The Account Executive will have responsibility for prospecting, engaging, and selling Tyler’s Enterprise ERP products and services to local government organizations. This is a sales role that will also be responsible for executing sales objectives and initiatives to satisfy all growth, revenue, and quota objectives. The Account Executive’s responsibilities will cover lead generation, prospecting, sales, business development, and key messaging as well as positioning required to aggressively grow Tyler’s Enterprise ERP business and revenue.
This is a remote position where a candidate should reside in the California area, or in the Western U.S. near a major airport.
The sales territory for the position are states in the western part of the country. Note: The salary range listed is for the base salary and not inclusive of the OTE with commission plan.
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.).
• 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 a leadership role in the Request for Proposal (RFP) process from start to finish 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 organization executives (IT Directors, Finance Directors, Admin Services Directors, City Managers, etc.), 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 including sales, marketing, implementation, support and development.
• 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 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.
• 50% - 80% business travel.
Qualifications
• Experience with software solution sales is required.
• Minimum two years’ experience managing large, complex territories and diverse product offering preferred.
• Minimum 2-5 years of technology sales or equivalent industry experience.
• Experience with city and/or county government sales or consulting is preferred; and experience with Public Sector ERP sales is strongly preferred.
• Open to candidates in California, as well as remotely in the Southwest United States.
• Bachelor’s degree or equivalent experience in the fields of business, sales, marketing, 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 strategizing 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 annual sales goals.
• Experience with pipeline management software (i.e. Microsoft Dynamics CRM) to manage sales processes, including price quotes, forecasts, correspondence, and marketing is preferred.
