Account Executive, Public- FED

Overview of Job Function

The Account Executive serves as the primary point of contact and is responsible for managing all facets of the relationship with key named accounts in the Public Sector while ensuring revenue goals are met. The AE requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Maintains contact at relevant levels in the accounts, focusing on the strategic and tactical nature of the relationship.

Must be able to build and maintain relationships effectively and communicate at all levels within the organization. Develops opportunities across assigned accounts, effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships.

• Primary point-of-contact for major account/(s) regardless of accounts’ geographic location.
• Maintains consistent executive contact with account at a high, executive level, focusing on the strategic nature of the relationship.
• Sells Verint products or services and maintains relationships with existing named accounts.
• Maintain effective relationships with established customers and partners.
• Evaluation and coordination of RFP responses.
• Responsible for working with assigned named account(s) to develop short and long term account plans to include new product acquisition, major and minor product. upgrades and associated strategic services.
• Develop and maintain internal document strategic account plan.
• Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats.
• Prepares proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision-making processes and overcomes objectives to close.
• Maintain up-to-date knowledge of industry, technical developments and government regulations that effect target vertical markets.
• Determine sales strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts.
• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, pre-sales, sales management).
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis.
• Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met.
• Provides regular updates to senior sales and operations staff concerning account issues, financial status.
• Meet and exceed sales quotas and revenue goals.
• Manages the account day in day out in Verint CRM.
• Consistently achieves quarterly and annual revenue forecasts.
• Maintains up to date and accurate forecasts.
• Considered a trusted resource by customer base and an expert in the field.
• Has credibility to influence at senior levels within named account e.g. Senior Executive/Board/Chair.

• Bachelor's Degree or equivalent work experience
• Five (5) years of sales experience and success in selling high-value, complex, and long sales cycle enterprise software and/or high-value services Public Sector (State and Local government, DoD, Federal/Civilian)
• Proven and successful sales track record of quota attainment
• Must be able to effectively prospect and identify business opportunities, conduct needs analysis, and present and close solutions sales to targeted accounts
• Effective and Professional presentation and communication skills, both written and verbal are required with the ability to penetrate and establish relationships with customer’s senior-level executives
• Must possess excellent negotiation and closing skills with the proven ability to qualify prospects from both an operational and financial standpoint
• Experience and knowledge of the public safety market, radio recording, and quality programs
• Travel approximately 50-75%
• Successful completion of a background screening process including, but not limited…