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.

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 solution.
• 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.

Experience & Qualifications

• 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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