Job Summary:
The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to state and local public sector customers primarily in the South Region. The Account Executive brings strong leadership to the Customer engagement; uses resources within Neumo to solve customer problems with appropriate our products and services.
Duties and Responsibilities:
• Account and Customer Relationship Management, Sales and Software License, Services Revenue and Subscription Revenue.
• Annual Revenue - Achievement / exceed quota targets for both On Premise and Cloud software, Services and Renewals.
• Sales Strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Trusted Advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Review public information (e.g. new executive appointments, public records, vendor statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Neumo references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
• Demand Generation, Pipeline and Opportunity Management.
• Value Engineering and business case creation with ROI analysis.
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, CSM’s, Partners and channels to funnel pipeline into the assigned territory.
• Leverage Neumo Solutions – Be proficient in and bring all Neumo offers to bear on sales pursuits including Industry Solutions, LOB solutions and technology/consulting/business process outsourcing solutions.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all Neumo promotions and events in the territory.
• Sales Excellence & Sell Value and Customer outcomes.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales including both Neumo and Partner resources.
• Utilize best practice sales models.
• Understand Neumo’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Accurately forecast opportunities.
• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
• Collaboration with Finance and Accounting and technical buying personas.
• Perform other duties as assigned.
Skills and Experience:
• 5-10 years of experience in sales of complex business software / IT solutions / Business Process Outsourcing primarily to public sector, state and local government accounts
• Proven track record in business application software sales across industries
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level
Education:
• Bachelor degree equivalent
• Masters a plus
Work Environment:
The noise level in the work environment is usually moderate as the employee works in an office setting, at an individual workstation, using telephone and computer. Ability to travel on a frequent basis
Physical Demands:
• Must be able to remain in a stationary position for most of the day
• Constantly operates a computer and other office productivity machinery, such as a printer/copy machine
• This position needs to occasionally move about inside the office
• The person in this position frequently communicates via telephone
Neumo Summary:
With the backing of four decades of public sector expertise and corporate capability, Neumo has successfully supported government services. Neumo was honored and recognized for four (4) consecutive years as a GovTech 100 Company representing the top 100 companies focused on making a difference in and selling to state and local government agencies across the United States.
Neumo is committed to helping communities thrive and brings a wealth of experience combined with innovation. Today, Neumo offers more administrative and financial support to government officials than any other organization. And with a responsive, client-focused approach, we foster partnerships that give our customers the certainty they need to accomplish more.
Neumo offers a competitive benefits and compensation package and are looking for team members who will thrive in our dynamic environment.
Neumo is an Equal Opportunity Employer. Selection for a position will be made without regard to race, religion, national origin, sex, political affiliation, marital status, non-disqualifying physical handicap, and age.