Products Account Executive

Job Description

OVERVIEW :

The role of the Account Executive is to be a trusted advisor to our customers, offering end-to-end solutions addressing multi-cloud operations challenges in the enterprise for both government and commercial customers.

Reporting to the Director of GTM - Products, the Account Executive will be responsible for managing the complete sales cycle for new accounts and contributing to the growth of AI’s two cutting-edge technology solutions Altitude and SHIFT.

You will work with sales leadership to qualify leads, present solutions, develop proposals, and close new business acting as the primary point-of-contact during the sales cycle.

The ideal candidate will possess both a business background to drive customer engagement and interact at the executive level, as well as a technical background to aid in qualification and solutioning.

The ideal candidate should also have a demonstrated ability to think strategically about the mission, customer, and technical requirements, and the ability to build and convey compelling value propositions.

GENERAL DUTIES :

Serve as a key contributor of the Altitude and SHIFT sales team by helping to drive overall market and technical strategy contribute to strategies, program development, investments, channel development and other important efforts to make Altitude and SHIFT the best fit for our customers’ needs.

Aid leadership in maintaining an accurate and robust business development pipeline.

Identify and engage private / public sector accounts, using a solution-selling approach.

Perform the full range of sales activities from assisting with demand generation campaigns and managing sales opportunities to overall pipeline management by engaging with customers, the company's internal resources (Engineers, Solution architects, Marketing, etc.

and technology partners

Maximize and leverage the use of Salesforce.com and other internal systems.

Identify specific prospects / partners / channels to approach while communicating the specific value proposition for their business and use case.

Work closely with the customer to ensure they are maximizing the use of platform, ensuring availability of technical resources when required, and documenting wins in use cases and case studies.

Understand the business requirements of our customers and work closely with technical SMEs to drive revenue.

Perform discovery activities to understand customer pain points and create tailored pitches.

Prepare and give business reviews to the senior management team regarding progress and solutions to roadblocks to closing new customers.

Work with product development teams to identify new customer use cases and requests for new features and capabilities.

Required Skills

REQUIRED QUALIFICATIONS :

3+ years’ experience operating in Government sales.

Technical knowledge of cloud computing in Azure, AWS, and / or GCP.

Experience selling consulting / professional services.

Experience selling SaaS and / or PaaS solutions.

Demonstrated verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.

Bachelor’s degree or equivalent experience

CLEARANCE :

US Citizenship required

Desired Skills

DESIRED QUALIFICATIONS :

3+ years’ experience in enterprise technology sales and / or management consulting.

Experience operating as a Solutions Architect for a sales organization or other pre-sales and post-sales engineering experience.

Possess partner / business development, and / or program management experience with a focus on highly regulated markets like Healthcare and Financial Services.

Possess partner / business development, and / or program management experience with a focus on commercial software vendors.

Experience operating and curating sales data, metrics, contacts, leads, etc. within industry-recognized CRM tools (such as Salesforce).

About Procession Systems

About us