Job Summary:Account Executive - Justice Specialist primary responsibilities include prospecting, qualifying, selling and closing new business to state and local public sector. The Account Executive brings strong leadership to the Customer engagement; uses resources within Neumo to solve customer problems with appropriate our products and services
Duties and Responsibilities:- Account and Customer Relationship Management, Sales and Software License, Services Revenue and Subscription Revenue.
- Annual Revenue - Achievement / exceed quota targets for both On Premise and Cloud software, Services and Renewals.
- Sales Strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
- Trusted Advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
- Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.
- Review public information (e.g. new executive appointments, public records, vendor statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Neumo references.
- Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
- Demand Generation, Pipeline and Opportunity Management.
- Value Engineering and business case creation with ROI analysis.
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Pipeline partnerships - Leverage support organizations including Marketing, CSM's, Partners and channels to funnel pipeline into the assigned territory.
- Leverage Neumo Solutions - Be proficient in and bring all Neumo offers to bear on sales pursuits including Industry Solutions, LOB solutions and technology/consulting/business process outsourcing solutions.
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Support all Neumo promotions and events in the territory.
- Sales Excellence & Sell Value and Customer outcomes.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales including both Neumo and Partner resources.
- Utilize best practice sales models.
- Understand Neumo's competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.
- Accurately forecast opportunities.
- Demonstrates leadership skills in the orchestration of remote teams.
- Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
- Collaboration with Finance and Accounting and technical buying personas.
- Perform other duties as assigned.
Education and Experience:- 5-10 years of experience in sales of complex business software / IT solutions / Business Process Outsourcing primarily to public sector, state and local government accounts
- Proven track record in business application software sales across industries
- Experience in lead role of a team-selling environment.
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
- Bachelor's Degree or equivalent
Knowledge, Skills and Abilities:- The ideal candidate has experience working with public sector Finance Departments.
Work Environment:- The noise level in the work environment is usually moderate as the employee works in an office setting, at an individual work station, using telephone and computer
Physical Demands:- Must be able to remain in a stationary position for most of the day
- Constantly operates a computer and other office productivity machinery, such as a printer/copy machine
- This position needs to occasionally move about inside the office
- The person in this position frequently communicates via telephone
