Account Executive - Public Sector
Core
Develops value-proposition presentations and business plans to drive digital transformation outcomes for enterprise accounts in the public sector.
Role type
Senior Account Executive (Public Sector)
Builds
Strategic account plans, joint-selling strategies, and long-term business transformation roadmaps for government clients.
Domain
Public Sector / Digital Transformation / Enterprise Sales
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Strategic account planning, upselling/cross-selling, stakeholder mapping, pipeline management, risk mitigation, thought leadership, executive relationship building, industry trend analysis, solution positioning, joint-selling orchestration
Preferred skills
Deep knowledge of public sector dynamics, ability to influence board-level decision makers, experience with virtual team leadership
Technologies
Business case development tools, CRM systems, presentation software
Responsibilities
Develops compelling value-proposition presentations and specialized business plans for customers that drive business outcomes. Develops and implements plans for maximizing upselling/cross-selling opportunities in certain accounts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities. Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account transactions. Engages with key mainstream partners to promote long-term, mutually-beneficial business and technology transformation strategies. Expands network of influence on the board to expand reach and influence decision making. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening. Works with the customer partners foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Ability to influence and mitigate proactively competitive risk. If aligned by industry, exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of industry knowledge to position Solution Area technology in industry context. Sales Excellence Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer's overall experience. Leverages key executive relationships to build trust with the customer organization. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans. Demonstrates thought leadership and presents business plans to customers to generate new non-qualified opportunities. Guides others on how to tailor industry-specific presentations. Presents outcome based cross solution strategies. Develops plans to offer more targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs. Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
Seniority
Senior, hands-on IC with strategic leadership responsibilities
