Account Executive, Customer, New Logo
Trimble Inc.
Senior Account Executive – State and Local Government
Genesys
full-time
Posted on:
Location Type: Remote
Location: Remote • Colorado • 🇺🇸 United States
Visit company websiteSalary
💰 $103,100 - $191,500 per year
Job Level
Senior
Tech Stack
CloudTableau
About the role
- Drive revenue, market share, and exceed new pipeline targets in your defined geographic region.
- Effectively lead and manage active sales opportunities with prospects and customers with the Genesys Way of Selling (MEDDPICC).
- Understand acquisition and procurement rules and processes to guide new customers through buying.
- Accurately forecast and exceed monthly, quarterly and yearly revenue targets.
- Build, maintain, and iteratively evolve Territory Plans to crystallize and focus your strategy and priorities of work which align to Genesys’ strategic direction, including the development and management of a robust sales pipeline by engaging with prospects, partners, and key customers.
- Collaborate and build strategically with Genesys Partners, including our Value-Added Resellers (VAR), Integrator, AppFoundry, and Carrier channel partners to align on building greater awareness of our solutions in the industry, conduct effective and streamlined opportunity management, and attending events together.
- Regularly plan initiatives with internal partners, including our Business Development Representatives, Field Marketing, Event Marketing, Channel, and Healthcare teams to support your regional territory revenue growth goals.
- Develop and refine your ability to present a compelling business value proposition for your customers through effective written and speaking communication skills.
- Understand the business and technical requirements of your customers and help shape the direction of our product offerings.
- Collaborate with Genesys’ internal business partners, including our legal and finance teams, to manage complex contract negotiations.
- Prepare and deliver business reviews to the senior management team on quarterly and yearly strategies that align with revenue growth expectations.
- Accelerate customer adoption and ensure customer satisfaction in partnership with our Customer Success Managers.
- Become expert at positioning the business value of our Digital and AI portfolio.
- Build a strong working knowledge of customer mission and priorities by researching Modernization plans, IT strategic plans, IG and GAO reports, etc.
- Become expert at aligning customer initiatives and priorities to Genesys capabilities in a way that differentiates our products and informs a strong Point of View on Why Genesys.
Requirements
- 8+ years of field enterprise sales and/or business development experience with a focus on State & Local Government AI, enterprise software, networking, infrastructure, customer experience, and/or cloud computing services.
- Understanding and experience with State & Local Government procurement and funding in direct and indirect models.
- BA/BS degree or equivalent experience.
- Proficiency with enterprise platforms including Salesforce (CRM), Clari or similar (forecasting and opportunity management), Zoom (collaboration), and others such as ZoomInfo, DocuSign, Workday, and Tableau.
- Demonstrated proficiency and adoption of MEDDPICC, Account Strategy Mapping, and Opportunity Plans.
- Must be based in region with the ability to travel at least 25% as needed.
Benefits
- Medical, Dental, and Vision Insurance.
- Telehealth coverage
- Flexible work schedules and work from home opportunities
- Development and career growth opportunities
- Open Time Off in addition to 10 paid holidays
- 401(k) matching program
- Adoption Assistance
- Fertility treatments
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
enterprise salesbusiness developmentforecastingopportunity managementaccount strategy mappingMEDDPICCcustomer experiencecloud computingprocurementcontract negotiations
Soft skills
leadershipcommunicationcollaborationstrategic planningcustomer satisfactionpresentation skillsrelationship buildinginitiative planningvalue proposition developmentproblem-solving
