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 the Southwest territory. The target market is focused on the judiciary, specifically the County, Justice, and Municipal Courts.
This is a remote position where a candidate should reside in the Arizona area, or in the Southwestern U.S. near a major airport.
Responsibilities
- The Account Executive must develop and execute a strategic sales plan for the assigned territory and target market.
- Supplement Tyler demand creation activities with personal prospect contact, both through on-site visits and consistent technology-based efforts (email, phone, TEAMS, etc.).
- Work primarily with the County Judicial Offices which include Court Clerks, Judges and Judicial Staff, Prosecutors, and Sheriff’s Departments and County Jails.
- 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 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 Microsoft 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.
- 60% - 80% business travel.
Qualifications
- Experience with software solution sales is required.
- Minimum two years’ experience managing large, complex territories and diverse product offering required.
- Minimum 2-5 years of technology sales or equivalent industry experience.
- 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.
- Sales experience in the public sector.
- Open to candidates in Phoenix, AZ, as well as remotely in the Southwest United States.
- Bachelor’s degree or equivalent experience in the fields of business, sales, and/or computer science preferred.
- Experience with managing the responsibility of a 1-million-dollar annual quota is preferred.
- Proven remote sales and demand creation capability.
- Proven formal presentation skills before large and small groups.
- Excellent interpersonal and customer service skills in both written and verbal communications.
- Proven negotiating and 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).
- Proven track record of exceeding quarterly and yearly sales goals.
- Experience with pipeline management software (i.e. Microsoft Dynamics CRM) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.
