Public Sector Major Account Executive - (NYC)

As a Public Sector Major Account Executive at Samsara, your main responsibilities include developing and nurturing executive-level relationships within strategic accounts and managing the entire customer engagement process from initial prospecting through to deal closure. You'll be tasked with identifying market opportunities, conducting research to understand customer needs, and utilizing solution-based sales techniques to navigate complex sales campaigns.

To qualify for the Public Sector Major Account Executive position at Samsara, candidates should have at least 5 years of experience in a full-cycle closing sales role, specifically in government and SLED (state and local government) sectors. A proven track record of achieving sales quotas, along with experience in handling enterprise-level accounts, is essential. Other beneficial skills include excellent interpersonal abilities and familiarity with strategic outbound prospecting.

Samsara supports Public Sector Major Account Executives by providing them with extensive resources, access to robust technologies, and a collaborative sales environment. The company promotes continuous learning, encouraging team members to deepen their knowledge of various sectors. Additionally, you’ll be part of a supportive high-performance culture where best practices and ideas for improvement are regularly shared.

Success for a Public Sector Major Account Executive at Samsara is demonstrated through consistent overachievement of sales quotas, strong customer relationships, and the ability to effectively engage with complex accounts. Achievements like becoming part of the President's Club or similar recognition signify excellence within the sales team. Moreover, successful candidates will see their efforts positively impacting crucial industries that support essential operations worldwide.

The team culture at Samsara for the Public Sector Major Account Executive role is one of inclusivity, support, and high performance. Employees are encouraged to be lifelong learners, fostering a community that emphasizes growth and collaboration. The company’s cultural principles, such as focusing on customer success and building relationships, are integral to how the team operates, creating a dynamic environment where innovation thrives.

When answering this question, be specific about the details of the deal you handled, the challenges you faced, and the strategies you used to close it successfully. Highlight your ability to navigate complex organizations, your research process, and the relationship-building techniques you employed to earn trust.

Explain your prospecting strategy, including how you research potential clients and identify key decision-makers. Discuss the tools and techniques you use to gather information about opportunities within government agencies and how you tailor your approach to align with their specific needs.

Focus on the importance of trust and authenticity when building relationships with stakeholders. Discuss how you prioritize understanding their needs over making a sale, and how that contributes to prolonged partnerships. Mention any follow-up practices or communication methods you find successful.

Illustrate a specific experience detailing the client’s objections and the strategies you employed to overcome their resistance. Emphasize your listening skills, your patience, and any persuasive techniques you used to reassure them regarding your offerings.

Share the methods you use to stay up-to-date on public sector trends, such as following relevant news sources, attending industry conferences, joining networking groups, or engaging in continuous education. Express your passion for learning and how it benefits your approach to sales.

Discuss specific metrics you consider important in measuring your success as a Public Sector Major Account Executive, such as closing ratios, average deal sizes, customer satisfaction metrics, and quarterly sales performance. Highlight how these metrics inform your strategies and adjustments.

Explain your organizational strategies for managing time and resources effectively across various accounts. Describe how you prioritize leads, allocate time to different accounts, and the tools you use to track progress simultaneously.

Outline the steps you take to prepare, including researching the executives' backgrounds, understanding their organizations, and determining how your offerings align with their goals. Acknowledge the importance of customizing your sales presentation to address their specific concerns.

Articulate your passion for the business's mission and values, along with how your skills and experience align with the goals of Samsara. Convey enthusiasm about contributing to their initiatives in the public sector while also discussing the opportunity for personal growth within their high-performance culture.

Share a relevant experience where you faced a setback, describing how you evaluated the situation, identified what went wrong, and adjusted your approach moving forward. Emphasize the importance of resilience and the lessons learned that contributed to your ongoing success.