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NWN · 1 day ago

Account Executive (SLED)

New York, United States

Full-time

Hybrid

Mid Level

4+ years exp

NWN is a company focused on providing key technology solutions, and they are seeking an Account Executive to drive revenue growth within SLED accounts in New York City or Albany, NY. The role involves managing accounts, navigating public sector procurement processes, and building relationships with key stakeholders to meet revenue targets.

ConsultingSoftware

Hiring Manager

Laurie Cragan

Responsibilities

Focuses on managing a specific set of accounts, selling NWN’s key offerings to existing customers, targeting public sector organizations to achieve revenue targets

Meet or exceed the assigned annual quota (typically $1M+)

Participate in business development/demand generation activities to support customer growth

Follow NWN’s core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales

Research accounts to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics and the information technology budget

Represent NWN in a professional and highly ethical manner at all times

Develop relationships with focus manufacturer representatives covering your specific accounts

Navigate complex public sector procurement and compliance requirements, ensuring adherence to regulations and guidelines

Respond to RFPs (Requests for Proposals), RFQs (Requests for Quotes), and RFIs (Requests for Information) with compelling and compliant responses

Develop relationships with multiple decision makers and departments within accounts, especially at the C level Suites

Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years

Consistently and effectively, communicate NWN’s value proposition to key stakeholders within assigned accounts

Introduce NWN content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."

Understand and stay current with partner registration programs and incentives. Stay informed on public sector trends, technology advancements, and policy changes affecting the market

Utilize the company’s CRM tool and prospecting tools as directed by sales management

Maintain consistent contact with all assigned accounts

Work with internal and external resources to develop and sell new our solutions

Work with pre-sales to develop proposals and statements of work to sell NWN

Forecast business regularly and accurately and regular using the company CRM tool

Regular meetings with Offerings teams and assigned customers to promote NWN’s solutions and services

Attend and facilitate marketing events that are relevant to NWN sales team

Attend company-facilitated trainings and business meetings

Other responsibilities as assigned

Qualification

Public sector salesRFP response experienceSalesForce proficiencyTechnical solutions salesRelationship managementNegotiation skillsListening skillsCommunication skillsCollaboration skillsAdaptability

Required

4+ years selling technical solutions

4+ years of proven experience with technology solutions sales for the public sector

Strong knowledge of public sector procurement processes and regulations

Existing network of contacts within government and public sector organizations

Experience responding to RFPs and managing public sector contracts

Outside sales experience with direct end-user accounts

Consistent and documented over-quota performance in a gross margin-driven environment

Working knowledge and/or the ability to quickly assimilate and reliably use NWN's core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology and fundamental skills learned in our Force Management sales process training

Possess and demonstrate a 'relationship management' mentality

Bachelor's degree or equivalent and relevant work experience is required

Understanding of key technology offerings

Resilient and positive can do attitude

Ability to learn and adapt quickly

Solid communication skills, reasoning ability and people skills

Superb listening skills

Excellent oral and written communications skills, ability to present effectively

Excellent interpersonal and collaboration skills and ability to work in a team environment

Excellent negotiation and conflict resolution skills

Understanding and use of solution selling approach

Must possess a clean driving record and have access to a personal vehicle or reliable transportation