Apply on Employer Site

Avenu Insights & Analytics · 4 days ago

Account Executive - Payment Specialist (On-Site)

Centreville, VA, US

Full-time

Onsite

Senior Level

5+ years exp

Avenu Insights & Analytics is a company focused on supporting government services, and they are seeking an Account Executive - Payment Specialist to lead sales efforts primarily in the South Region. The role involves prospecting, qualifying, selling, and closing new business to state and local public sector customers, while building strong customer relationships and developing effective sales strategies.

AnalyticsConsultingGovernmentGovTech

Senior Management

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

Qualification

Sales of IT solutionsBusiness Process OutsourcingTeam-selling environmentLarge transactionsLocal language proficiencyBachelor's DegreeConsultative salesBusiness level English

Required

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

Business level English: Fluent

Local language: Fluent, Business Level

Bachelor's Degree or equivalent