeline management software (e.g., MS Dynamics CRM, Salesforce.com) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.

Schedule

Estimated 50-75% business travel.