Senior Account Executive: Public Sector, US State and Local Government (Western Region)

Job Summary: 

The Senior Account Executive will be responsible for meeting and exceeding sales objectives for an assigned territory in the United States. The territory includes State, Municipal and other related public sector agencies and departments at the state and local levels West of the Mississippi.  As an expert in navigating the Public/Government landscape, the Senior Account Executive will have proven experience successfully selling high-value complex software solutions into Government clients. The Senior Account Executive will spend the majority of the role in field developing and cultivating prospects, moving them through the sales process and closing new business in alignment with D2L’s Government sales strategy. 

Learn more about D2L for Government here.

How You Will Make an Impact: 

• Responsible for exceeding bookings objectives within your assigned territory 
• Make prospecting an integral part of your regular routine ensuring new prospects are being added to the sales funnel on an ongoing basis 
• Manage a complex, enterprise solution sale with a 6 month to 12 month purchasing cycle 
• Move the sale through the entire sales process actively engaging other D2L resources as necessary to ensure success 
• Take an active role in the RFP process 
• Attend training events throughout the year and participate in self-paced tutorial learning when appropriate 
• Be well informed about current industry trends and be able to talk intelligently about the training/learning industry in the assigned region 
• Understand and master all D2L Partner relationships and how they relate to D2L sales in territory 
• Effectively use Salesforce to enter all sales information into this system 
• Attend and participate in sales meetings, product seminars and trade shows 
• Prepare written presentations, reports and price quotations, either directly or through partners 
• Build and manage a quantifiable 12 month sales pipeline 
• Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process 
• Develop positive relationships with other employees in Marketing, Professional Services, Finance, Engineering and other departments as needed 
• Travel up to 25% 

What You'll Bring to the Role: 

• Unparalleled expertise in selling to State and Local governments in the Western US via a deep understanding of contract vehicles, software partner community and sales execution specific to the public sector
  • 5-10 years sales experience in the complex solution software sales with proven experience selling into US public sector customers
  • 5-10 years experience selling with and through software resellers and distributors to the State and Local markets in the US public sector
    • Must have knowledge of software channels/VARs such as Carahsoft, CDWG, SHI, or others 
• Must have strong understanding of enterprise software sales cycles and dealing with top decision makers
• Must have experience working in a complex-selling environment with an extended team ecosystems (i.e.: Client Sales Executives, Customer Success Managers, Government Relations, etc) 
• Knowledge of eLearning/education technology industry is preferred
• Complete self-starter who assumes responsibility for getting the job done every day
• Consistent track record of successful achievement
• Must possess strong presentation and communication skills
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers in the public sector
• Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
• Must be able to travel roughly 25% within the US as required
• Must be located within Western US