Account Executive (State & Local)

New York, NY
United States

Arena Technical Resources

51 to 200 employees

Arena Technical Resources (ATR) is a small business that provides information technology staffing services. For the past 25 years, ATR's principals have provided contract consulting and staffing services for hardware and software systems development. ATR offers a broad base of consulting expertise, from legacy systems to leading edge technologies. ATR is capable of solving the most diverse technical problems. ATR's strength lies in its ability and commitment to deliver qualified technical professionals in a timely and efficient manner.

Focus on the long term relationships formed by putting people with talents in positions to shine.

Company Info

Job description

Our client is growing and in need of a passionate and experienced Senior Account Executive (State & Local) in the North East Region. This role is 100% remote.

The ideal candidate has a proven track record within the State and Local space of selling software, collaboration solutions, or high-tech to large organizations. Your primary objective is to execute a go to market model that supports program success and contributes to expanding the Pexip portfolio and revenues within the State and Local government. You are an effective communicator and active listener. You possess an entrepreneurial spirit and have broad experience in working on large and complex sales projects. You are passionate, you take responsibility for your actions and performance, and are a team player with strong integrity. The Pexip culture builds firmly on the human aspects of being part of the team.

Why Pexip?

We have a strong leadership team with a track record of success
Stable, 10 year old company with solid financials and explosive growth
Positive core values and culture
Reliable and stable solution solving real customer challenges
Supportive work environment
Great OTE, Benefits and Equity offered
No cap compensation plan with attainable goals

Role and Responsibilities:
Develop and implement strategies to grow the organization’s business and market share
Understand and work in all aspects of the sales cycle, including prospecting, qualifying, presentations, demonstrations, RFP responses, negotiations and the closing process
Develop and maintain deep understanding of territory including prospects, customers, influencers and competitors
Prospect to develop new business through networking, referrals, demand generation and social
Assist business partners (resellers) with products and services and operational processes of Pexip
Work closely with business partners to identify target accounts to achieve specific goals for new business opportunities
Plan, coordinate and execute impactful sales presentations to inform, educate, and secure new business
Qualify prospects and work closely with solutions architects and other colleagues to determine which opportunities are viable
Learn, develop and implement new ways for Pexip to differentiate itself in the marketplace
Be effective in leading organizations through evaluation and adoption of sophisticated technology solutions in short and long sales cycles
Work closely with the Pexip customer success team to ensure customer satisfaction
Effectively forecast with a high level of predictability, quality, and accuracy for quarterly and annual planning
Work with and maintain necessary reports and processes in the company’s Salesforce CRM system

Required Qualifications:
Have 7+ years experience selling technology solutions to senior leaders within the State and Local Government.
Demonstrate a career pattern of being able to quickly understand different technologies and an ability to advise complex organizations on efficient implementation and utilization
Understanding of Channel community and experience working closely with partners
Have experience and knowledge in enterprise selling methodologies and how to leverage them for effective selling
Display strong analytical, verbal and written communication skills. You should be very comfortable presenting to groups of cross-functional executives. This position will regularly interact with C-level and other senior leadership
Demonstrate proficiency in analyzing government strategy and financials to leverage insights to develop effective growth strategies as part of an annual account plan
Experience in social selling, including leveraging LinkedIn and other networks, to reach critical contacts at your target accounts
Experience in working collaboratively with multiple cross-functional teams to design and implement effective business proposals

Desirable Qualifications:
Bachelor's degree preferred
Strong network of established relationships with key industry contacts within state and local government
Experience in Account-Based Selling and Account-Based Marketing
Technology consulting experience with a global business strategy or technology consulting firm
Experience selling Microsoft Teams, or similar collaboration software
Experience selling cloud and virtualization technologies, such as VMware, Hyper-V, Microsoft Azure cloud, or other related or similar technologies

Work location: New York, NY

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