Account Executive

Little Ferry, NJ, United States

Why Springbrook:

Springbrook Software is the leader in cloud-based ERP and payments software for local municipal governments and special districts. For over 35 years, Springbrook has set the industry standard for how small and medium sized municipalities and utility districts operate with high efficiency, economy, and security. More than 2,000 cities, towns, and districts from coast to coast use our suite of modern, high-performance solutions to manage their finances, payroll, and utility billing. We believe in a citizen-centric government that empowers its community with financial transparency, efficiency, and a seamless payment experience.

We offer employees a culture that emphasizes performance, productivity, and collaboration. You will be empowered and engaged working with like-minded individuals who are driven and passionate about contributing to a market-leading software organization with proven technology. We also offer competitive salaries and excellent benefits.

If you are motivated by the idea of delivering on the promise of solving for a new era of more efficient, open, and innovative governance, then we'd love to hear from you.

Where You Fit:

Springbrook is currently seeking a Account Executive to focus on hunting for New Logo opportunities in the Small/Medium Government Agency arena. The Account Executive will be responsible for selling Springbrook's subscription and perpetual license offerings. This individual will also have Existing accounts they will work with to upsell add on modules, cloud migrations, as well as maintaining their high level of satisfaction with Springbrook.

The ideal candidate is experienced at managing a sales territory and pipeline, actively engaging in outreach, and working with prospects to nurture their development into qualified opportunities. They understand that pipeline building and development is the foundation of success in this hunting role. They will understand how to use their Sales Engineer, Manager, and supporting executive team in a way that leverages those resources to gain momentum with their prospects. They will also have a solid foundation in early-stage discovery, needs development, and establishing compelling business consequences that drive decisions. The ideal candidate will act as a consultant and be able to translate Springbrook product offerings into solutions to those identified needs. They will understand the importance of competitive differentiations, and how to establish important buying criteria that their prospects should consider in their decision. The ideal candidate will have the competitive spirit and desire to compete to win, and to exceed their quota target. They will bring enthusiasm and energy to the role in a way that spreads to all who interact with them.

Activities will include assisting with direct marketing and lead generation campaigns, working directly with marketing on events and trade shows, prospecting, contract negotiation, responding to RFP's, arranging customer references, and leading prospect meetings that include Discovery, Demonstration, and Solution Proposal. Extremely important is the dedication to clean, complete, and accurate recording and maintenance of Salesforce Account, Contact, Opportunity, Call/Email, Task and Event records.

- This position is available for remote work but will require moderate travel.

Responsibilities:

Achieve quarterly and annual booking targets

Identify and build relationships with key decision makers in prospect organizations

Reach out to prospects on a regular basis to develop relationships, understand their needs, and nurture them into active opportunities

Conduct business meetings via telephone and web conference

Develop an understanding of business issues and opportunities to deliver high-impact solutions and value propositions

Create strong customer loyalty with New Logo accounts

Use existing media and tools to create compelling sales presentations

Develop actionable business plans that provide you a roadmap to success

Lead the development of account plans and manage periodic account reviews

Manage an existing account and continue to build pipeline

Maintain CRM database (Salesforce) with accurate prospect information

Coordinate sales activities across many lines of business such as executive, support, delivery, and finance

Ability to accurately forecast opportunities for a rolling 12-month cycle, focusing on current quarter and next quarter forecasts

Facilitate discussions internally and externally relative to coordinating strategic leverage that will drive opportunities forward in the sales cycle, and to minimize potential objections

Provide proactive sales feedback on product roadmap, delivery, and support initiatives

Support Regional and National trade shows and industry events

Maintain general awareness of Springbrook security and privacy policies

Report any security incident or suspected security incident to the Springbrook Incident Response Team

Required Qualifications:

Track record of consistently meeting or exceeding quota

Minimum 2-4 years of New Logo sales experience selling ERP solutions (both software and services) to local government agencies or the private sector in a hunting role

Strong interpersonal communication skills and a proven track record of achieving set goals

Experience with the proper use of Salesforce

Strong prospecting skills

Time management, with the ability to focus on daily activities that that drive either pipeline growth or revenue generation

Outstanding interpersonal communication skills

Desired Qualifications:

Industry domain knowledge, with preference given to candidates with ERP or Accounting software sales experience

Familiarity with government sales cycles

Applicants must have the unrestricted ability to work in the United States (sponsorship is not offered)

Springbrook Software is an Equal Opportunity Employer. Springbrook does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.

#J-18808-Ljbffr