Account Executive - Public Safety

Candidates must be located in the Pacific Northwest.

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Our client is the nation's leading provider of public safety location intelligence. They combine high quality locally authoritative maps with verified, curated additional supportive map data and live location content into a consolidated service that can feed into any public safety mapping application to ensure the right data is provided to Emergency 9-1-1 call centers and emergency responder applications at the right time.

Job Summary

The Account Executive (AE) has the primary responsibility of driving profitable sales growth by meeting or exceeding sales goals through new accounts acquisition and with partner driven sales within an assigned territory. It is expected the AE will exhibit a consultative selling approach, establishing him or herself as a trusted advisor to the customer in the recommendation of company products and services.

AE activities also include learning and staying informed on industry trends, NENA NG9-1-1 standards, assigned state regulations and directions regarding NG9-1-1 strategic plans and funding, key decision makers and influencers for NG and GIS strategic planning in each assigned state, company product and service portfolio, learning and following a comprehensive sales process, updating and managing sales pipeline information, participating in sales forecasting, and sales planning in collaboration with Sales Associates. Some selling activity with existing accounts can be expected when it is determined that an opportunity managed by a Sales Associate requires on-site attention by a AE for closure.

Essential Job Duties and Responsibilities

Territory Owner / Manager

• Responsible for covering assigned territory taking full ownership and accountability for sales results.

• Shows a high level of ownership for their business and is adept at selling solutions.

• Acts as leader, influencer and activator with internal and external key stakeholders to achieve results.

• Acts with resiliency in the relentless hunt for new sales opportunities and generates profitable sales by selling solutions that meet customer's needs.

• Prepares, presents and owns the bottom up sales planning process for the assigned territory.

• Builds strategic relationships with State, Regional, and local stakeholders.

• Knows and understands competition and strategically and effectively positions company against the competitors.

• Utilizes available corporate resources to support strategies and sales efforts.

New Customer Selling Direct and via Channels

• As territory owner, utilizes most effect channel strategy, either direct or channel partners to provide solutions to meet customer's needs.

• Develops strong relationships with channel partner sales teams, builds joint sales strategies, and supports partner-lead sales efforts to sell company's products and services.

• This includes activities such as customer meeting support, demonstration support, proposal support, etc.

• When necessary, escalates channel conflict issues to VP of Sales in an effort to minimize and eliminate partner related issues.

Sales Strategy

• Develop and implement comprehensive sales strategy for each assigned state within the assigned territory.

• The sales strategy will address new business generation activities with an emphasis on targeted segments.

• Working closely with the VP of Sales and the marketing team to create a strategy to maximize company's presence, brand awareness, and visibility with public safety and GIS entities at the state, local, and regional levels.

• Gains intimate knowledge of each of their targeted states including but not limited to state funding, regulations, tariffs, strategic plans, key stakeholders, etc.

Industry Expertise and Knowledge

• Be a student of the industry gaining knowledge and understanding of the industry changes, including industry standards (existing and developing), industry trends in GIS, dispatch mapping, and NG9-1-1 deployments including transitional steps to full NG9-11, competitor's solutions and positioning in the market, key company customers and solutions.

• Gain and understanding of challenges facing customers, how industry leading customers are addressing / managing challenges with goal to position self and company as industry leaders and experts.

• Positions self as an expert through presentations at local and trade shows.

Product and Service Knowledge and Application

• Learns the full line of company products and services including features, benefits, pricing, intended use, value proposition, and competitive position.

• Studies information provided by product management and marketing in a timely manner until mastered.

• Works with actual products (demonstration suite) to establish and maintain competence in demonstrating and use.

• Develops a keen understanding of how the products and services solve customer business problems. xhyhwjd

• Review of competitor information to be able to compare and contrast them with company products and services.

Education and Experience

• Education: Bachelor's Degree in Business, Marketing, GIS, or related field

• Related Experience: 5+ years in the public safety communications industry

• 2+ years sales experience

Travel: 50% travel