- Microsoft Word
- Customer Service
- Analysis Skills
- Microsoft Office
The Account Executive is responsible for creating and executing a strategy to sell company software and implementation services to the courts and justice market place within the Central and Eastern territories. The target market is county/state courts and justice agencies. Based upon the candidate's skills and experience, there is a possibility for working remotely.
This is a remote position where a candidate can reside anywhere in the U.S. near a major airport, however residing in Plano, Texas is a plus.
The Account Executive must develop and execute a strategic sales plan for assigned territory and target market.
Supplement Tyler demand creation activities with personal prospect contact, both through on-site visits and consistent telephone based efforts.
Represent Tyler at applicable trade shows and events in designated territory and target market. May attend national industry conferences when appropriate.
Visit with prospective clients in designated territory and target market to qualify opportunities.
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.
Constantly cultivate relationships and develop credibility with prospective and existing customers.
Secure and attend meaningful onsite meetings with various members of prospective agencies to gain information pertaining to their business needs and current environment.
Conduct presentations in front of justice agencies' C-level executives, including drafting of presentation materials and sales messaging.
Shape the future project scope for prospective agencies and establish optimal company solutions and corresponding cost estimates.
Work with various Tyler internal teams to produce accurate and responsible cost proposals.
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.
Bring successful sales process to closure via a contract in a timely manner.
Attend and participate in sales meetings.
Regularly manage prospects, opportunities, and territory pipeline via Salesforce.com.
Meet quarterly and annual sales goals set forth by the company.
Stay current with new product knowledge, technology, services, standards, and industry developments.
Maintain and communicate plans and reports regarding sales activities on regular basis.
Experience with software solution sales is required.
Minimum two years' experience managing large, complex territories and diverse product offering required.
Minimum 3-10 years of technology sales or equivalent industry experience.
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.
Sales experience in the public sector or Account Reps are a bonus.
Open to candidates in Plano, TX, as well as remotely in the Central and East United States.
Bachelor's degree or equivalent experience in the fields of business, sales, and/or computer science preferred.
Experience with managing the responsibility of a 1-million-dollar annual quota is preferred.
Proven remote sales and demand creation capability.
Proven formal presentation skills before large and small groups.
Excellent interpersonal and customer service skills in both written and verbal communications.
Proven negotiating and influencing skills.
Demonstrated ability to "set the right expectations" for prospective customers.
Proven ability to conduct "discovery/needs analysis" with prospective customers and develop a successful action plan of software and service solutions.
Excellent analytical and problem-solving skills.
Proven self-starter in addition to a team player.
Demonstrated proficiency in MS Office tools (Outlook, Word, Excel, and PowerPoint).
Proven track record of exceeding quarterly and yearly sales goals.
Experience with pipeline management software (i.e. Salesforce.com) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.
Requisition Number: 2019019-1