As a Strategic Account Executive at OpenGov, your responsibilities will include leading multimodal sales strategies within your assigned territory. You'll be tasked with prospect identification, territory planning, lead generation, and managing the sales cycle from proposals to contract negotiations. In addition, you'll collaborate with different teams, including marketing and product-specific Account Executives, to drive growth in strategic accounts and ensure the delivery of high-quality service to our customers.

To qualify for the Strategic Account Executive role at OpenGov, candidates should possess a Bachelor’s degree or equivalent experience. The ideal candidate will have a minimum of 8 years of quota-carrying sales experience, having previously sold software solutions in regulated industries. A strong work ethic, proven track record of meeting quotas, and the ability to navigate complex sales environments will be crucial for success in this position.

At OpenGov, territory planning for Strategic Account Executives involves defining key account strategies and taking ownership of account management efforts within a designated region. Executives are expected to focus on developing existing customer relationships while seeking new leads through networking and marketing initiatives. This proactive approach helps build a solid pipeline and achieve sales goals effectively.

OpenGov highly values experience in complex solution selling, particularly within regulated industries. Candidates should demonstrate a history of closing complex, consultative deals that lead to significant business outcomes. The ability to engage with senior executives and address their transformational projects and budget requirements will be essential for success in this role.

The work culture at OpenGov is vibrant and results-driven, where every employee is encouraged to innovate and challenge the status quo. As a Strategic Account Executive, you'll be part of a team that believes in making an impact through collaboration. With opportunities for professional growth and an emphasis on employee performance, OpenGov promotes a supportive environment where sharing great ideas is encouraged and recognized.

In approaching territory planning for strategic sales, I focus on understanding the unique characteristics of each account within the territory. This involves analyzing market trends, identifying key decision-makers, and creating a customized strategy that leverages both existing relationships and new lead generation tactics. Additionally, collaborating with internal teams, such as marketing and SDRs, is crucial to align our efforts and ensure a comprehensive approach.

Handling objections from potential clients requires active listening and empathy. I prioritize understanding their concerns and then address them with factual information and case studies that demonstrate the value of our solutions. By framing objections as opportunities to clarify and build trust, I can effectively guide the conversation to highlight how our offerings meet their specific needs.

To generate leads in the public sector, I use a multifaceted approach that includes networking at industry events, leveraging social media platforms for engagement, and utilizing targeted marketing initiatives. Additionally, I make use of existing relationships with stakeholders and previous clients to seek referrals and testimonials that can enhance credibility and open up new opportunities.

In a previous role, I worked on a complex sale involving a software solution for a large municipal government. The process involved multiple stakeholders with varying concerns. By establishing a tailored presentation that highlighted specific use cases and ROI, and facilitating meetings with subject matter experts, I addressed each stakeholder's requirements. This resulted in a successful closure, with the client expressing satisfaction with both the product and the support provided throughout the process.

Maintaining relationships with existing customers is about consistent communication and delivering value. I schedule regular check-ins to discuss their goals, gather feedback, and identify opportunities for further support. Additionally, I ensure that I remain available for assistance, while leveraging client success stories to reinforce the value of our solutions and foster loyalty.

Collaboration is integral to my sales process. By working closely with cross-functional teams, I ensure that our strategies are aligned and enhance the customer experience. Engaging with product specialists, marketing, and customer service teams allows me to leverage varied insights, driving a comprehensive approach that addresses customers' needs effectively and leads to better outcomes.

Staying updated on industry trends involves a combination of attending industry conferences, engaging with thought leaders on social media, and actively participating in relevant professional organizations. Additionally, subscribing to industry publications and following key newsletters ensures I am informed about regulatory changes and technological advancements that impact government operations and software sales.

My motivation in a sales career, particularly in the public sector, stems from the opportunity to drive meaningful change. I am inspired by the impact innovative software solutions can have in enhancing government accountability and efficiency. Knowing that my work contributes to improving public services gives me a sense of purpose and motivates me to excel.

To measure success in sales, I focus on key metrics such as revenue growth, quota attainment, customer retention rates, and lead conversion ratios. These metrics help gauge my effectiveness in reaching targets and identify areas for improvement. Additionally, I analyze customer feedback and satisfaction as a metric to assess the long-term impact of my sales strategies.

I have extensive experience using CRM tools, particularly Salesforce, to manage sales pipelines, track leads, and analyze customer interactions. I've utilized Salesforce to implement effective sales strategies by harnessing its reporting features to gain insights into sales performance and customer behavior. This capability allows me to make strategic decisions that drive sales success while enhancing customer relationship management.