PubSec Account Executive mastering SHI's value proposition to exceed revenue and profit goals. Developing strategic sales approaches and cultivating relationships with customers.
About the role
- Enterprise Sales Executive managing sales cycles for Federal and SLED markets. Selling video streaming solutions and collaborating with various stakeholders.
Responsibilities
- **Key Responsibilities**
- Full-Cycle Sales: Identify, qualify, and close new and expansion business with federal, state, local, education, and public‑safety agencies. Self-source roughly 40% of your pipeline while leveraging inbound leads and channel partners.
- Multi‑Step Sales Process: Map out user, economic, and executive buyers within target agencies.
- Perform focused cold calls and discovery to surface pain points.
- Conduct demos that highlight workflow inefficiencies and illustrate how Wowza drives efficiency and cost savings.
- Navigate RFI, RFQ, and RFP submissions; align proposals with agency-specific requirements and procurement rules.
- Build internal champions and reference other agencies’ successes to gain buy‑in from all stakeholders.
- Sector Expertise: Develop credibility across transportation, law enforcement, public safety, and government IT, understanding each domain’s mission, budget cycle, and regulatory constraints. Stay current on streaming technologies and emerging trends in embedded systems and video workflows.
- Customer Advocacy: Serve as a liaison between customers and Wowza’s product, engineering, and solutions teams. Translate customer requirements into actionable proposals and ensure their voice is heard internally.
- Cross-Functional Collaboration: Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution.
- Pipeline & Forecasting: Maintain a healthy, accurate sales pipeline using a CRM system. Provide reliable revenue forecasts and insights to leadership.
- Quota Achievement: Consistently meet or exceed annual and quarterly sales targets by closing deals in the $30K–$250K range. Typical sales cycles run 45–70 days, depending on procurement complexity.
Requirements
- **Qualifications**
- Government & SLED Sales Experience: 5+ years of enterprise sales experience selling software or technology solutions to Federal and SLED agencies, including transportation departments, law enforcement, and public safety organizations.
- Technical Acumen: Solid understanding of video streaming workflows and embedded video technologies; able to explain complex concepts to non‑technical buyers.
- Proven Performance: Strong history of meeting or surpassing quota, with deal sizes between $30K and $250K. Familiarity with solution-selling frameworks such as MEDDIC, Challenger, or Sandler.
- Procurement Fluency: Experience navigating government procurement processes—including RFIs, RFQs, RFPs—and leveraging cooperative purchasing vehicles.
- Relationship Building: Ability to develop trusted advisor relationships at all levels (IT users, economic buyers, executive sponsors) and shepherd them through multi-step procurement.
- Communication & Presentation: Excellent storytelling and demo skills; able to frame solutions around efficiency and problem-solving.
- Drive & Resilience: Self-motivated with a sense of urgency; comfortable managing long, complex sales cycles.
- Collaborative Mindset: Track record of working effectively with internal teams to deliver value and drive expansion.
Benefits
- **Benefits & Perks**
- Competitive base salary: $120,000 – $180,000
- Commission Eligible
- Generous Paid Time Off
- Medical, Dental, and Vision insurance (effective Day 1)
- 401(k) with strong company match
- Dependent Care FSA
- Employer-paid Life Insurance and AD&D
- Voluntary Life Insurance (Employee/Spouse/Child)
- Paid Parental Leave
- Short-Term and Long-Term Disability
- Training & Development opportunities
- Employee Assistance Program (EAP)
Job title
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Degree requirement
No Education Requirement
Location requirements
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