[Remote] Strategic Account Executive

Note: The job is a remote job and is open to candidates in USA. Hyland is hiring a Strategic Account Executive for its Government Segment to develop and maintain key relationships with existing and prospective accounts while meeting or exceeding sales goals. The role leads account strategy, pipeline development, forecasting, demonstrations, negotiations, and customer engagement to drive sales of the company’s solutions.

Responsibilities

• Lead the overall strategy for designated accounts — owning and developing the sales plan for existing and prospective accounts while operating as a trusted advisor to senior and executive-level leadership, leveraging long-term vision, strategy, and roadmaps to generate and maintain constant pipeline
• Develop and communicate accurate sales forecasting on a real-time basis — recording all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, and sales calls while leveraging expertise and best practice knowledge to educate customers on the benefits of the company's solutions and create new opportunities
• Partner with sales solution engineers in the development and delivery of software demonstrations — actively contributing to the demonstration process while engaging company specialists and support resources to advance opportunities and determining the viability of RFP requests to directly influence the development of responses
• Develop the closing plan and strategy for accounts — leading negotiation and contracting processes to ensure deals close on time as forecasted while building and maintaining strategic internal working relationships to enhance sales execution across key stakeholders and leadership levels
• Attend and actively contribute to trade shows — ensuring customers or potential customers are participating in company marketing efforts, tailoring plans to meet customer needs, and proactively educating and influencing key executives on future business and technical needs to pursue opportunities for company expansion and integration
• Operate as an innovative thought leader and subject matter expert for the sales team — contributing significantly to the overall strategy and vision of the sales team, mentoring, coaching, and influencing team members, and strategizing to implement market trends and best practices

Skills

• Bachelor's degree or significant equivalent experience
• Significant experience as a Sales Account Manager in a complex technical environment
• A proven track record of year-over-year sales generation success
• Deep knowledge and expertise in sales, a relevant industry, or technology solutions
• A comprehensive understanding of best practices and market trends
• The ability to proactively educate and influence key executives on future business and technical needs
• Proficiency in opportunity management and account planning tools
• The ability to lead account strategy, manage pipeline, and deliver accurate real-time sales forecasting for designated accounts
• Exceptional oral and written communication skills
• A professional demeanor and the ability to engage executive-level stakeholders with discretion and tact
• Excellent ability to establish rapport and gain the trust of others
• Exceptional negotiating and influencing skills
• The ability to gain consensus across multiple departments and leadership levels, lead negotiation and contracting processes, and close deals on time as forecasted
• Demonstrated experience operating as a trusted advisor to senior and executive-level leadership
• A track record of developing and maintaining strategic working relationships that support long-term pipeline generation and sustained revenue growth
• Proven ability to leverage deep industry expertise to educate customers on the value of company solutions
• Experience driving customer need, creating opportunities, and pursuing company expansion and integration
• Experience determining the viability of RFP requests and directly influencing the appropriate development of responses
• Strong ability to develop and execute closing strategies aligned to customer needs and internal revenue goals
• Experience operating as an innovative thought leader within a sales organization
• Contributing significantly to the overall strategy and vision of the sales team while mentoring, coaching, and influencing team members to elevate overall performance
• Experience attending and actively contributing to trade shows and industry events
• The ability to tailor engagement plans to meet customer needs and ensure meaningful participation in company marketing efforts

Benefits

• Remote work arrangement
• Career development resources
• Wellbeing programs
• Innovation practices

Company Overview