Account Executive

Description

The Account Executive is responsible for creating and executing a strategy to sell company software and implementation services to the courts and justice marketplace within a prescribed territory as set by the company. The target market is focused on courts, probation departments, county jails, prosecutor agencies, and public defender offices. Based upon the candidate's skills and experience, there is a possibility for working remotely.

Responsbilities

• The Account Executive must refine and execute a strategic sales plan for assigned territory and target market in the West and/or mid-West region of the United States.
• Supplement Tyler demand creation activities with personal prospect contact, both through on-site visits and remote-based efforts.
• Represent Tyler at applicable trade shows and events in designated territory and target market. May attend national industry conferences when appropriate.
• Visit with prospective clients in designated territory and target market to qualify opportunities.
• Take ownership of the Request for Proposal (RFP) process from start to finish, including assigning of specific roles to internal teams/designees and ensure that tasks are completed successfully and on time.
• Constantly cultivate relationships and develop credibility with prospective and existing customers.
• Secure and attend meaningful onsite meetings with various members of prospective agencies to gain information pertaining to their business needs and current environment.
• Conduct presentations in front of justice agencies' C-level executives, including drafting of presentation materials and sales messaging.
• Shape the future project scope for prospective agencies and establish optimal company solutions and corresponding cost estimates.
• Work with various Tyler internal teams to produce accurate and responsible cost proposals.
• Lead, organize and manage demonstrations of company software, by scheduling demo date & time with prospect, drafting proposed agenda, preparing company demo resources and other involved parties, and take ownership of follow-up actions.
• Bring successful sales process to closure via a contract in a timely manner.
• Attend and participate in sales meetings.
• Regularly manage prospects, opportunities, and territory pipeline via MS Dynamics CRM.
• Meet quarterly and annual sales goals set forth by the company.
• Stay current with new product knowledge, technology, services, standards, and industry developments.
• Maintain and communicate plans and reports regarding sales activities on regular basis.
• Estimated 50% business travel.

Qualifications

• Experience with justice-related software is required.
• Ability to travel approximately 50%.
• Minimum two years' experience managing large, complex territories and diverse product offering required.
• Experience with state and/or county government sales or consulting is preferred; and experience with courts, probation departments, county jails, prosecutor agencies, or public defender offices is strongly preferred.
• Located in, with relevant in experience in, the State of California U.S. is preferred.
• Bachelor's degree or equivalent experience in the fields of business, sales, and/or computer science preferred.
• Proven formal presentation skills before large and small groups.
• Excellent interpersonal and customer service skills in both written and verbal communications.
• Proven influencing skills.
• Demonstrated ability to "set the right expectations" for prospective customers.
• Proven ability to conduct "discovery/needs analysis" with prospective customers and develop a successful action plan of software and service solutions.
• Excellent analytical and problem-solving skills.
• Proven self-starter in addition to a team player.
• Demonstrated proficiency in MS Office tools (Outlook, Word, Excel, and PowerPoint).
• Experience with pipeline management software (i.e., MS Dynamics CRM, Salesforce.com) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.