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New Job Senior Account Executive - Local Government In Ontario

Senior Account Executive - Local Government
Senior Account Executive - Local Government

Senior Account Executive - Local Government

Company : Questica
Salary : Details not provided
Location : Ontario

Full Description

This is an amazing opportunity to be part of a high performing, growing team that’s making public sector budgeting easier, smarter and more transparent.
The Senior Account Executive's primary role is to drive net new bookings of Questica Budget software in our primary market, the Public Sector. You’ll do this through prospecting and closing new sales opportunities. If you’re a consultative Sales Executive focused on building relationships, you’ll be successful managing a sales cycle that is RFP-driven.

DUTIES AND RESPONSIBILITIES:
  • Drive sales results – Strive to achieve and exceed set sales targets. Demonstrate a strong will-to-win. Be self-motivated and maintain consistent, high levels of energy and focus.
  • Build & manage an effective pipeline – Evaluate and prioritize prospect opportunities in order to maximize sales of net new products and services within a designated territory. Actively prospect for new leads to create a steady funnel of progressive opportunities, including cold-calling, emailing, social media and industry networking.
  • Working with an Account Development Executive (ADE) in the assigned territory to develop opportunities and mentoring the ADE in sales strategies and techniques.
  • Develop in-depth understanding of prospective customers – Place value on knowing key aspects of prospective customer’s business. Recognize the importance of an in-depth understanding for creating solutions that result in customer satisfaction. Coordinate and customize needs-based client demos in collaborating with Sales Engineers, and/or lead where appropriate/required.
  • Become a recognized expert in budgeting software solutions – Invest in building a knowledge base of Questica and competitor products and services. Seek out and attend relevant conferences, trade shows and other networking events to be highly visible within the assigned territory and vertical.
  • Build positive customer interactions – Display high levels of optimism about every customer opportunity. Manage each customer interaction in a positive and professional manner with a focus to nurture relationships with key decision makers and influencers. Respond to leads in a timely and professional manner.
  • Differentiate Questica value – Maximize all interactions with customers to demonstrate the value of Questica products and services. Present recommended solutions and communicate value for the customer. Quarterback RFP responses through engaging Sales Support Managers to prepare response submissions and monitor/drive required timelines. Prepare initial customer price quotes for manager review and sign off.
  • Influence customer decisions – Serve as a problem solver for the customer. Recognize and handle predictable concerns that arise as conversation moves closer to decision. Handle customer negotiation strategies and finalize agreements on terms that are to the mutual satisfaction and benefit to both the customer and Questica.
  • Plan and manage time effectively – Plan ahead and use effective time management to maximize selling activities. Attend to sales support duties in a timely and organized way. Record and update all activities in Salesforce.
QUALIFICATIONS:
  • 5-10 years of progressive experience and proven success in a strategic sales role
  • Experience selling into Government accounts strongly preferred
  • Experience selling software solutions strongly preferred
  • Bachelor's Degree in a related field from a leading University
  • Experience with finance, accounting, budgeting and forecasting will be an asset
  • Ability to relate to diverse individuals across a wide range of positions from C-level to analyst
KEY WORKING RELATIONSHIPS:
  • Ability to liaise with Project Managers, Professional Services and Software Developers in quoting and developing customer implementation and integration plans
  • Collaboration with sales support resources (RFP and Demo Specialists) to coordinate client demos and formal RFP submissions
  • Provide customer feedback to appropriate channels to help drive product enhancement and servicing strategy
WORKING CONDITIONS:
NOTE: Due to COVID-19, most of our employees are working remotely and none are engaging in travel. The requirements below are based on our normal operating procedures, which we plan to return to when safety concerns allow.
Some irregular hours may be required for travel and in responding to customer RFPs
  • 20-30% travel within North America, sometimes requiring overnight and weekend stays
  • Flex-work options may be available
The Rewards:
  • Working with a smart, passionate team
  • Competitive salary
  • Full and comprehensive benefit plan, with RSP matching program
  • Work life balance
  • Casual, fun work environment
ABOUT QUESTICA:
Questica is the recognized leader in budgeting and performance management software. Hundreds of government agencies, K-12 schools, universities, colleges, hospitals, healthcare facilities and non-profit organizations throughout North America have opted for smarter planning, budgeting, management, transparency, sharing and engagement using our budget, performance and data visualization solutions. We are a well-established entrepreneurial company of 100-plus employees, offering a modern, state-of-the-art workplace in Oakville, Ontario. With a focus on distinct and best-of-breed software development and implementation along with exceptional customer service.

Questica is part of the GTY Technology group of companies (NASDAQ: GTYH). A GovTech100 Company. GTY is a leading provider of SaaS/Cloud solutions for the public sector. Through its six subsidiaries, GTY offers an intuitive cloud-based suite of solutions for state and local governments spanning functions in procurement, payments, grant management, budgeting, and permitting.

Questica promotes a diverse, inclusive and accessible workplace. By embracing diversity, we build a more effective organization that empowers our employees to be the best that they can be. We are committed to providing a barrier-free environment for our stakeholders (customers, employees, job applicants, suppliers and visitors) who may enter our premises, access our information, or use our services. We are prepared to provide accommodation for individuals with disabilities in a timely and effective manner. For example, if selected for an interview, please advise our recruiter if you require reasonable accommodation during the interview and assessment process, and we will work with you to meet your accessibility needs.