Account Executive

Category
Sales & Business Development

Responsibilities

• Create and carry out a complete sales plan to get into and grow Salesforce's presence within Arizona State Government agencies.
• Find key people who have influence and make decisions within target agencies, building and supporting strong, long-term relationships at all levels.
• Understand the specific problems and goals of state government, and clearly explain the value of Salesforce solutions in solving their needs (like constituent engagement, case management, grants management, digital change).
• Give compelling presentations and product demonstrations that clearly show the benefits of Salesforce to government audiences.
• Manage the entire sales process, from initial contact and qualification through proposal writing, negotiation, and contract closing.
• Work well with internal teams, including Sales Engineering, Solution Architects, Marketing, and Legal, to make sure customer interactions are successful.
• Work through complex government buying processes, including Requests for Proposals (RFPs) and contract methods.
• Keep correct and updated records of all sales activities and customer interactions in Salesforce.
• Stay informed about industry trends, the competitive situation, and changing government rules within the assigned territory.
• Reach and go beyond set sales quotas and performance goals.
• Represent Salesforce at industry events and conferences.

Requirements

• Bachelor's degree from an accredited university.
• Minimum of 5 plus years of successful enterprise sales experience, with a proven history of selling software solutions (SaaS preferred) to government groups.
• Deep understanding of the Arizona State Government structure, including key agencies, buying processes, and political situations.
• Excellent skills in communication, presentation, and dealing with people, with the ability to clearly explain complex technical solutions to both technical and non-technical audiences.
• Proven ability to manage complex sales cycles and work through long buying processes.
• Strong negotiation and closing skills.
• Self-motivated, results-oriented, and able to work alone.
• Excellent organizational and time management skills.
• Skilled in using CRM systems, preferably Salesforce.
• Ability to travel within the assigned territory as needed.

Preferred Qualifications (Nice to Have)

• Experience selling CRM or enterprise software solutions to the public sector.
• Familiarity with government-specific compliance and security needs.
• Existing relationships with key people who have influence and make decisions within Arizona State Government is a big plus.

About Salesforce

Salesforce is the number one AI CRM, where people work with agents to drive customer success together. Here, ambition meets action. Technology meets trust. Innovation is a way of life. The world of work is changing, and we are looking for Trailblazers passionate about bettering business and the world through AI, driving new ideas, and keeping Salesforce's core values at the heart of everything. We use the power of cloud, mobile, social, internet of things, and artificial intelligence technologies to give personalized experiences that build stronger customer relationships and drive business growth.