Mid-Market Account Executive Government

Job description

Company Description

The sky’s not the limit at Nearmap

We’re a SaaS company, with proprietary hardware and software that’s continuously advancing through our commitment to innovation. The sky’s the limit when it comes to what we can and plan to do for our customers. Our imagery is just the starting point. Our impact comes from our people, applying complex analysis, interpretation and artificial intelligence that opens up all sorts of possibilities for our customers.

Job Description

Ideal candidate located in the MidWest region: MI< WI< MN

A Mid-Market Account Executive, Government will benefit from a flexible and diverse environment, with the ability to accelerate their individual success. The Mid-Market Executive, Government will benefit from inbound leads as well as partner with internal Sales Development Representatives in selling to new customers in the Mid-Market Government sector, leading to the negotiation and closing of deals.  You’ll thrive by identifying business pains and inspiring their ability to use aerial imaging to make their work processes more effective and efficient.  This role requires a positive mindset, consistent effort, and a competitive spirit to drive you to be the leader in revenue and transactions per month in your team. The Mid-Market Account Executive, Government will also have the opportunity to provide advice, guidance and coaching to team members to ensure achievement of team/business goals.

Key Responsibilities

• Navigate through hierarchy and various departments with Local Government departments to secure multi-year business and displace incumbent solutions through selling value & leveraging partnerships
• Manage the relationship with large accounts to ensure opportunities and solutions are identified and closed with the assistance of Nearmap divisions and departments
• Identify and prospect new client opportunities to sell Nearmap products via inbound leads and outbound efforts
• Proactively solve customer business problems by providing expertise and using higher complexity product and services lines to create solutions
• Leverage our extensive lead database while also adding new leads to the database through individual prospecting
• Build and maintain contacts with prospective customers to secure new business opportunities
• Manage the business sales cycle in key regions with autonomy and independence
• Regularly engage at customer facilities and deliver high impact presentations
• Develop and plan account strategies and activities for specified accounts such as: managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points
• Conduct technical training and demos for potential clients on how products or services can benefit them financially and professionally identify and call new client opportunities to sell Nearmap products
• Conduct training and development to Nearmap stakeholders regarding market conditions and product feedback
• Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth
• Research and monitor industry competitors, new products, and market conditions to understand a customer’s specific needs and report to Sales Team
• Leverage phone, email, and social media to engage with leads and opportunities
• Create proposals and negotiate contracts terms, including payment, discounts, product inclusions/exclusions, etc
• Leverage an effective sales process to build pipeline, qualify opportunities, build relationships with key decision makers and link prospect business needs and goals with a Nearmap solutions
• Leverage an effective sales process to build pipeline, qualify opportunities, build relationships with key decision makers and link prospect business needs and goals with a Nearmap solutions
• Facilitate communications with other team members to solve unique customer business challenges
• Develop solution/Value proposition, negotiate terms and close business
• Develop quarterly sales plan to generate the business required to achieve or exceed quota
• Achieve weekly, monthly and quarterly revenue targets
• Provide timely and accurate forecasts with clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce)
• Assist in formulating company policies for the Sales Team
• Brainstorm and share your insights and success with teammates
• Embrace constructive feedback from your manager and peers
• Engage in team development
• Provide advice, guidance and coaching to team members to ensure achievement of team/business goals

Qualifications

• 4 years’ experience in an inbound/outbound sales role (preferably subscription based)
• Successful quota or KPI/KSO attainment with a demonstrated track record of success (top 10-20%)
• Proficiency in pipeline management and accurate forecasting
• Exceptional ability to overcome objections and close business
• The ability to prioritize and work towards deadlines
• Experience in CRM systems such as Salesforce
• Excellent written, verbal and visual communication skills
• High levels of personal motivation and professionalism
• Positive self-starter with a results driven attitude
• Positive and energetic
• Bachelor’s degree in Business or related field preferred

Additional Information

Why you’ll love working at Nearmap:

We move fast and work smart; often wearing multiple hats. We adapted to remote working with ease and are continually looking at ways to improve. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves.

In addition to your annual leave, Nearmap offers:

• 4 extra “YOU” days off each year—take a break, no questions asked!
• Company-sponsored volunteering days to give back.
• Generous parental leave policies for growing families.
• Access to LinkedIn Learning for continuous growth.
• Discounted Health Insurance plans.
• Monthly technology allowance.
• Annual flu vaccinations and skin checks.
• Hybrid flexibility
• A Nearmap subscription (naturally!)

At Nearmap, you can chart your own career path and see where our journey together might take you. With complex and fascinating work to challenge and inspire you, you might be surprised by the opportunities you discover. We’ve got so much more to share—come and explore with us!

Nearmap does not accept unsolicited resumes from recruitment agencies and search firms. Please do not email or send unsolicited resumes to any Nearmap employee, location or address. Nearmap is not responsible for any fees related to unsolicited resumes.