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Job Description
Smartsheet is seeking an experienced sales professional to join their team as a State and Local Government Account Executive. This role involves developing customer accounts within the State and Local Government sector, covering Texas, Oklahoma, and Mississippi. The Account Executive will report to a Regional Director, Expansion Sales.
The role involves:
- Navigating complex government procurement processes and cycles.
- Responding to Requests for Proposals (RFPs) and Requests for Quotes (RFQs).
- Developing relationships with key decision-makers in State and Local Government agencies.
- Staying up-to-date on government regulations and compliance requirements related to software procurement.
- Tailoring sales presentations and proposals to address the specific needs and challenges of State and Local Government.
- Exceeding software and services sales quotas.
- Executing a solution-based sales process encompassing multiple groups within accounts with 2k-10k employees.
- Developing and prospecting new business opportunities within existing customers.
- Leveraging existing relationships to expand Smartsheet’s footprint.
- Building executive awareness, sales pipeline and bookings growth within your territory.
- Facilitating and managing partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams.
- Developing tailored proposals based on customers desired outcomes.
- Using sales enablement tools to identify business need.
- Tracking and utilizing key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform.
- Working with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal.
Requirements:
- 7+ years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred but not required.
- Must be based in Texas, Oklahoma, Mississippi
- Experience selling to State and Local Government agencies preferred.
- Experience maintaining customer relationships and maintaining relationships in a B2B environment.
- Experience prospecting and managing a designated territory to maximize revenue growth.
- The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization.
- A data-driven sales approach that informs your process and guidance to customers.
- The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful.
- Strong relationship management skills and the ability to manage strategic interactions with senior level management.
- Familiarity of CRM software packages and proficiency with Google Suite.
- Excellent written and verbal communication skills.
Smartsheet offers:
- HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
- 401k Match
- Monthly stipend
- Flexible Time Away Program, plus Sick Time Off
- US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
- US employees receive 12 paid holidays per year
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to Udemy online courses
- Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location in the U.S. (role specific)
