The Senior Account Executive - Federal is responsible for developing and maintaining relationships with new and existing civilian Federal agency customers or partners with the objective of consistently meeting or exceeding assigned sales goal.

Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned moderate-to-high risk, moderate-to-high impact existing or potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Proactively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. Operate as a trusted advisor to contacts and build network of relationships throughout the organization
• Research and identify target customers, execute understanding of their technical and business needs
• Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
• Comprehensive understanding of best practices and market trends, as well as customer and potential customers business and technical needs. Proactively pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Develop and maintain strategic internal working relationships to enhance sales execution
• Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs
• Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecasted
• Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team
• Provide guidance and support to other sales team members

• Bachelor's Degree or equivalent experience
• Experience as an Account Manager
• Strong knowledge and expertise in sales or relevant industry or technology solution
• Proficient in opportunity management and account planning tools
• Microsoft Windows and Office proficient
• Proven year-over-year sales generation success
• Strong ability to establish rapport and gain the trust of others
• Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
• Highly organized and experienced at successfully multi-tasking
• Self-motivated with the ability to manage work independently to completion
• Excellent collaboration skills, applied successfully within team as well as with other areas
• Excellent at gaining consensus across multiple departments and leadership levels
• Strong negotiating and influencing skills
• Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
• Up to 50% travel time required
• Based on individual states' employment laws, the following details are to comply with the relevant salary posting requirements: base salary range of $105,000-$168,000 and eligible for bonus and benefits

What you can expect next

• Hyland Recruiters thoroughly review every application and will contact you within 1 to 2 weeks regarding next steps. Be sure to add Hyland to your contacts list and check your spam folder so you never miss a message from us!
• Any follow up questions? Email your Recruiter directly at Careers@Hyland.com.

Benefits

401(k) Retirement Savings. Flexible Schedule. Paid Time Off. Medical, Dental, Vision. Volunteer Paid Time Off. Wellness Reimbursement. Paid Parental Leave. Sabbatical Program.

Find out more by going to https://www.hyland.com/en/resources/articles/why-work-at-hyland .

Welcome to #HylandLife

Since 1991, it has been Hyland's mission to help our employees, customers and partners exceed their potential with our industry-leading content services platform. Our employees exude a contagious energy and are passionate about what they do - whether it's helping customers succeed, raising up their fellow Hylanders, or engaging in the communities where they live and work.

The #HylandLife hashtag encompasses our employee-centric culture. Our employees live our culture day in and day out by bringing their best self to work. Hyland supports them to do just that through career development resources, wellbeing programs and innovation practices. We thrive on diverse viewpoints and new ideas and believe that a positive, inclusive workplace is imperative to sustainable success.

As we've grown to a company of nearly 4,000 strong, we have the opportunity to make a significant impact on our communities. We strongly support employee initiatives and align our giving campaigns and programs to organizations that are important to them.

We are committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, marital status, gender identity, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.