Sr Account Executive

About the role

ViaPath is seeking an Sr Account Executive to join our growing sales team. The selected individual will be responsible for new business/customer acquisition for inmate telephone and tablet contracts, delivering against net revenue targets. This is a remote based position located in one of the following states: Alabama, Mississippi, Tennessee, Arkansas, Georgia, North Carolina, South Carolina, and Florida with a requirement to travel up to 75% of the time. Must be located within one of the listed states and must be local to an airport to meet the travel requirement.

Responsibilities

• Prioritize assigned accounts
• Develop account plans at the appropriate level and consistently use them to drive account activity
• Develop deep relationships with decision-makers and influencers
• Attend relevant conferences and appropriately represent ViaPath brand
• Identify pain points and opportunities within each account
• Drive measurable and increased pipeline activity into prospect and investment accounts
• Lead opportunity development with each account
• Drive solution selling methodology, leveraging demonstrations and other interactions with key client influencers
• RFP response / proposal development and account planning process, working with a cross-functional ViaPath team
• Once the account/contract is won, hand off relationship over time to an Account Manager according to the account transition process
• Work closely with the Sales Leader, Sales Engineer, Implementation, and Field Services Teams
• Update Salesforce.com daily

Qualifications

• Bachelor’s degree preferred; equivalent years of experience in lieu of degree required
• A minimum of five (5) years of business development/sales experience with a strong understanding of the business development sales cycle process
• Must have experience working in and/or selling into Public Safety, Criminal Justice, Law Enforcement, and/or Corrections environments
• Telecom and/or technical background a plus
• Experience closing new business and generating new account revenue is strongly desired
• Self-starter with a drive to succeed
• Innovative, driven and resourceful; ability to adapt to achieve end goals
• Ability to effectively network, build and manage client relationships
• Independent, creative and strategic about making connections
• Strong collaboration skills
• Strong verbal and written communication skills; polished presentation skills
• Motivated to fully understand products and services to successfully position ViaPath for a contract win
• Ability to work successfully in a fast-paced environment while meeting company deadlines
• Experience working with Salesforce.com or similar CRM applications
• Ability to travel up to 75% monthly
• Experience selling relationship-based services in industries with a long sales cycle and frequent interaction with government entities preferred
• Technical background and/or ability to acquire technical knowledge to break solutions down for non-technical customers preferred

Benefits

• Medical, Dental & Vision Insurance – Multiple plan options designed to support a variety of coverage needs
• Health Saving Accounts (HSA) and Flexible Spending Accounts (FSA) – Employer provided contribution to the HSA for eligible medical plans; healthcare and dependent care spending accounts available
• Flexible Time Off (FTO) – Including vacation and sick time
• Company Holidays
• Retirement Plan (401(k)) – Traditional and Roth 401(k) options available including employer matching contributions
• Life & Disability Insurance – Company-paid basic life insurance and short-term disability; additional voluntary coverage available
• Employee Assistance Program (EAP) – Free, confidential support for personal, financial, and family matters
• Additional Well-Being Resources – Includes access to Care.com, Calm, Active&Fit, Telavet, LegalShield, and other lifestyle resources and discounted services