Enterprise Account Executive, SLED (AZ)
Enterprise Account Executive, SLED (AZ)
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Salary Not Disclosed
1 Vacancy
Job Description
Gordian is the leading provider of Building Intelligence Solutions delivering unrivaled insights robust technology and comprehensive expertise that fuel customers success during every phase of the building lifecycle. Gordian created Job Order Contracting (JOC) and the industry standard RSMeans Data. We empower organizations to optimize capital investments improve project performance and minimize long-term operating expenses.
The Enterprise Account Executive will focus on client acquisition and revenue growth with municipalities county governments k-12 school districts and other SLED markets.
Working with Business Development Representatives and other internal resources Enterprise Account Executives actively drive and manage the sales engagement through a complex buying cycle from prospecting through closing. Enterprise Sales Executives must be able to prospect qualify and define customer requirements. They are expected to effectively articulate Gordians value proposition for various solution features and benefits and recommend appropriate solutions to customer stakeholders.
Responsibilities:
- Achieve sales quotas for bookings revenue pipeline growth and other related activity metrics.
- Position Gordian as a leader in our business offering unique value-added products and services.
- Engage in face-to-face selling activities with prospective and current customers across the SLED market.
- Effectively manage complex deals with prospective and current customer including management of relationships to drive maximum impact across a multi-state territory.
- Develop and define territory plan prospecting strategies deal plans and client action plans within assigned territory.
- Coordinate with Business Development Representative team to create effective target lists and territory strategy.
- Identify qualify pursue and close net new opportunities for customers pulling in resources as needed.
- Coordinate with operational and sales support groups to ensure successful implementation and delivery of solution.
- Identify cross-sell opportunities and engage appropriate overlay resources.
- Generate new accounts and revenue streams while reaching annual sales revenue goals.
- Sell to multiple levels of decision-makers.
- Schedule face-to-face contact with current or prospective buyers daily.
- Stay current on market conditions needs and competitor strategies goals and approaches.
- Maintain pipeline opportunities and log all activity in the designated customer relationship management (CRM) system .
- Develop and maintain an expert level of knowledge of company solutions and competition in the market.
- Utilize FBS (Fortive Business Systems) tools and practices.
- Participate in ongoing training to increase professional growth and job effectiveness.
Qualifications:
- Bachelors degree or equivalent work experience.
- Minimum of 3-5 years experience selling technology information services or business services solutions to the SLED or Government Sales market and managing the public procurement process.
- Experience navigating complex deals and relationships with impact for county or municipal implementation.
- Demonstrated ability to meet or exceed a sales quota along with consistent track record of developing new business and managing sales cycle from generating leads through closing.
- Execute outbound campaigns including cold calling based on leads generated by research trade shows marketing campaigns and referrals.
- Conduct effective in person and virtual customer meetings.
- Qualify and determine customer requirements and expectations articulate Gordians value proposition recommend appropriate solutions and emphasize solution features and benefits to both business and technical stakeholders.
- Must possess strong presentation skills professional written communication skills be organized analytical and able to eliminate sales obstacles through creative and adaptive approaches.
- Experience selling to Finance and/or Facilities within the SLED market is ideal.
- Knowledge of the construction project lifecycle preferred.
- Up to 50% Travel is required for this job.
Required Experience:
IC
Employment Type
Full-Time
