Account Executive, SoftCode

Sales Plano, Texas


Description

The Account Executive is responsible for creating and executing a strategy to sell Tyler software and implementation services to the courts and justice market place within the Western territory. To be successful, the Tyler Civil Process Account Executive will need to be skilled at driving the entire sales process from prospecting to close within Sheriff Office’s. This will include targeted outbound prospecting, uncovering client projects and initiatives, managing complex buying and procurement cycles, and strategic account planning and execution.
 
This is a remote position where a candidate can reside anywhere in the western half of the U.S. near a major airport.

 

Work with our integrated solutions that help courts and public safety organizations of all sizes better protect and serve the public. By helping provide solutions that improve efficiency and response time, you can help serve our citizens and make communities safer.



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 Sheriff’s Office’s and potentially; Court Clerks, Judges and other 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 and exceed 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.
  • 50% - 75% business travel.

 

Qualifications

  • Bachelor’s degree and/or technology sales experience is preferred. Experience with software sales is a plus.
  • Minimum 2 years of experience managing large, complex territories and diverse product offering.
  • Minimum 2 years of technology sales or equivalent industry experience.
  • Experience with state and/or county government sales or consulting is preferred; and experience with courts and/or Sheriff Office’s is strongly preferred.
  • Experience with managing the responsibility of a $1M+ annual quota is preferred.
  • Proven track record of exceeding quarterly and yearly sales goals.
  • Proven remote sales and demand creation capability.
  • Proven formal presentation skills before large and small groups.
  • Proven ability to conduct "discovery/needs analysis" with prospective customers and develop a successful action plan of software and service solutions.
  • Proven self-starter in addition to a team player.
  • Excellent interpersonal and customer service skills in both written and verbal communications.
  • Excellent negotiating and influencing skills.
  • Excellent analytical and problem-solving skills.
  • Experience with pipeline management software (i.e. Microsoft Dynamics CRM) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.
  • Demonstrated ability to "set the right expectations" for prospective customers.
  • Demonstrated proficiency in MS Office tools.