Sales
United States
Salary: USD 75000.00 - 90000.00 Annually
Description
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 as set by the company. The target market is focused on courts, probation departments, county jails, prosecutor agencies, and public defender offices.
This is a remote position where a candidate can reside anywhere in the U.S. near a major airport.
Responsibilities
- The Account Executive must refine and execute a strategic sales plan for assigned territory and target market in the East region of the United States.
- Supplement Tyler demand creation activities with personal prospect contact, both through on-site visits and remote-based efforts.
- Represent Tyler 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 of specific roles to internal teams/designees and ensure that tasks are completed successfully and on time.
- Constantly 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 pertaining to their business needs and current environment.
- Conduct presentations in front of justice agencies’ C-level executives, including drafting of 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 Tyler internal teams to produce accurate and responsible cost proposals.
- Lead, organize and manage demonstrations of company software, by scheduling demo date & time with prospect, drafting proposed agenda, preparing company demo resources and other involved parties, and take ownership of follow-up actions.
- Bring successful sales process 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 regular basis.
- Estimated 50-75% business travel.
- East Territory
Qualifications
- Experience with justice-related software is required.
- Ability to travel approximately 50-75%.
- Minimum two years’ experience managing large, complex territories and diverse product offering required.
- Experience with state and/or county government sales or consulting is preferred; and experience with courts, probation departments, county jails, prosecutor agencies, or public defender offices is strongly preferred.
- Located in, with relevant in experience in the Eastern U.S. is preferred.
- Bachelor’s degree or equivalent experience in the fields of business, sales, and/or computer science preferred.
- 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 (i.e., MS Dynamics CRM, Salesforce.com) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.