Full-Time Senior Account Executive, Government

Senior Account Executive, Government will benefit from a flexible and diverse environment, with the ability to accelerate their individual success.

The Senior Account Executive, Government will benefit from inbound leads and partner with internal Sales Development Representatives in selling to new customers in the Mid-Market Government sector, leading to the negotiation and closing of deals.

You’ll thrive by identifying business pains and inspiring their ability to use aerial imaging to make their work processes more effective and efficient.

This role requires a positive mindset, consistent effort, and a competitive spirit to drive you to be the leader in revenue and transactions per month in your team.

The Senior Account Executive, Government will also have the opportunity to provide advice, guidance and coaching to team members to ensure achievement of team/business goals.

Key Responsibilities

• Navigate through hierarchy and various departments with Local Government departments to secure multi-year business and displace incumbent solutions through selling value & leveraging partnerships
• Manage the relationship with large accounts to ensure opportunities and solutions are identified and closed with the assistance of Nearmap divisions and departments
• Identify and prospect new client opportunities to sell Nearmap products via inbound leads and outbound efforts
• Proactively solve customer business problems by providing expertise and using higher complexity product and services lines to create solutions
• Leverage our extensive lead database while also adding new leads to the database through individual prospecting
• Build and maintain contacts with prospective customers to secure new business opportunities
• Manage the business sales cycle in key regions with autonomy and independence
• Regularly engage at customer facilities and deliver high impact presentations
• Develop and plan account strategies and activities for specified accounts, such as: managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points
• Conduct technical training and demos for potential clients on how products or services can benefit them financially and professionally
• Identify and call new client opportunities to sell Nearmap products
• Conduct training and development to Nearmap stakeholders regarding market conditions and product feedback
• Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth
• Research and monitor industry competitors, new products, and market conditions to understand a customer's specific needs and report to Sales Team
• Leverage phone, email, and social media to engage with leads and opportunities
• Create proposals and negotiate contracts terms, including payment, discounts, product inclusions/exclusions, etc
• Leverage an effective sales process to build pipeline, qualify opportunities, build relationships with key decision makers and link prospect business needs and goals with a Nearmap solutions
• Facilitate communications with other team members to solve unique customer business challenges
• Develop solution/Value proposition, negotiate terms and close business
• Develop quarterly sales plan to generate the business required to achieve or exceed quota
• Achieve weekly, monthly and quarterly revenue targets
• Provide timely and accurate forecasts with clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce)
• Assist in formulating company policies for the Sales Team
• Brainstorm and share your insights and success with teammates
• Embrace constructive feedback from your manager and peers
• Engage in team development
• Provide advice, guidance and coaching to team members to ensure achievement of team/business goals

Requirements

• 4 years’ experience in an inbound/outbound sales role (preferably subscription based)
• Successful quota or KPI/KSO attainment with a demonstrated track record of success (top 10-20%)
• Proficiency in pipeline management and accurate forecasting
• Exceptional ability to overcome objections and close business
• The ability to prioritize and work towards deadlines
• Experience in CRM systems such as Salesforce
• Excellent written, verbal and visual communication skills
• High levels of personal motivation and professionalism
• Positive self-starter with a results driven attitude
• Positive and energetic
• Bachelor’s degree in Business or related field preferred

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