New Business Account Executive selling Tailscale’s secure networking software. Owning prospect - to - purchase sales cycles and building new - business pipeline in Vancouver’s hybrid office.
About the role
- Federal government account executive selling OpenText application delivery management and DevOps solutions. Building pipeline, managing strategic accounts, and closing complex technology opportunities.
Responsibilities
- Develop a long-term sales pipeline to increase the company's market share in specialized areas
- Capture leads outside of specialization and use closed-loop lead management for assignment and follow-up
- Seek new opportunities by expanding and enhancing existing opportunities
- Set the direction for business development and solution replication with new and existing customers
- Develop and own relationships with the Micro Focus client base and wider ecosystem
- Establish professional, working, and consultative relationships with clients
- Maintain competitor knowledge to strategically position products and services
- Develop quota objectives and future direction for the defined product category
- Exceed quota
- Grow the external ecosystem by leveraging partner relationships to expand account reach
- Drive Federal Government business in the United States
- Prospect, qualify, negotiate, and close opportunities with new and existing accounts
- Build pipeline through proactive campaigns
- Collaborate with management, channel, and sales teams in shared accounts
- Partner with Professional Services account teams to build account plans and strategies that drive incremental revenue
- Cultivate customer relationships to ensure account retention and growth
Requirements
- At least 5 years of sales experience selling technology solutions and value to US Government entities
- University or bachelor’s degree; directly related previous work experience
- Demonstrated achievement of progressively higher quota, diversity of business customers, and higher-level customer interface
- Extensive selling experience within the industry and on similar products
- Typically 8–12 years of advanced sales experience
- 2–3 years of product sales in the desired specialty
- Understanding of the industry and market segment of key accounts
- Account planning and accurate revenue forecasting skills
- Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus solutions
- Knowledge of the software development landscape
- Consultative solutions selling and business development skills
- Prospecting, negotiating, and closing skills
- Knowledge of government purchasing processes
- Experience building and driving RFPs
- Knowledge of the government reseller ecosystem
- Knowledge of application delivery, DevOps, and environments
- Project management skills
- Ability to collaborate with management, channel, sales, and Professional Services teams
- Ability to cultivate and maintain positive customer relationships
- Comprehensive knowledge of products, services, and competitor offerings
Benefits
- Competitive compensation package
- Variable and commission compensation opportunities for eligible roles
- Vacation entitlement
- Paid time off
- Physical, emotional, and financial wellbeing benefits package
- Personal growth opportunities
- Reasonable accommodation during the application or recruiting process
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