Account Executive

• The Account Executive must develop and execute a stra tegic sales plan for the assigned territory and target market .
• Supplement Tyler demand creation activities with personal prospect contact, both through on-site visits and consistent technology-based efforts (email, phone, TEAMS, etc.) .
• Work primarily with the County Judicial Offices which include Court Clerks, Judges and Judicial Staff, Prosecutors, and Sheriff s Departm ents and County Jails .
• Represent Tyler at applicable trade shows and events in designated territory and target market . May attend national industry conferences when appropriate.
• Visit with prospective clients in designated territory and target market to qualify opportunities.
• Take ownership of the Request for Proposal (RFP) process from start to finish , including assigning specific roles to internal teams/designees and ensure that tasks are completed successfully and on time.
• Constantly cultivate relationships and develop credibility with prospective and existing customers.
• Secure and attend meaningful onsite meetings with various members of prospect ive agencies to gain information pertaining to their business needs and current environment.
• Conduct presentations in front of justice agencies C-level executives, including drafting of presentation materials and sales messaging .
• Shape the future project scope for prospective agencies and establish optimal company solutions and corresponding cost estimate s .
• W ork with various Tyler internal teams to produce accurate and responsible cost proposals.
• Lead, o rganize and manage demonstrations of company software, by scheduling demo date time with prospect, drafting proposed agenda, preparing company demo resources and other involved parties, and take ownership of follow-up actions .
• Bring successful sales process to closure via a contract in a timely manner.
• Attend and participate in sales meetings.
• Regularly manage prospects, opportunities, and territory pipeline via Microsoft Dynamics CRM .
• Meet quarterly and annual sales goals set forth by the company.
• Stay current with new product knowledge , technology, services , standards, and industry developments .
• Maintain and communicate plans and reports regarding sales activities on regular basis .
• 6 0% - 8 0 % business travel.

Qualifications

• Experience with software solution sales is required .
• Minimum two years experience managing large, complex territories and diverse product offering required.
• Minimum 2 - 5 years of technology sales or equivalent industry experience.
• Experience with state and/or county government sales or consulting is preferred; and experience with courts, probation departments, county jails, prosecutor agencies, or public defender offices is strongly preferred.
• Sales experience in the public sector .
• Open to candidates in P hoenix , AZ , as well as remotely in the Southwest United States.
• Bachelor s degree or equivalent experience in the fields of business, sales, and/or computer science preferred.
• Experience with managing the responsibility of a 1- million-dollar annual quota is preferred.
• Proven remote sales and demand creation capability.
• Proven f ormal presentation skills before large and small groups.
• Excellent interpersonal and customer service skills in both written and verbal communications.
• Proven negotiating and influencing skills.
• Demonstrated ability to "set the right expectations" for prospective customers.
• Proven ability to conduct "discovery/needs analysis" with prospective customers and develop a successful action plan of software and service solutions.
• Excellent analytical and problem-solving skills .
• Proven self-starter in addition to a team player.
• Demonstrated proficiency in MS Office tools (Outlook, Word, Excel, and PowerPoint ).
• Proven track record of exceeding quarterly and yearly sales goals.
• Experience with pipeline management software (i . e. Microsoft Dynamics CRM ) to manage sales processes, including price quotes, forecasts, correspondence, and marketing ventures is preferred.