Federal Account Executive

About the role

ImageTrend, LLC. is dedicated to connecting life’s most important data in the healthcare and emergency response community. We deliver software solutions, data analytics and services for EMS, hospitals, community paramedicine (CP), critical care, fire, and preparedness to enable fully integrated patient-centric healthcare and public safety. Our commitment to innovation, its clients, and providing world-class implementation and support is unsurpassed. Based in Eagan, MN, ImageTrend combines business analysis, creative design and data driven architecture to offer scalable solutions and strategies for today and the future. Employment at ImageTrend is not just about doing a job; it's about being a part of a community. We are top-notch talent, passionate about making a difference through the work we do together!

Responsibilities

• Achieves or exceeds an annual sales quota goal as stipulated in the Sales Compensation Plan incentive agreement
• Manage full cycle sales from lead qualification and needs discovery, to negotiation and closing, selling high-value, multi-year and multi-product deals, and professional services to key existing clients and new prospect federal accounts
• Proactively prospects into government C-Suite, agency leadership, procurement channels, key program stakeholders and other executive decision makers using consultative, account-based approaches and meeting target activity goals
• Facilitate sales meetings and deliver engaging solution demonstrations to high-value federal accounts with highly proficient knowledge of the ImageTrend sales process, products for their territory vertical, as well as strong understanding and articulation of value for adjoining solutions across the portfolio
• Clearly articulates and demonstrates ImageTrend’s value proposition, creating urgency, excitement and enthusiasm among federal prospects and moving the sale forward to close
• Create and deliver accurate sales forecasts through strong pipeline management and maintaining data hygiene, including capturing, updating, and reporting pertinent or required sales data in the CRM, Gong or other systems, or providing data and territory reports to management as requested
• Builds excellent relationships internally and externally, collaborates and communicates effectively with team members, colleagues, and all other stakeholders to identify revenue growth opportunities, develop sales strategies, retain and grow federal accounts, navigate complex sales cycles, share best practices or feedback for product enhancements, and incorporate ideas for team improvement
• Forecasts needs, set priorities, and executes approved business strategy, and reviews territory planning progress with leadership to ensure achievement of goals
• Acts as a company ambassador with high integrity and professionalism to support lead development and strengthen relationships with ImageTrend clients, prospects, partners, and other external audiences
• Oversee and coordinate the RFP and contracting processes for federal opportunities and collaborate with appropriate stakeholders to complete necessary steps and ensure the deal progresses through the sales cycle
• Apply strong Command of the Message skills and Force Management value frameworks to articulate ImageTrend’s value proposition, clarify customer challenges, connect differentiators to measurable outcomes, and strengthen competitive positioning across complex federal sales opportunities
• Attend and actively participate in meetings, including but not limited to recurring team meetings, trainings and 1:1’s with leadership, territory or pipeline reviews, Community Updates, Product or cross-functional updates and other meetings as required
• Monitor federal policy, funding initiatives, legislative priorities, and market developments to anticipate agency needs, influence territory strategy, and identify new business opportunities
• Stay informed of industry trends, competition, market opportunities, or other developments and provide insights or ideas to help us continue improving products and processes
• Perform additional duties or tasks as assigned

Requirements

• Degree in Business, Marketing, Communications, or related field, or the equivalent combination of education and relevant experience
• Proven full-cycle sales experience in a strategic or federal-level SaaS environment with a longer sales cycle, preferably within the public safety or healthcare industries
• Excellent communication skills both written and verbal, and the proven ability to present, influence, negotiate and persuade key stakeholders and executive-level decision makers
• Proven track record in driving successful sales growth by managing and proactively developing an assigned territory of high-value, key accounts with a strategic plan for prospecting
• Proven experience with MEDDICC Selling, or another similar consultative sales methodology
• Demonstrated proficiency with Force Management principles, including Command of the Message, value frameworks, and outcome focused messaging.
• Demonstrated ability to achieve high-value ASP year over year while also consistently achieving growth, profitability and retention goals
• Demonstrated ability to manage complex sales cycles involving multiple stakeholders who may have competing priorities
• Strong analytical and problem-solving capabilities and proven ability to simplify complex concepts and tailor by audience
• Strong technical aptitude to learn new systems and proven experience using MS Office Suite, CRM, Gong or other similar sales technologies tools
• Excellent time management and organizational skills, proven ability to succeed in a fast-paced environment, and can easily adjust and adapt to changing priorities or market conditions
• Proven ability to share best practices with the team or others to help elevate and accelerate organizational results
• Strong work ethic, integrity, honesty, collaboration and team orientation
• Enthusiasm for learning and expanding knowledge or skills
• Ability to travel as required, up to 50%