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Federal Strategic Account ExecutiveUnited States

Federal Strategic Account Executive

United States

As our Federal Strategic Accounts AE, you operate within an assigned list of Target Accounts with focus, urgency, detailed execution and teamwork to achieve assigned sales targets while exceeding the expectations of customers, co-workers and team members. You will take ownership of revenue generation, develop new opportunities, manage pipeline, create & execute account strategies, close large enterprise-level deals, and manage customer expansion for our Forrester and Gartner rated ECM/BPM offerings within the US Federal Government marketspace.

Your Impact...
  • Establish and develop a strategy for identifying and closing new software license opportunities directly with targeted key strategic accounts and new strategic prospects across Government agencies within your assigned list of named targets.
  • Present Alfresco products and partner solutions using appropriate value-based sales approaches and techniques, including team and/or consultative presentations that demonstrate ROI.
  • Help develop and execute in-region field marketing campaigns to drive awareness and lead generation.
  • Manage complex sales-cycles across our vertical & horizontal offerings and present those to Director, VP, and C-level executives.
  • Exceed assigned quarterly and annual subscription software, renewal and professional services revenue targets.
  • Interface with all levels of the target organizations, including IT architects, developers and senior executives in both line-of-business functions.
  • Collaborate and lead successful execution of sales activities with internal cross-functional teams, with senior management and corporate counsel, through contract negotiation and signed contracts.
  • Manage and submit accurate sales activity and monthly forecasting of revenue in Salesforce.


Short Term (4-6 months): Build a future opportunity pipeline that is 3-5x the annual quota for the territory

Long (12 months+): Exceed annual sales quota


You will possess the intelligence and experience to sell direct, and with partners, to position the value of our open-ECM & BPM software. Additionally, you think strategically and drive a complex enterprise sales process within a Challenger Sales model and have a consistent track record of success. Y


our Keys to Success:
  • Track record of consistent earnings & over-achievement in past Account Executive roles (top 10-20% of company), advancement and increased responsibility in past positions
  • Evidence of exceptional commitment to a process-driven sales approach, and accurately tracking and forecasting of all customer engagement and activity through the use of Salesforce
  • Successes developing "C-level" and "C-minus 1" customer and partner relationships
  • Knowledge of the "Digital Enterprise" market space, competitors and related industries
  • 5-10 years of enterprise software sales experience, minimum 2 years of solution selling
  • 3+ years of experience with selling software to the Federal Government.
  • Previous experience with open source solutions, subscription-model software, or ECM/BPM sales a major plus

Additional information
  • Proactive with a self-starter mentality
  • Possess strong interpersonal skills
  • Take initiative and adaptable to new challenges
  • Have the ability to exercise independent judgment
  • Strong team player - fits in easily with wide range of personalities
  • "Can-Do" approach to a wide and rapidly changing workload
  • Excellent listener - encourages information from people
  • Enjoy working in an informal environment with a "start-up" culture

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