State Sales Representative

As a State Sales Representative at InterSystems, your responsibilities will include leading the expansion of our public sector business, developing strategies to enhance relationships with state government leaders, and collaborating with Systems Integrators to ensure our technology is proposed in government contracts. You will also be the principal liaison with customer accounts, enhance business relationships, address customer concerns, and effectively achieve sales targets, all while representing InterSystems at public sector conferences.

To excel as a State Sales Representative at InterSystems, you should have at least 8 years of public sector industry knowledge, particularly related to software and cloud sales. Leadership experience in building public sector businesses and familiarity with state and local government contracting processes are crucial. Strong communication, presentation, and interpersonal skills are essential, along with a Bachelor's degree or equivalent experience. A Master's degree in a relevant field is a plus.

InterSystems is committed to supporting its State Sales Representatives through a collaborative environment where team members can work closely with sales engineering, subject matter experts, and other internal units. Additionally, you will receive continuous training and updates, contributing to your success in meeting sales objectives and developing fruitful customer relationships.

A State Sales Representative's workday at InterSystems includes developing and implementing strategies to engage with state government clients, collaborating with Systems Integrators, managing customer accounts, and participating in meetings to progress existing deals. Additionally, you will allocate time towards networking at industry conferences, addressing client concerns, and working on strategies to generate new business revenues while safeguarding current customer relationships.

The State Sales Representative plays a vital role at InterSystems by directly linking our innovative solutions to state government agencies, ultimately enhancing the efficacy of their operations. Your success in building partnerships and driving sales reinforces the core mission of InterSystems: to unlock the power of data across industries and improve public services.

In answering this question, highlight specific examples of past experiences dealing directly with government contracts, focusing on your approach to understanding their unique needs and how you successfully closed significant deals.

Discuss your strategy for identifying potential Systems Integrators, building rapport, and creating win-win situations where both parties can leverage their strengths to present compelling proposals to government agencies.

When responding, provide a detailed scenario that emphasizes your problem-solving skills. Explain the challenge, your action plan, and the result, demonstrating how you used your expertise to contribute positively to client satisfaction.

Showcase your understanding of the various steps involved in government contracting, such as bid preparation, compliance, and negotiation processes, and why these steps are essential for success in the role.

Describe your preferred tools or CRM systems you use to manage relationships and track interactions effectively. Explain how organization contributes to your strategic sales efforts.

Discuss specific strategies you have implemented in your past roles to consistently meet or exceed your sales targets, focusing on your planning, execution, and follow-up techniques.

In your response, express your enthusiasm for networking and highlight how you would showcase InterSystems’ innovative solutions effectively, discussing key points you’d share that would resonate with potential clients.

Explain your methods for addressing client objections by actively listening to their concerns, relaying relevant case studies or success stories, and providing solutions that align with their needs.

Discuss how you actively seek and incorporate customer feedback to refine your sales techniques, product offerings, and overall strategies, emphasizing how this practice promotes continual improvement.

Be sincere in your answer, discussing how InterSystems’ mission aligns with your professional goals, what excites you about the company’s technology, and the potential impact you hope to have in the role.