Account Executive-Installed Sales
Description
Responsibilities:
- Sales of additional software licenses, upgrading to existing solutions, adding clients to existing solutions, migrations, and helping to drive the solutions of other Tyler products into the EPS install base.
- Development and management of an Account Plan for each assigned customer.
- Ability to develop, maintain, and execute a plan for your territory from a regional perspective.
- Ensure that all administrative obligations are completed in a timely, accurate manner.
- Spend 20% or less of your time in the field with Customers.
- Continuously learn about Tyler’s Customers, product offerings, partnerships, our processes, and the industry.
- Assist Management in the development of program-oriented sales offerings and campaigns.
- Focus on Program oriented selling – utilizing the phone, email, and webinars.
- Develop Warm Calling (existing customers) Fundamentals.
- Preparation
- During the Call, Build Early Rapport — Reinforce Their Trust to Move Forward.
- General Benefits Questions — Define the Customer’s Reason or Interest in a Change.
- Summarize Benefits — Review the General Benefits of the specific Tyler solution.
- Close — Recommend Next Steps.
Qualifications:
- Phone Sales skills.
- Opportunity identification, qualification, and closure.
- Public Safety knowledge and experience preferred.
- Proven track record in closing business – face-to-face or via phone.
- Solution and Consultative sales experience.
- Experience and a minimum proficiency with MS CRM and/or Salesforce.
- Solid written, verbal, and presentation skills.
- Ability to work within a team and provide support on topics related to the team.
- Sales territory and ideal candidate locations are: PA, NY, MD, VA, CT, ME, NH, NJ, VT