Account executive needed, e-procurement

Thanks, Marsi, for this job lead:

Contact: C. Frank Parisi frankparisi@yahoo.com
SVP of Business Development & Recruitment at a government contractor in Suburban Maryland

Account Executive – e-Procurement Government Sales - Southeast 12 states

Must have a minimum of 5 years of demonstrable success selling complex software solutions in the Government market with experience in the State and Local space.

Six figure W-2 applicants only. This position carries a six figure base salary and 220K QTE.

Position Summary:
A leading global provider of a web-based, modular suite of e-Procurement, supplier management, and materials management solutions is seeking an experienced professional Sales Executive.
We are currently seeking to hire an accomplished sales professional, to assist in building our Government business. The Account Executive provides accurate information to the Sales Management team and collaboratively structures competitive, tailored solutions for state and local government prospects. This individual must be an independent, autonomous and creative performer. This individual must also be a team player who can successfully partner with the pre-sales support function. For focused individuals who thrive in an environment of change and who have demonstrated a highly successful sales track record, this position provides high visibility, and extraordinary rewards.

Principal Responsibilities:

Sales Management
The Account Executive (AE) will be responsible to manage their territory to improve pipeline and business volumes. This is done by:
• Effectively identifying, qualifying and tracking leads;
• Making timely decisions about which opportunities we will pursue;
• Ensuring that appropriate resources are allocated to drive and support sales. When required, work with the appropriate support personnel to oversee the sales process for specific opportunities;
• Establish an overall territory plan and articulate discrete actions required to win new work. The AE will manage and coordinate every aspect of specific sales opportunities-from the time that we decide to pursue an opportunity until a contract is signed;
• Must be capable of driving a sale, writing proposals, and negotiating contracts.

Business Volumes - Pipeline/Quota
• AE is required to generate a solid pipeline and to sell within the prescribed performance period.

Opportunity Tracking / SFDC
• AE is required to enter all sales activity into Salesforce.com (SFDC)
• As we qualify an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on.
Solution Development
AE will contribute to the development of solutions being proposed for prospects. As we develop the solution for an AE's account, the AE is to clearly answer key questions that explain the value proposition, pricing, and competition in the sale.

Position Requirements:
Provide a sentence or two (max) regarding your qualifications to each of this job's requirements.

• A minimum of 5 years of demonstrable success selling complex software solutions in the Government market with experience in the State and Local space.
• An undergraduate degree (mandatory).
• An understanding of ERP offerings and procurement solutions and technology.
• Proven ability to build and deliver credible business value propositions at all of the multiple levels (ex. CFO; VP of Supply Chain)
• Proficiency in the sales processes and account/territory planning.
• Proficiency in solution selling running complex sales cycles.
• Contacts in State and Local government required.
• Desire to work hard and take ownership of all facets of the sales process.
• Strong presentation and writing skills.

1. Why are you leaving your current position?

2. Salary of your last and current jobs?

3. When is a good time to call you for next steps?