Account Executive - State & Local Government (SLED)

 

About AvePoint: 

Securing the Future. AvePoint is a global leader in data management and data governance, and over 21,000 customers worldwide rely on our solutions to modernize the digital workplace across Microsoft, Google, Salesforce and other collaboration environments. AvePoint’s global channel partner program includes over 3,500 managed service providers, value added resellers and systems integrators, with our solutions available in more than 100 cloud marketplaces. To learn more, visit www.avepoint.com.

About AvePoint Public Sector 

Founded in 2001, AvePoint Public Sector serves over 1,000 customers in 49 out of the 50 states, including 400 local governments and municipalities, every cabinet of the federal government, and all four branches of the DoD. As a result of our continued focus on winning in the regulated industries, our team has the ability to accelerate deal cycles by leveraging many state term contracts and FedRAMP authorization leading to significant growth opportunities across our four primary markets: State and Local Government, Federal Governance, and Higher Education and K-12. 

What your day to day will look like:    

The Account Executive-SLED role focuses exclusively on formulating and executing a sales strategy within a named list of state, local, and education divisions. Our products are FedRAMP authorized and have received industry recognition across Federal, State, and Local government agencies.  

• Developing new prospects and expanding existing accounts 
• Using consultative selling techniques to teach customers about their industry and offer insights and perspectives on IT needs that are fulfilled by our solutions 
• Using competitive analysis to educate customers on the value of our solutions 
• Continuously pursuing quota goals by working directly with the customer during negotiations 
• Working with a virtual account team to deploy the customer engagement lifecycle, that include; Marketing for lead generation, Business Development Representatives for lead qualification, Pre-sales Engineers for technical support, and Customer Success Managers for renewals after the initial sale. 
• Attending and participating in customer team meetings and communicating regularly with professional services and engineering staff to ensure customer satisfaction 
• Leveraging existing industry partnerships to grow AvePoint’s presence in your region and establishing proactive relationships with influential people, both with the customer and other third parties 
• Handling post-sales support issues for customers, e.g. escalation of support calls, identifying additional training needs, etc. 

What you will bring to our team:

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you. 

As an AE, you are tasked with bringing in new business with our largest customers. You need to be highly competitive and a strategic thinker with the ability to spot new opportunities that generate revenue. You are someone who has a strong sense of urgency and accountability to execute the full sales cycle, and you take pride in seeing your hard work and strategy development pay off when you see the final results. 

Other qualities you’ll need to be a fit for this role include: 

• 3 + year of full life cycle closing experience, with a focus on net new business  
• Prior experience selling into Public Sector accounts
• Prior experience prospecting into state and local government agencies
• Demonstrated ability to articulate the business value of complex enterprise technology 
• A track record of overachievement and hitting sales targets
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDIC, MEDDPICC, Challenger Sales)
• University degree preferred  

Benefits we offer:

• Competitive market-based compensation (salary + commission)
• Hybrid working model
• Unlimited PTO

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.  

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