Aptean is a leading provider of mission critical enterprise software solutions. We build and acquire industry-focused solutions to support the evolving operational needs of our customers. Our solutions help nearly 5,000 organizations stay at the forefront of their industries by enabling them to operate more efficiently, thereby ensuring higher customer satisfaction. For more information, visit www.aptean.com.

The Account Manager role is responsible for identifying, nurturing & managing complex sales opportunities and generating license & services revenue for the business. The successful candidate will excel at consultative selling and will develop quality relationships with prospects, clients, partners and market influencers in order to achieve quarterly revenue targets. Success in this role will be defined by the ability to meet/exceed revenue quotas, build and maintain a pipeline of qualified opportunities and operate as a ‘trusted advisor’ within the Local Government community. 

Primary Duties and Success Factors

LEAD DEVELOPMENT – Build and maintain a pipeline of qualified opportunities and successfully nurture prospects through the sales cycle to final contracting. Your portfolio will include a combination of existing client and new logo sales opportunities and the ability to work successfully in both of these areas will be important.

PROPOSALS / QUOTES / CONTRACTS – Prepare quotes, contracts, proposals & RFP responses, as necessary, and develop a repeatable and consistent process for responding to open bid opportunities. This will include the creation of proposal content and the ability to draft successful correspondence and negotiate contract terms.

CONSULTATIVE SELLING – Qualify business needs, identify key decision influencers and effectively communicate our value proposition to the market. You will be expected to identify good market opportunities for our products & services and to develop these opportunities into closed deals using a consultative sales process.

CUSTOMER RELATIONSHIPS –  Develop quality long term business relationships that establish Tempest as a key influencer in the market and lead to consistent and repeatable revenue growth. You will be able to quickly break down the traditional vendor/buyer dynamic and establish a ‘seat at the boardroom table’ for Tempest whenever relevant buying decisions are being discussed.

General Responsibilities

• Represent Tempest at industry events, tradeshows and conferences with the ability to lead client breakout meetings and public speaking engagements
• Provide weekly/monthly sales pipeline updates and maintain a current record of activities/opportunities in the corporate CRM system
• Collaborate effectively with other Tempest employees to resolve customer issues and better align our products/services to the needs of the market
• Promote continuing education and learning for yourself to ensure that “knowledge” is at the forefront of your personal development goals
• Participate in weekly/monthly sales meetings and sale training offered by the company

Education and Experience 

• Minimum 3-5 years of direct sales experience
• Relevant University or College degree is preferred
• Knowledge of public sector business practices is preferred.
• Proven track record of achieving revenue targets

Additional Skills and Abilities

• Able to quickly absorb information and then connect the dots to successfully position products & services
• Able to establish strong relationships, effectively handle objections and build consensus towards positive outcomes.
• Exemplary interpersonal and communication skills (oral, written and group presentation skills).
• Able to handle multiple projects and manage tight deadlines – working independently or as a member of a collaborative team
• Commitment to excellence and high standards.
• Professional manner, balanced with ethical behavior and judgment.
• Ability to travel as required, to meet job requirements ( minimum of 25%).

Aptean, Inc., is an Equal Employment Opportunity Employer. In accordance with applicable federal, state and local laws No applicant for employment with Aptean shall be subjected to discrimination because of race, color, sex, national origin, religion, disability, age, covered military veteran status, reprisal for engaging in anti-discrimination activities, protected genetic information, sexual orientation or parental status.

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