Federal Account Executive

Job Description


About Us:

ImageTrend, LLC. is dedicated to connecting life's most important data in the healthcare and emergency response community. We deliver software solutions, data analytics and services for EMS, hospitals, community paramedicine (CP), critical care, fire, and preparedness to enable fully integrated patient-centric healthcare and public safety. Our commitment to innovation, its clients, and providing world-class implementation and support is unsurpassed. Based in Eagan, MN, ImageTrend combines business analysis, creative design and data driven architecture to offer scalable solutions and strategies for today and the future.

Employment at ImageTrend is not just about doing a job; it's about being a part of a community. We are top-notch talent, passionate about making a difference through the work we do together!

Description:

Under the direction of the Government Solutions leader, the Federal Account Executive will drive federal market expansion and strategic revenue growth across complex government agencies, acquisition channels, and federal programs. This role is responsible for developing executive relationships, influencing long-term agency strategies, navigating federal procurement environments, and securing high-value, multi-year opportunities that align with ImageTrend's growth objective. This role is designed for a proactive, goal-oriented individual who thrives on driving new, high-value long-term relationships and opportunities in a consultative environment.

ImageTrend sales team members follow a well-defined methodology, collaborate with internal stakeholders, qualify and identify the prospective client's unique needs, and clearly convey the value of the ImageTrend solutions. Reps can grow their SaaS sales careers, contribute to team success, and make a positive community impact.

What You'll Do:

• Achieves or exceeds an annual sales quota goal as stipulated in the Sales Compensation Plan incentive agreement
• Manage full cycle sales from lead qualification and needs discovery, to negotiation and closing, selling high-value, multi-year and multi-product deals, and professional services to key existing clients and new prospect federal accounts
• Proactively prospects into government leadership, agency managers, procurement channels, key program stakeholders and other executive decision makers using consultative, account-based approaches and meeting target activity goals
• Facilitate sales meetings and deliver engaging solution demonstrations to high-value federal accounts with highly proficient knowledge of the ImageTrend sales process, products for their territory vertical, as well as strong understanding and articulation of value for adjoining solutions across the portfolio
• Clearly articulates and demonstrates ImageTrend's value proposition, creating urgency, excitement and enthusiasm among federal prospects and moving the sale forward to close
• Create and deliver accurate sales forecasts through strong pipeline management and maintaining data hygiene, including capturing, updating, and reporting pertinent or required sales data in the CRM, Gong or other systems, or providing data and territory reports to management as requested
• Builds excellent relationships internally and externally, collaborates and communicates effectively with team members, colleagues, and all other stakeholders to identify revenue growth opportunities, develop sales strategies, retain and grow federal accounts, navigate complex sales cycles, share best practices or feedback for product enhancements, and incorporate ideas for team improvement
• Forecasts needs, set priorities, and executes approved business strategy, and reviews territory planning progress with leadership to ensure achievement of goals
• Acts as a company ambassador with high integrity and professionalism to support lead development and strengthen relationships with ImageTrend clients, prospects, partners, and other external audiences
• Oversee and coordinate the RFP and contracting processes for federal opportunities and collaborate with appropriate stakeholders to complete necessary steps and ensure the deal progresses through the sales cycle
• Apply strong Command of the Message skills and Force Management value frameworks to articulate ImageTrend's value proposition, clarify customer challenges, connect differentiators to measurable outcomes, and strengthen competitive positioning across complex federal sales opportunities
• Attend and actively participate in meetings, including but not limited to recurring team meetings, trainings and 1:1's with leadership, territory or pipeline reviews, Community Updates, Product or cross-functional updates and other meetings as required
• Monitor federal policy, funding initiatives, legislative priorities, and market developments to anticipate agency needs, influence territory strategy, and identify new business opportunities
• Stay informed of industry trends, competition, market opportunities, or other developments and provide insights or ideas to help us continue improving products and processes
• Adhere to departmental standards, workflows, SLA's and other metrics or processes as required
• Travel to tradeshows, industry or company events, or other onsite meetings as required
• Perform additional duties or tasks as assigned

Requirements:

• Degree in Business, Marketing, Communications, or related field, or the equivalent combination of education and relevant experience
• Proven full-cycle sales experience in a strategic or federal-level SaaS environment with a longer sales cycle, preferably within the public safety or healthcare industries
• Excellent communication skills both written and verbal, and the proven ability to present, influence, negotiate and persuade key stakeholders and executive-level decision makers
• Proven track record in driving successful sales growth by managing and proactively developing an assigned territory of high-value, key accounts with a strategic plan for prospecting
• Proven experience with MEDDICC Selling, or another similar consultative sales methodology
• Experience developing and executing long-term territory and agency growth strategies within a federal market environment
• Demonstrated proficiency with Force Management principles, including Command of the Message, value frameworks, and outcome focused messaging.
• Ability to achieve high-value ASP year over year while also consistently achieving growth, profitability and retention goals
• Demonstrated ability to manage complex sales cycles involving multiple stakeholders who may have competing priorities
• Proven to be a motivated self-starter and work independently within a highly collaborative and team-oriented environment
• Strong analytical and problem-solving capabilities and proven ability to simplify complex concepts and tailor by audience
• Strong technical aptitude to learn new systems and proven experience using MS Office Suite, CRM, Gong or other similar sales technologies tools
• Excellent time management and organizational skills, proven ability to succeed in a fast-paced environment, and can easily adjust and adapt to changing priorities or market conditions
• Proven ability to share best practices with the team or others to help elevate and accelerate organizational results
• Strong ability to forecast an accurate sales pipeline using data-driven insights in a Federal environment
• Ability to maintain discretion when handling proprietary and confidential information
• Enthusiasm for learning and expanding knowledge or skills
• Strong work ethic, integrity, honesty, collaboration and team orientation
• Ability to travel as required, up to 50%

This role can be performed 100% virtually anywhere in the US while following our Remote Work Policy. Deadline to apply is at least 3 days after the posting date listed.

Position Salary Range: The annual base salary range for this full-time role is $115,000 - $165,000 USD + bonus + benefits + perks + community gains. Within the range, individual pay is determined by job-related skills, education or training and other relevant qualifications.

ImageTrend is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities.

If you are unable to submit your application because of incompatible assistive technology or a disability, please contact us at View phone number on click.appcast.io, and ImageTrend will reasonably accommodate qualified individuals with disabilities to the extent required by applicable law.

ImageTrend participates in the Electronic Employment Verification Program (E-Verify) to validate employee Form I-9 documentation. Please visit everify.gov to learn more.