Account Executive - Government (West Coast) SciQuest
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SciQuest, a leading global provider of a web-based, modular suite of e-Procurement, supplier management, and materials management solutions is seeking an experienced professional Sales Executive.
We are currently seeking to hire an accomplished sales professional, to assist in building our Government business. The Account Executive provides accurate information to the Sales Management team and collaboratively structures competitive, tailored solutions for state and local government prospects. This individual must be an independent, autonomous and creative performer. This individual must also be a team player who can successfully partner with the pre-sales support function. For focused individuals who thrive in an environment of change and who have demonstrated a highly successful sales track record, this position provides high visibility, and extraordinary rewards.
The Account Executive (AE) will be responsible to manage their territory to improve pipeline and business volumes. This is done by:
Effectively identifying, qualifying and tracking leads;
Making timely decisions about which opportunities SciQuest will pursue;
Ensuring that appropriate resources are allocated to drive and support sales. When required, work with the appropriate support personnel to oversee the sales process for specific opportunities;
Establish an overall territory plan and articulate discrete actions required to win new work. The AE will manage and coordinate every aspect of specific sales opportunities-from the time that SciQuest decides to pursue an opportunity until a contract is signed;
Must be capable of driving a sale, writing proposals, and negotiating contracts.
Business Volumes - Pipeline/Quota
? AE is required to generate a solid pipeline and to sell within the prescribed performance period.
Opportunity Tracking / SFDC
AE is required to enter all sales activity into Salesforce.com (SFDC)
As SciQuest qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on.
AE will contribute to the development of solutions being proposed for prospects. As SciQuest develops the solution for an AE's account, the AE is to clearly answer key questions that explain the value proposition, pricing, and competition in the sale.
A minimum of 5 years of demonstrable success selling complex software solutions in the Government market with experience in the State and Local space.
An undergraduate degree (preferred) preferably in Marketing, Business, Information Technology, with significant experience in the software and sales industry.
An understanding of ERP offerings and procurement solutions and technology.
Proven ability to build and deliver credible business value propositions at all of the multiple levels (ex. CFO; VP of Supply Chain)
Proficiency in the sales processes and account/territory planning.
Proficiency in solution selling running complex sales cycles.
Contacts in State and Local government required.
Desire to work hard and take ownership of all facets of the sales process.
Strong presentation and writing skills.
Equal Opportunity/Affirmative Action Employer M/F/D/V
||6501 Weston Parkway |
Cary, NC 27513
THIS JOB HAS EXPIRED