The Account Executive is responsible for creating and executing a strategy to sell company software and implementation services to the Courts and Justice marketplace within a prescribed territory as set by the company. The target market is focused on courts, probation departments, county jails, prosecutor agencies, and public defender offices.
This is a remote position where a candidate can reside anywhere in the U.S. near a major airport.
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The Account Executive must refine and execute a strategic sales plan for assigned territory and target market in the East region of the United States.
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Supplement Tyler demand creation activities with personal prospect contact, both through on-site visits and remote-based efforts.
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Represent Tyler at applicable trade shows and events in designated territory and target market. May attend national industry conferences when appropriate.
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Visit with prospective clients in designated territory and target market to qualify opportunities.
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Take ownership of the Request for Proposal (RFP) process from start to finish, including assigning of specific roles to internal teams/designees and ensure that tasks are completed successfully and on time.
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Constantly cultivate relationships and develop credibility with prospective and existing customers.
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Secure and attend meaningful onsite meetings with various members of prospective agencies to gain information pertaining to their business needs and current environment.
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Conduct presentations in front of justice agencies’ C-level executives, including drafting of presentation materials and sales messaging.
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Shape the future project scope for prospective agencies and establish optimal company solutions and corresponding cost estimates.
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Work with various Tyler internal teams to produce accurate and responsible cost proposals.
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Lead, organize and manage demonstrations of company software, by scheduling demo date & time with prospect, drafting proposed agenda, preparing company demo resources and other involved parties, and take ownership of follow-up actions.
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Bring successful sales process to closure via a contract in a timely manner.
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Attend and participate in sales meetings.
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Regularly manage prospects, opportunities, and territory pipeline via MS Dynamics CRM.
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Meet quarterly and annual sales goals set forth by the company.
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Stay current with new product knowledge, technology, services, standards, and industry developments.
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Maintain and communicate plans and reports regarding sales activities on regular basis.
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Estimated 50-75% business travel.
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East Territory
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Experience with justice-related software is required.
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Ability to travel approximately 50-75%.
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Minimum two years’ experience managing large, complex territories and diverse product offering required.
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Experience with state and/or county government sales or consulting is preferred; and experience with courts, probation departments, county jails, prosecutor agencies, or public defender offices is strongly preferred.
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Located in, with relevant in experience in the Eastern U.S. is preferred.
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Bachelor’s degree or equivalent experience in the fields of business, sales, and/or computer science preferred.
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Proven formal presentation skills before large and small groups.
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Excellent interpersonal and customer service skills in both written and verbal communications.
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Proven influencing skills.
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Demonstrated ability to "set the right expectations" for prospective customers.
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Proven ability to conduct "discovery/needs analysis" with prospective customers and develop a successful action plan of software and service solutions.
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Excellent analytical and problem-solving skills.
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Proven self-starter in addition to a team player.
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Demonstrated proficiency in MS Office tools (Outlook, Word, Excel, and PowerPoint).
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Experience with pipeline management software (i.e., MS Dynamics CRM, Salesforce.com) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.
