Large Enterprise Account Executive, State and Local Government

As a Large Enterprise Account Executive at Box, your primary responsibilities will include sourcing and closing new clients in the State and Local Government sector. This job entails researching client needs, influencing the sales process across multiple stakeholders, and collaborating with internal teams to ensure customer success. Your ability to drive sales in this highly specialized market will significantly contribute to Box’s mission of transforming how organizations manage content.

To excel as a Large Enterprise Account Executive at Box, candidates should possess 7+ years of sales experience, especially within the State and Local Government sector. A strong track record in closing complex deals and cultivating relationships with diverse stakeholders, particularly at the executive level, is essential. Familiarity with ECM, Cloud, or SaaS sales will also set you apart as a strong candidate for this role.

The Large Enterprise Account Executive position at Box involves up to 50% travel within your designated territory. This travel is pivotal for building relationships and understanding client needs in person. It allows you to engage effectively with key decision-makers and drive sales success for Box’s innovative solutions in the State and Local Government sector.

Box is deeply committed to fostering diversity and inclusion within the workplace. The company actively promotes a culture that values unique experiences and backgrounds. By championing equal opportunity and creating an inclusive environment, Box ensures that all employees, including those with disabilities, have the resources and support they need to succeed and thrive.

The compensation for a Large Enterprise Account Executive at Box ranges from $268,500 to $335,500 USD, depending on various factors including skills, experience, and location. The role is also eligible for equity and benefits, showcasing Box’s commitment to equitable compensation practices.

When approaching sales for large enterprise accounts, it's important to customize your strategy for each client. Begin by thoroughly researching their business model and identifying pain points that Box can address. Building relationships is key, so focus on establishing trust with key decision-makers. Utilize a consultative approach to showcase how Box's solutions can streamline their processes, ensuring you tailor your messaging to resonate with their specific needs.

Handling complex sales cycles requires diligent planning and adaptation. Start by mapping the process from lead identification to closing. Employ a meticulous follow-up system to stay engaged with stakeholders throughout the cycle. It’s also beneficial to leverage data and insights to support your proposals. Share testimonies of past successes as case studies to demonstrate Box’s value proposition clearly to your clients.

To prospect new clients effectively, I utilize a multi-channel approach. This includes leveraging social media to identify potential leads, attending industry conferences where I can network, and utilizing referrals from existing clients. It's also essential to personalize outreach efforts, demonstrating research on the prospect’s needs and how Box can specifically help them achieve their goals.

During slow sales periods, I focus on motivation through setting mini-goals that lead to larger objectives. This keeps my momentum going and helps me to celebrate small wins. I also invest time in building stronger relationships with existing clients, ensuring they are content and primed for potential upsell opportunities. Continuous learning, such as taking relevant courses or seeking mentorship, also helps keep my spirits high.

Certainly! In a previous role, I negotiated a complex deal involving multiple stakeholders within a public sector agency. I approached it by crafting win-win solutions that addressed the client's needs while articulating the value Box could bring. Through patience, listening to concerns, and building relationships, I was able to secure a contract that brought significant revenue for my company while meeting the client's unique challenges.

Time management is crucial in meeting sales targets. I use a combination of prioritization and calendar blocking. By categorizing tasks based on urgency and importance, I ensure that high-value activities are highlighted. Regularly reviewing and adjusting my calendar helps to maintain focus, while setting specific deadlines allows me to stay accountable to my goals.

Teamwork is integral to my sales strategy as collaboration fosters innovative solutions. I leverage internal expertise from colleagues to enhance my approach and support clients more holistically. By working cross-functionally with marketing and product teams, we can align on messaging and tackle client solutions more effectively, ultimately driving sales success.

Handling objections effectively starts with active listening. I ensure I fully understand the client’s concerns before responding. I address objections by providing data-driven responses and case studies that illustrate how Box has successfully overcome similar challenges. By maintaining an open dialogue and framing objections as opportunities for deeper discussion, I create a constructive pathway towards closing the deal.

To aid my sales process, I rely on a combination of CRM systems for managing contacts and tracking interactions, along with analytics tools that assess sales performance and identify trends. Additionally, I use collaboration tools to communicate with my team and share documentation efficiently. Staying updated with the latest sales technologies allows me to optimize my process continuously.

I am drawn to the public sector sales environment at Box because it presents a unique opportunity to make a significant impact. The role allows me to work closely with government agencies to facilitate technological advancements and improve service delivery. Aligning my sales efforts with a purpose-driven mission, such as enhancing public services through Box's innovative solutions, deeply resonates with my values and career aspirations.