Regional Account Executive, SLED (Virginia, DMV)

Gordian is the leading provider of Building Intelligence™ Solutions, delivering unrivaled insights, robust technology and comprehensive expertise that fuel customers’ success during every phase of the building lifecycle. Gordian created Job Order Contracting (JOC) and the industry standard RSMeans Data. We empower organizations to optimize capital investments, improve project performance and minimize long-term operating expenses.

The Regional Sales Executive will focus on client acquisition and revenue growth with municipalities, county governments, k-12 school districts, and other SLED markets.

Working with Business Development Representatives and other internal resources, Enterprise Sales Executives actively drive and manage the sales engagement through a complex buying cycle, from prospecting through closing. Enterprise Sales Executives must be able to prospect, qualify, and define customer requirements. They are expected to effectively articulate Gordian’s value proposition for various solution features and benefits and recommend appropriate solutions to customer stakeholders.

Responsibilities:

· Achieve sales quotas for bookings, revenue, pipeline growth and other related activity metrics.

· Position Gordian as a leader in our business, offering unique, value-added products and services.

· Engage in face-to-face selling activities with prospective and current customers across the SLED market.

· Effectively manage complex deals with prospective and current customer including management of relationships to drive maximum impact across a multi-state territory.

· Develop and define territory plan, prospecting strategies, deal plans, and client action plans within assigned territory.

· Coordinate with Business Development Representative team to create effective target lists and territory strategy.

· Identify, qualify, pursue, and close net new opportunities for customers, pulling in resources as needed.

· Coordinate with operational and sales support groups to ensure successful implementation and delivery of solution.

· Identify cross-sell opportunities and engage appropriate overlay resources.

· Generate new accounts and revenue streams while reaching annual sales revenue goals.

· Sell to multiple levels of decision-makers.

· Schedule face-to-face contact with current or prospective buyers daily.

· Stay current on market conditions, needs and competitor strategies, goals, and approaches.

· Maintain pipeline opportunities and log all activity in the designated customer relationship management (CRM) system Salesforce.com.

· Develop and maintain an expert level of knowledge of company solutions and competition in the market.

· Utilize FBS (Fortive Business Systems) tools and practices.

· Participate in ongoing training to increase professional growth and job effectiveness.

Qualifications:

· Bachelor’s degree or equivalent work experience.