Account Executive-Installed Sales

Description

Responsibilities:

• Sales of additional software licenses, upgrading to existing solutions, adding clients to existing solutions, migrations, and helping to drive the solutions of other Tyler products into the EPS install base.

• Development and management of an Account Plan for each assigned customer.

• Ability to develop, maintain, and execute a plan for your territory from a regional perspective.

• Ensure that all administrative obligations are completed in a timely, accurate manner.

• Spend 20% or less of your time in the field with Customers.

• Continuously learn about Tyler's Customers, product offerings, partnerships, our processes, and the industry.

• Assist Management in the development of program-oriented sales offerings and campaigns.

• Focus on Program oriented selling - utilizing the phone, email, and webinars.

• Develop Warm Calling (existing customers) Fundamentals.

• Preparation

• During the Call, Build Early Rapport

• Reinforce Their Trust to Move Forward.

• General Benefits Questions

• Define the Customer's Reason or Interest in a Change.

• Summarize Benefits

• Review the General Benefits of the specific Tyler solution.

• Close

• Recommend Next Steps.

Qualifications:

• Phone Sales skills.

• Opportunity identification, qualification, and closure.

• Public Safety knowledge and experience preferred.

• Proven track record in closing business - face-to-face or via phone.

• Solution and Consultative sales experience.

• Experience and a minimum proficiency with MS CRM and/or Salesforce.

• Solid written, verbal, and presentation skills.

• Ability to work within a team and provide support on topics related to the team.

• Sales territory and ideal candidate locations are: PA, NY, MD, VA, CT, ME, NH, NJ, VT