Account Executive - Public Sector - West

Company Overview

NWN is the leading AI-powered technology solutions provider for North America's most innovative public and private organizations. For more than 30 years, NWN has helped over 5,000 CIOs deliver technology modernization programs with its Intelligent Workplace, Customer Experience (CX), Managed Devices, Cybersecurity and Public Safety, Connectivity, and Intelligent Cloud solutions. The company's proprietary Experience Management Platform ensures seamless service delivery, real-time observability and improved efficiency for its clients' most demanding technology needs. NWN is a high-performance, high-integrity team of 1,000+ experts committed to a customer-obsessed culture, earning a 75 Customer Net Promoter Score. The company has been recognized with hundreds of industry awards and is proud to be a 'Best Place to Work' with an 86 Employee Net Promoter Score. For more information, visit: NWN.ai.

Responsibilities

Role Overview

The ideal candidate will focus on driving revenue growth by identifying, pursuing, and closing technology sales opportunities within government agencies, educational institutions, and other public sector organizations. This role requires a strong understanding of public sector procurement processes, excellent relationship-building skills, and the ability to navigate complex sales cycles.

Scope of Role Responsibilities

Essential, key job responsibilities for this role include, but are not limited to:

• Develop and execute a strategic sales plan targeting public sector organizations to achieve revenue targets through the sale of NWN Carousel’s key offerings.
• Meet or exceed the assigned annual quota (typically $500M - $1M plus).
• Participate in business development/demand generation activities to support customer growth.
• Follow NWN Carousel’s core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
• Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget.
• Represent NWN Carousel in a professional and highly ethical manner at all times.
• Develop relationships with focus manufacturer representatives.
• Navigate complex public sector procurement and compliance requirements, ensuring adherence to regulations and guidelines.
• Respond to RFPs (Requests for Proposals), RFQs (Requests for Quotes), and RFIs (Requests for Information) with compelling and compliant responses.
• Develop relationships with multiple decision makers within accounts, especially at the C level Suites.
• Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years. Present tailored technology solutions that align with the specific needs of public sector clients.
• Consistently and effectively, communicate NWN Carousel’s value proposition to key stakeholders within assigned accounts.
• Introduce NWN Carousel content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."
• Understand and stay current with partner registration programs and incentives. Stay informed on public sector trends, technology advancements, and policy changes affecting the market.
• Utilize the company’s CRM tool and prospecting tools as directed by sales management.
• Maintain consistent contact with all assigned accounts.
• Build a personal brand within the territory.
• Ability to grow business from a standing start.
• Cold calling into the assigned territory/market to find new customers and projects.
• Work with internal and external resources to develop and sell new our solutions.
• Work with pre-sales to develop proposals and statements of work to sell NWN Carousel solutions.
• Forecast business regularly and accurately and regular using the company CRM tool. 

Additional job responsibilities include, but are not limited to:

• Regular meetings with Offerings teams and assigned customers to promote NWN Carousel solutions and services.
• Attend and facilitate marketing events that are relevant to NWN Carousel sales team.
• Attend company-facilitated trainings and business meetings.
• Other responsibilities as assigned.

Qualifications

Role Qualifications and Requirements

The following are minimum qualifications and requirements required for this role:

• 2+ years of solution based selling - products and / or