Harris Computer Systems

Sales Account Manager

US-AL | US-MS | US-LA
2 weeks ago
Job ID
2017-3659
Company
Caliber Justice
Category
Sales & Marketing
Percent of Travel Required
75%

Position Overview

businesses_caliber_justice

 

The Regional Account Executive is responsible for aligning sales activities with the goals of JailTracker by aggressively prospecting, developing and managing new business to drive revenue.  As a Regional Account Executive you will be highly engaged in business development by converting prospective clients into customers, maintaining relationships of existing customers and developing client/partner referrals.  The ideal candidate will work remotely/virtually and be based in either Mississippi, Alabama, or Louisiana and will be responsible for sales in AL/MS/LA.

Primary Functions

Key responsibilities include:

  • Generating new business and fostering relationships with current clients.
  • Ensuring sales metrics are exceeded and well documented.
  • Collaborating with team members and leaders to improve the customer experience.
  • Mastering the product portfolio in order to articulate value via presentations and proposals, ensuring that solutions and services are aligned to client needs.
  • Communicating, liaising, and negotiating internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships to effectively close business.
  • Resolving prospective client concerns and inquiries throughout the sales process to promote a positive customer experience.

 

Specific deliverables include:

  • Plan and manage a sales territory according to an agreed upon sales strategy.
  • Create a comprehensive annual Sales Strategy through four key areas:
    • Continually gather and analyze market data and industry trends
    • Consistently develop comprehensive competitor knowledge
    • Create and refine value messaging for products based on circumstances within each territory
    • Define specific methods for delivering value messaging within each market.
  • Plan and prioritize personal sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales – especially managing personal time and productivity to consistently meet annual sales goals.
  • Attend and present at external customer meetings, and internal company functions, to aid business development.
  • Present basic software features and functions in congruence to individual customer’s areas of focus and priorities.
  • Manage product/service mix, pricing and margins according to agreed aims.
  • Maintain and develop existing and new customers through appropriate propositions and ethical sales methods in order to optimize quality of service, business growth, and customer satisfaction.
  • Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.
  • Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, conferences and tradeshows.
  • Respond to and follow up on sales inquiries using appropriate methods in a timely manner.
  • Monitor and report on market and competitor activities and provide relevant reports and information.
  • Display consistent desire to learn; seek professional growth opportunities; continually embrace techniques regularly presented in Harris PSSG Sales U site within Harris SharePoint.
  • Attend training and develop relevant knowledge, techniques, and skills.

Qualifications

  • Bachelor’s degree strongly preferred; MBA a plus
  • Minimum of 3 years software sales experience; customer facing experience with state or local governments/Public Sector; experience in public safety software or related industry preferred
  • Proven track record of meeting or exceeding sales quota and developing and managing a consistent sales pipeline.
  • Understanding of government agency multi-process sales cycles preferred
  • Ability to travel a minimum of 75% of the work week on average in respective regional territory; valid driver’s license with acceptable driving record required.
  • Comfortable presenting software in front of executives, supervisors and end users
  • Superior oral, written and presentation skills
  • Excellent interpersonal and communication skills, especially effective listening and customer orientation mastery
  • Adaptable and responsive to innovation and change, identifying areas for improvement, to support business success
  • Demonstrates personal accountability, excellence and integrity
  • Results driven professional with the ability to work well and deliver under pressure in a fast paced environment
  • Organized, detail and task oriented; excellent follow-up skills
  • Creative problem solver, able to quickly resolve issues and negotiate any challenges that occur with customers
  • Fluency in Microsoft Outlook, Word, Excel and PowerPoint

Company Overview

Caliber Justice is a leading provider of software for the offender management and jail management markets. The JailTracker solution is a highly specialized product offering empowering correctional staff and administrators to interact with accurate, real-time information and advanced situational command and control.

Caliber Justice is a business unit of Harris Computer Systems, which is a member of the Constellation Software Inc. group of companies. Constellation Software is a rapidly growing conglomerate of vertical market software (VMS) companies; each focused upon dominating its respective market niche. Constellation's growth is based on a simple strategy: identify promising VMS firms; acquire them; and then integrate them into the Constellation family while building on their fundamental strengths to help them become world class organizations.

Harris is an EEO/AA/Disability/Veteran employer.

#WeAreHarris

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