Sales Executive – North America - Cúram by Merative

Essential Job Duties:  

• Deliver sales to meet or exceed annual quota within assigned geography. 

• Lead the overall sale of new business by following an established sales pursuit process and proposal response process, 

• Develop and execute strategic and tactical sales plans in conjunction with sales leadership, capture, client services, and sales support groups to identify new opportunities and close sales. 

• Focus on continual development and progression of a pipeline of new business opportunities with state government agencies in the assigned territory. 

• Effectively build relationships, collaborate and partner with a cross-functional Merative team to strategize and meet with prospective clients to understand business challenges and to deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue. 

• Build relationships with target agencies, departments and executives in State and Local governments to identify needs, map to Cúram offerings and close sales 

• Assume primary responsibility for the total customer relationship during the sales cycle. Able to travel, this is a role that requires face to face engagement with prospects and clients. Anticipate up to 75% of your time could be travelling to meet with clients or business partners 

• Effectively engages in complex negotiations with prospective clients and teaming partners around business commitments and the details of each proposal.  

• Maintain regular contact with senior and executive-level decision makers – utilizing both on-site sales visits and remote communication for assigned prospects.  

• Represent Cúram by Merative at industry conferences and meetings. 

Basic Qualifications (minimum requirements needed to perform this job) 

• 5-7 years sales experience managing complex software-led solution sales in a government health and human services related sales role with a demonstrated track record of exceeding business objectives and sales quota. 

• Minimum 3-5 years’ experience selling solutions to the US Government market, preferably to health and/or human services agencies. 

• Demonstrated experience selling to executive-level decision makers and leadership to influence them to position company solutions as the preferred solutions 

• Experience developing call plans and relationship maps to understand an organization’s power structure, individuals’ roles, influence, and relationship to Merative and ability to use the plans as a strategic and tactical tool to build pipeline and close deals. 

• Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals.  

• Demonstrated networking capabilities among various communities, e.g., acquisition officials/leads in the state government agencies 

• Experience working with the state/federal acquisition process. 

• Experience selling technology solutions, especially COTS solutions  

• Excellent business strategy instincts – able to function well in a competitive, changing environment.  

• Strong oral and written communications skills 

Preferred Skills 

• Experience working with value-added re-sellers and/or channel partners 

• Experience and relationships with relevant Systems Integrators 

Education and Certification Requirements 

• Expectation that successful candidates will pass certification on selling Cúram solution and business benefits