Strategic Account Manager

The Strategic Account Manager, Government manages all government accounts in their region and strategically identifies new opportunities for growth. They are also responsible for prospecting into new government accounts in their region. They are focused on managing the relationships and teaching our customers new ways to use location based content to make their work processes more effective. They manage complex buying centers and COG’s to deftly determine the mobilizers who will get your deal done, negotiate terms with legal departments and devise strategies that swiftly move through the procurement cycle. The Government SAM knows the difference between someone with a title and a mobilizer, and their understanding of that difference influences how they find the right people that get your deals done.

• Build a Government focused territory plan with measurable objectives – number of key targets, timetables to achieve success, etc…
• Identify key purchasing vehicles, schedules and partnerships in current and target accounts to expedite and simplify purchasing
• Build account plans for your major accounts that include influence matrices, org structures, and document your strategy to succeed.
• Map your prospect influences to our key executives and know how and when to leverage them in your opportunity.
• Manage your Government target accounts in our CRM system
• Manage approximately 20+ opportunities simultaneously, where you are actively engaged in a selling cycle
• Knowledge of RFP processes
• You will be on-site with these prospects as needed, traveling at least 3 weeks per month.
• You will engage with partners in your strategic accounts, leveraging them for mutual success.
• Engages in conversations in team settings to solve challenges in the business
• Demonstrates a willingness to assist others
• Ensures customer data in SalesForce is thoroughly and carefully maintained; including but not limited to customer info, opportunity info, and details of customer interactions.
• You file accurate and timely reports on your business and necessary reporting for HR and Finance
• Ensure all customer enquiries are dealt with quickly and effectively.

Requirements

• 3-5+ years experience in public sector enterprise account selling is a must
• Experience with RFPS’s and COG’s
• Extensive new business generation experience, with a track record of closing deals
• Demonstrated strategic solution selling experience
• Software or SaaS sales experience highly regarded
• High competence with CRM (ideally Salesforce)
• Understanding of subscription model highly desirable
• Exceptional collaboration skills with a hunger to close deals
• Strong public sector/government acumen, proven ability to work with and sell to C Suite Executives
• Ability to coach and close at all levels, e.g. from subscription renewals to high value complex sales
• In-depth knowledge of sales cycles
• Excellent written, visual and verbal presentation skills
• Ability to travel up to 50%
• Sales drive
• Strong emotional intelligence
• Tenacious, positive and energetic self-starter who is results driven
• Able to work autonomously
• Bachleor’s Degree in a related business discipline or equivalent business experience