Account Executive

Sales United States


Description

The Account Executive is responsible for creating and executing a strategy to sell company software and implementation services to the courts and justice market place within the Michigan/Illinois territory. The target market is focused on County Clerks, District Clerks, and County Commissioners.
 

This is a remote position where a candidate can reside anywhere in the U.S. near a major airport, however preference is to be located in  Illinois or Michigan.

Responsibilities

  • The Account Executive must develop and execute a strategic sales plan for assigned territory and target market.

  • Supplement Tyler demand creation activities with personal prospect contact, both through on-site visits and consistent telephone based efforts.

  • Work primarily with the County Judicial Offices which include Court Clerks, Judges and Judicial Staff.

  • Represent Tyler at applicable trade shows and events in designated territory and target market. May attend national industry conferences when appropriate.

  • Visit with prospective clients in designated territory and target market to qualify opportunities.

  • Take ownership of the Request for Proposal (RFP) process from start to finish, including assigning of specific roles to internal teams/designees and ensure that tasks are completed successfully and on time.

  • Constantly cultivate relationships and develop credibility with prospective and existing customers.

  • Secure and attend meaningful onsite meetings with various members of prospective agencies to gain information pertaining to their business needs and current environment.

  • Conduct presentations in front of justice agencies’ C-level executives, including drafting of presentation materials and sales messaging.

  • Shape the future project scope for prospective agencies and establish optimal company solutions and corresponding cost estimates.

  • Work with various Tyler internal teams to produce accurate and responsible cost proposals.

  • Lead, organize and manage demonstrations of company software, by scheduling demo date & time with prospect, drafting proposed agenda, preparing company demo resources and other involved parties, and take ownership of follow-up actions.

  • Bring successful sales process to closure via a contract in a timely manner.

  • Attend and participate in sales meetings.

  • Regularly manage prospects, opportunities, and territory pipeline via Microsoft Dynamics CRM.

  • Meet quarterly and annual sales goals set forth by the company.

  • Stay current with new product knowledge, technology, services, standards, and industry developments.

  • Maintain and communicate plans and reports regarding sales activities on regular basis.

  • 60% - 80% business travel.

Qualifications


  • Experience with software solution sales is required.

  • Minimum two years’ experience managing large, complex territories and diverse product offering required.

  • Minimum 2-5 years of technology sales or equivalent industry experience.

  • Experience with state and/or county government sales or consulting is preferred; and experience with courts, probation departments, county jails, prosecutor agencies, or public defender offices is strongly preferred.

  • Sales experience in the public sector.

  • Open to candidates in the Central United States, with preference for Illinios - and/or Michigan-based candidates.

  • Bachelor’s degree or equivalent experience in the fields of business, sales, and/or computer science preferred.

  • Experience with managing the responsibility of a 1-million-dollar annual quota is preferred.

  • Proven remote sales and demand creation capability.

  • Proven formal presentation skills before large and small groups.

  • Excellent interpersonal and customer service skills in both written and verbal communications.

  • Proven negotiating and influencing skills.

  • Demonstrated ability to "set the right expectations" for prospective customers.

  • Proven ability to conduct "discovery/needs analysis" with prospective customers and develop a successful action plan of software and service solutions.

  • Excellent analytical and problem-solving skills.

  • Proven self-starter in addition to a team player.

  • Demonstrated proficiency in MS Office tools (Outlook, Word, Excel, and PowerPoint).

  • Proven track record of exceeding quarterly and yearly sales goals.

  • Experience with pipeline management software (i.e. Microsoft Dynamics CRM) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.