Principal Account Executive- GovEd

Hyland Software, Inc. • Westlake, OH • 9h ago

Principal Account Executive- GovEd
Job ID
2025-13092
of Openings
1
Job Locations
Remote - U.S.
Category
Sales
Overview
The Principal Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners with the objective of consistently meeting or exceeding assigned sales goal.
Responsibilities
Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners
Develop and communicate accurate sales forecasting on a real-time basis
Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline
Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company's solution; drive customer need and create opportunities
Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration
Engage company specialist and support resources as needed to advance opportunities
Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
Develop and maintain strategic internal working relationships to enhance sales execution
Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs
Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted
Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes
Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices
Mentor, coach and influence other sales team members
Basic Qualifications
Bachelor's Degree or equivalent experience
Significant experience as an Account Manager in a complex environment
Deep knowledge and expertise in sales or relevant industry or technology solution
Proficient in opportunity management and account planning tools
Microsoft Windows and Office proficient
Proven year-over-year sales generation success
Excellent ability to establish rapport and gain the trust of others
Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
Highly organized and experienced at successfully multi-tasking
Self-motivated with the ability to manage work independently to completion
Excellent collaboration skills, applied successfully within team as well as with other areas
Excellent at gaining consensus across multiple departments and leadership levels
Excellent negotiating and influencing skills
Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
Up to 50% travel time required
Based on individual states' employmen

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