Public Sector Business Development Executive

As a Public Sector Business Development Executive, you are responsible for driving new strategies and sales from the state, county, and local government leads.  You will work closely with our customers and prospects to understand their business objectives and the challenges they are trying to solve.  Business development  executives are responsible for building and maintaining business relationships to meet or exceed established sales goals, quotas, or objectives. You will also be responsible for maintaining business relationships post-sales to capture referrals.  You will use your ability to manage multiple sales processes at the same time through various stages in the sales process, as well as document them. 
Reports to Manager, Sales

What you will be doing:

• Primarily focused on the creation and execution of a strategy and sales transformation to state, county, and local government accounts
• The role of the business development executive is to identify potential new markets and opportunities within the public sector space and to prospect within a targeted list of government accounts effectively
• Developing and executing a channel strategy which will leverage relationships across a variety of third party sources such as distributors, resellers, VAR’s, LAR’s, Carhsoft, etc 
• The business development executive builds mutually beneficial business relationships with senior leadership who are looking to improve overall outcomes
• Key initiator of new and strategic business development targeting government accounts
• Profound and demonstrable networking and social media outreach skills to connect with mid to senior-level executives and other key stakeholders to generate interest, pipeline opportunities, and new business
• Utilize strong business acumen and problem-solving capabilities to help clients identify and close the gap
• Executive presence and credibility in face-to-face meetings, live in person and live online
• Create and deliver compelling presentations to senior leaders
• Maximizes technology to navigate sales, platform, and social media
• Closes business consistently developed for subscription, services, and expansion mix and pricing
• Partner with Sales Engineers on product demonstrations set by the Inbound Marketing, Business Development, and Channel teams for prospects
• Manage a robust sales pipeline and follow up with prospective customers to drive to the close
• Forecast subscription and services revenue in weekly pipeline reviews with the sales manager
• Develop a strategy specific to each account to win a prospect's business by understanding all the people and departments involved in the decision and purchasing process for review with the sales manager prior to execution
• Document all calls, emails, and other relevant sales activity in Salesforce accurately and timely 
• Accurately forecast, track, and report sales performance, including budgets, dates, and probability to close in Salesforce on a monthly and quarterly basis
• Conduct all business in accordance with LeaseQuery policies and procedures
• All other duties as assigned.

What experience and skills we need you to have:

• A minimum of 3-5 years experience and a proven track record of results in the Public Sector space
• A deep “rolodex” of Public Sector contacts which can be leveraged to quickly produce results
• Experience working with Channel and distribution partners such as Carahsoft, CDW-G, SHI, etc 
• Proficient in using Salesforce along with Google Business Suite and Microsoft Office
• Ability to close complex sales cycles
• Utilizes general discovery skills to discover the needs and challenges of potential clients
• A minimum of seven years of experience in sales focused on the public sector, preferably subscription-based models and/or professional services environment 
• Highly successful track record of personal sales performance in medium to large corporate environments is essential
• Requires a proven consultative sales background with demonstrated skills in the areas of lead generation, prospecting, forecasting, and driving quality opportunities to closure
• Strong verbal and written communication and technical skills are essential; one must be able to do high-level inquiry and advocate in a compelling, polished manner that is 100% from the buyer’s point of view 

Benefits:

• Flexible PTO (including 11 holidays and your birthday off) 
• 401(k) plan with employer matching 
• Great health benefits with multiple plan option 
• Option to choose between in office, fully remote, or a hybrid work environment for all employees
• Sabbatical program (4 weeks after 5 years of service)
• Casual dress environment (when in office)
• Catered lunches every