Application Deadline: 31 July 2024
Department: Sales
Employment Type: Full Time
Location: Atlanta, GA
Compensation: $140,000 - $190,000 / year
Description
The Account Sales Director will be responsible for driving sales revenue and managing relationships with specified customers within an assigned geographical region and market segment.
The Account Sales Director will represent FORWARD, demonstrating relentless Customer Focus while managing all aspects of the sales process and customer relationship from Account Planning, Lead Qualification, and Management through Negotiation and Closing, and will play an integral role in the success of the overall sales team. This role is a quota‐carrying sales position.
What Would Be Achieved
- Build high-trust customer relationships that result in closed business to achieve quota.
- Contribute to the ongoing customer satisfaction and loyalty to FORWARD.
- Team with systems integrator, consulting, hyper-scale cloud, and contract vehicle partners to close sales quota.
Responsibilities
- Win new accounts. This is a hunter role.
- Meet and exceed sales goals (quotas) through prospecting, qualifying, managing, and closing sales opportunities within the assigned territory.
- Create and execute effective territory and account plans for the specified region/customer base.
- Deliver sales objectives, considering overall opportunities, customer business priorities and anticipated business changes, our unique product capabilities, and our value proposition.
- Lead/leverage a matrix account team of FORWARD Account Development, Partner Management, Client Services, Business Development, Technical Pre-sales, Marketing, and Sales Operations Support, to develop and manage sales pipeline and enhance customer relationships and value.
- Build and leverage strategic partner alliances and relationships as part of the fully integrated account and territory plan.
- Provide regular and accurate reporting of pipeline and forecast through the CRM system.
- Nurture and expand the company’s relationship with customer accounts of various sizes and missions.
- Drive customer success by developing and maintaining a deep understanding of customers’ mission and industry challenges, market competition, competitive issues, and products.
- Practice effective, excellent communication with leadership, customers, and extended team and partners.
- Participate in team‐building and company‐growth activities including strategic planning, sales training, customer marketing efforts, and customer care.
- Travel to customer locations in support of sales efforts.
- Recruitment: FORWARD hires company builders; employees are expected to be constantly looking for the best talent to bring on board, helping FORWARD continue to build one of the best companies in the world.
Qualifications
- 7+ years of field‐based, face-to-face enterprise software and services sales and business development experience working with government and non-profit customers. This experience should include having also worked with systems integrators, hyperscale cloud, contract vehicles, lobbyists, and other partners that make up the government sales channel ecosystem.
- Consistent overachievement of Enterprise‐level sales quotas.
- Demonstrable Account and Territory planning skills.
- Demonstrable experience managing relationships with senior decision-makers and stakeholders, including Agency Directors and VPs, practice managers, CIOs, and elected officials.
- Excellent communication skills and a highly collaborative working style.
- Successful experience selling business service applications, Cloud, SAAS, or similar background/experience.
- Complex sales/solution sales and extensive > 7-figure deal experience.
- Adaptable, able to thrive in a fast-moving organization; reactive and open to new ideas and challenges.
- Strong business acumen.
- Bachelor's Degree with a technical or business focus preferred.
Additional Information
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We offer a full range of employee benefits for our regular full-time employees including:
- Fully remote position
- Unlimited PTO
- 100% Employee paid medical and dental insurance
- Stock Options
- 401K Plan