Se Account Executive

We're on the hunt for skilled and dedicated sales representatives to fuel dynamic growth for Journal. The perfect fit for our team would have a minimum of three years of proven experience in selling enterprise-class software to C-level executives and key influencers, possess outstanding skills in building relationships, be a collaborative team member ready to contribute in diverse areas as described below, demonstrate a solid dedication to monitoring their performance data, and be a capable closer who can secure deals.

Responsibilities:

• Coordinate with the Sales Director to prepare and execute a sales plan for judicial case management software and supporting software in a multistate U.S. sales territory.
• Develop and pursue relationships with potential larger and more complex clients.
• Seek business expansion opportunities with current clients.
• Follow Journal’s sales process by establishing and executing a prospecting plan and document results in Journal’s sales system. Prospecting includes the following activities:
  • Telephone and walk-in cold calls.
  • Trade show and industry event attendance.
  • Referral requests.
  • Social media connections.
  • Customer check-ins.
• Use the sales department's software system to record prospect contact information, contacts attempted, made with the prospect and summaries of procurement status.
• Engage with prospects and qualify them by gathering pain, determining budget, and discovering their decision-making process (use questioning skills throughout the process).
• Demonstrate software solutions that will solve their problems. This involves in-depth knowledge of the eCourt, eProsecutor, eDefender and eSupervision products.
• Develop strong, long term trusted advisor relationships with key decision makers and influencers within and outside of the justice community: judges, executive officers, district attorneys, probation chiefs, CIO, and other elected officials.

• Understand the justice case management market competitive landscape and customer procurement processes and deal effectively with political decision-making landscapes.
• Work with key Journal Technologies work partners including marketing, product management, sales associates, and order management to ensure territory objectives are met.
• Successfully devise tactics and solve problems with government customers in the bid environment.
• Build a robust pipeline of opportunities and oversee the collection and submission of RFP responses, working closely with an RFP response writing team to guide the RFP process towards a successful close.
• Regularly perform software product demonstrations with confidence on several software products.
• Provide timely & accurate sales reports.
• Work closely with Contracts team to ensure they go through appropriately.

Requirements:

• 3+ years of successful software sales experience.
• Ability to demonstrate common software packages.
• Data indicating strong prospecting, pipeline, and close volumes for the past two years.
• Must be willing and able to travel up to 50% of the time.
• Since this is a remote position, must have reliable high-speed internet.
• Must live in the Southeast United States (Florida, Georgia, South Carolina, Alabama, Mississippi, or Tennessee).
• Bachelor’s Degree or related experience an asset.

Preferred Qualifications:

• Strong leadership and relationship management skills

• Highly effective questioning and communication skills (oral, written & presentation) and proven negotiation skills.
• Ability to perform software demonstrations without engineer support.
• Outside sales experience with legal technology customers in government organizations preferred.

The above statements describe the general nature and level of work being performed in this job function. They are not intended to be an exhaustive list of all duties; additional responsibilities may be assigned.

Reports to: Sales Director

Location: Southeast; USA

Why Journal Technologies?

Visit www.journaltech.com/careers for more information, but highlights include:

• Competitive compensation based on skills, experience, and years of service.
• Quality medical, dental and vision coverage.
• Competitive paid time off as well as paid holiday time.
• 401(k) retirement program.
• Annual professional development funds - $1,500 USD annual per employee.
• Book subscriptions with an extensive library in each office for personal and professional growth.
• Flexible working hours which you can coordinate with your supervisor.
• Ability for employees to work from a remote location (e.g., home) or office.
• Personal meetings with direct managers approximately every four to six weeks to discuss career growth and advancement opportunities as well as other issues important to the employees.
• Travel opportunities between Journal Technology offices and with clients.
• We provide technology that matters in the world, and we're a stable employer comprised of quality people, with a commitment to investing in our people.

Equal Opportunity/Affirmative Action Employer: Employment at Journal Technologies is based solely upon the qualifications of the individual applicant, regardless of race (including traits historically associated with race, such as hair texture and protective hairstyles), ethnicity, religion, color, sex (including childbirth, breast feeding and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age, protected medical condition, genetic information, disability, or any other protected status in accordance with all applicable federal, state and local laws. This policy applies to all personnel actions and decisions, including recruiting, hiring, discipline, training, transfers, compensation, benefits, promotions and terminations, leaves of absence, benefits, and other terms and conditions of employment.