Job Description
ABOUT THE ROLE
The Account Director is responsible for maintaining, upselling and cross selling opportunities within an assigned account base of Client Accounts. The role includes an account management responsibility addressing and resolving specific client request and also being able to secure internal or external resources for assistance. This specific Account Director position will cover Kentucky, Indiana and Michigan.
This role is a part of the Accela Account Management Team and will be responsible for developing and securing of net new business within a designated set of Accela clients for all product offerings in the Accela portfolio. These are significant accounts in the region and often include the most ARR (Annualized Recurring Revenue) within our account base.
SPECIFIC RESPONSIBILITIES
- Achieves quarterly and annual revenue targets
- Owns business pipeline to ensure long term, consistent performance in quarterly/annual quota achievement
- Builds and maintains relationships with key decision makers in organizations
- Develops an understanding of business issues and opportunities in order to create high value solutions focused on maintaining and delivering desired outcomes.
- Follow new sales leads through networking and turns them into long term partnerships
- Leads and contributes to Request for proposal (RFP) responses
- Leads the development of opportunity strategy plans and periodic account reviews
- Ability to accurately forecast opportunities for a rolling 12-month cycle
- Builds a comprehensive territory plan that outlines strategy to secure new prospects
- Builds a detailed account plan for each of the top 10 accounts
- Facilitate discussions internally and externally relative to prospect/sales campaign coordination
- Navigates customer concerns with care and compassion and escalates issues when appropriate
- Manages and deescalates potential customer conflicts and resolves matters successfully
- Responsible for contract renewals to maintain and grow annual recurring revenue (ARR)
- Provides professional after-sales support to enhance the customers’ loyalty
- Ability to coordinate internal and external resources
REQUIRED QUALIFICATIONS
- 5+ years of experience selling enterprise-wide solutions (both software and services) to State and Local government agencies
- Familiarity with government sales cycles and decision processes
- Industry domain knowledge
- Strong interpersonal communication skills and ability to achieve set goals and deadlines
- Understanding of project delivery and coordination with delivery teams
- Prior Request for proposal (RFP) response experience
- Advanced understanding of the sales process with a proven track record of success
- An understanding of the uniqueness selling into the government space
- Good understanding of SaaS/Cloud
- Experience selling to C-Suite Level Executives
- Ability to successful manage a book of business of assigned client accounts
- Ability to travel in excess of 50%
- Track record of consistently meeting or exceeding quota
- Demonstrated prospecting skills
DESIRED QUALIFICATIONS
- Sense of urgency
- Excellent customer service skills
- Can build long-term trusting relationships with clients
- Collaborative
- Can problem solve quickly
- Gains client loyalty
- Strong negotiation skills
- Ability to identify gaps and growth potential
ABOUT ACCELA
For nearly 20 years, Accela has been an industry leader in designing and delivering government software to improve efficiency, increase citizen engagement and enable the development of thriving communities. Today, citizens are savvy to how services should be delivered, and expect a consistently convenient, openly transparent view into their local government. While government agencies struggle to do more with less, our mission has never been more critical. Accela provides a robust, cloud-based platform of government software solutions that accelerate growth, efficiency, and transparency in communities of all sizes. From planning, to building, to service request management and more, Accela’s SaaS offerings level the playing field for small and medium governments and enable smaller agencies to leverage larger city technologies. Our open and flexible technology helps agencies address specific needs today, while ensuring they are well prepared for the emerging challenges of the future.
OUR COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION
Accela believes in developing and nurturing a workplace community where our differences are celebrated, and everyone feels a sense of psychological safety and belonging. Accela is committed to putting resources and attention towards evolving our practices, policies, and philosophies to enable diversity to thrive and to support equity in opportunity for everyone.
COMPENSATION AND WELL-BEING
The annual base salary range for this full-time position is $140,000 - $150,000(less applicable taxes). The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience. In addition to an annual base salary, this position is eligible for an annual bonus target. This is a discretionary bonus awarded based on company and individual goal achievement.
Accela’s U.S. team members will receive a generous benefits package consisting of options including flexible time off, comprehensive medical, dental, and vision plans, family planning benefits, 401(k) retirement savings plan with company match, health savings account with company contributions, flexible spending account, life, accident, and disability coverage, business travel insurance, employee assistance programs, and other well-being benefits.
Accela is an Equal Opportunity Employer/Affirmative Action Employer and will respond to requests for job accommodations.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or based on disability, gender identity, and sexual orientation
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