Sales Account Executive

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Build and maintain an active pipeline of qualified leads in the State and Local Government through cold calling, attending industry trade shows, working with business partners, providing product demonstrations, working leads from direct mail campaigns and other marketing campaigns.
Develop and maintain detailed and updated opportunity matrixes for each target account to insure that the appropriate sales support resources can be available and to assist in the preparation of accurate and timely sales forecasts.
Aggressively work the pipeline to consistently meet or exceed quarterly and annual revenue quotas.
Obtain the maximum sales and services revenue from each account and sales opportunity through recognition of broader needs that Pitney Bowes Business Insight can address and through the strongest possible adherence to approved pricing.
Establish the best possible long-term relationship with each prospect and customer so as to maximize future revenue opportunities. Included are meaningful business relationships with "C" level executives.

Qualifications

Bachelor's degree in business (or similar field of study) or equivalent work experience
A minimum of 3-5 years direct software sales experience selling large ERP, CRM, Document Management, Financial Applications or General Application Software (ex. Siebel, PeopleSoft, Epiphany, SAP, Oracle, Computer Associates etc.)
A minimum of 3-5 years of complex sophisticated solution selling to Governments with a sales cycle of 3-6 months or longer and average deal size in excess of $200,000 including significant license and services components.
Extensive experience selling to multi-divisional, inter-agency teams, systems integrators and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.)
Ability to travel up to 60%

Exceptional communication and leadership skills
Ability to craft business solutions to complex business problems
Proven ability to establish strong relationships with both users and technical buyers
Knowledge of Group 1 Software and/or MapInfo products a plus
Selling through System Integrators and business partner experience
Selling into State and Local Departments or Agencies

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