Responsibilities:
- Identify lead generation activities for both outbound and inbound contacts within your given territory.
- Manage account and territory lists for your specific region.
- You will work with other go-to-market teams to organize demand generation activities within your given territory.
- Complete customer pitches, company overviews and product demonstrations.
- Gather and understand customer requirements, priorities, budgets and existing landscape.
- Manage pipeline, opportunity, forecasting and other items related to normal outside sales responsibilities.
- You will prepare team members for client meetings by researching companies and partners, understanding the project and other elements including budget, authority, need and timing.
- Work across all customer functions including executive-level personnel, architecture, operations, design, innovation, sourcing and customer procurement.
Requirements:
- 8+ years of experience working within enterprise software platform sales selling to federal and state governments.
- Experience with public and federal sector enterprise sales cycles including all aspects of identifying and researching strategic projects, funding and procurement.
- Experience selling to both IT departments and other government partners [agency and departments, focused on program and policy] and selling to both tech and non-tech audiences.
- History of meeting and exceeding quarterly and annual quotas.
- Experience being part of a collaborative / team selling process.
- Experience with sales methodologies and qualification processes such as MEDDICC, MH, Challenger or SPIN a big plus.
- Knowledge of CRM tools, reports and dashboards (i.e., running a regional sales process).
