Enterprise Sales Account Director – State and Local Government
Adobe
full-time
Posted on:
Location Type: Remote
Location: Remote • Connecticut, Maine, Massachusetts, New Hampshire, Vermont • 🇺🇸 United States
Visit company websiteSalary
💰 $229,000 - $369,600 per year
Job Level
Lead
About the role
- Run an enterprise sales territory focusing on state & local government customers
- Develop target named account strategies and tactical penetration plans
- Develop and maintain relationships at the “C” and “VP” levels of the defined target named accounts
- Develop compelling value propositions based on return on investment cost/benefit analysis
- Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.
- Sell against annual revenue targets for software licenses and services
- Coordinate with pre-sales and professional services teams
- Supply creative ideas and participate in marketing events
- Provide accurate and timely sales forecasts
- Develop, maintain and strengthen third party relationships
Requirements
- Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years’ experience)
- Understanding of public sector industry with an emphasis on digital experience for customers
- Understanding of broad competitor solution footprints for the information systems marketplace
- Be able to work with prospects to understand their business requirements and value models
- Ability to quickly adapt and then clearly articulate value propositions
- Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
- Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
- Excellent new business development skills and sales quota attainment track record
- Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.
- Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
- Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
- High comfort level and presence with senior government executives
- An accomplished history of selling multi-level to business, technical, IT people, and C-level executives
- Bachelor’s degree or equivalent experience in a related area.
Benefits
- Health insurance
- 401(k) matching
- Paid time off
- Flexible work arrangements
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales track recordenterprise solutions softwarecost/benefit analysissales forecastingnew business developmentquota attainmentvalue propositionsaccount strategiestactical penetration plansrelationship management
Soft skills
communicationpresentation skillsnegotiationorganizational skillsattention to detailresourcefulnessproactivityperseverancecollaborationadaptability
Certifications
Bachelor’s degree