Job description

The Opportunity

This is an amazing opportunity to be part of a high performing, growing team that’s making public sector budgeting easier, smarter and more transparent.

The Senior Account Executive's primary role is to drive net new bookings of Questica Budget software in our primary market, the Public Sector. You’ll do this through prospecting and closing new sales opportunities. If you’re a consultative Sales Executive focused on building relationships, you’ll be successful managing a sales cycle that is RFP-driven.

The Challenge

What You’ll Do:

• Drive sales results – Strive to achieve and exceed set sales targets. Demonstrate a strong will-to-win. Be self-motivated and maintain consistent, high levels of energy and focus.
• Build & manage an effective pipeline – Evaluate and prioritize prospect opportunities in order to Amaximize sales of net new products and services within a designated territory. Actively prospect for new leads to create a steady funnel of progressive opportunities, including cold-calling, emailing, social media and industry networking.
• Work with an Account Development Executive (ADE) in the assigned territory to develop opportunities and mentoring the ADE in sales strategies and techniques.
• Develop in-depth understanding of prospective customers – Place value on knowing key aspects of prospective customer’s business. Recognize the importance of an in-depth understanding for creating solutions that result in customer satisfaction. Coordinate and customize needs-based client demos in collaborating with Sales Engineers, and/or lead where appropriate/required.
• Become a recognized expert in budgeting software solutions – Invest in building a knowledge base of Questica and competitor products and services. Seek out and attend relevant conferences, trade shows and other networking events to be highly visible within the assigned territory and vertical.
• Build positive customer interactions – Display high levels of optimism about every customer opportunity. Manage each customer interaction in a positive and professional manner with a focus to nurture relationships with key decision makers and influencers. Respond to leads in a timely and professional manner.
• Differentiate Questica value – Maximize all interactions with customers to demonstrate the value of Questica products and services. Present recommended solutions and communicate value for the customer. Quarterback RFP responses through engaging Sales Support Managers to prepare response submissions and monitor/drive required timelines. Prepare initial customer price quotes for manager review and sign off.
• Influence customer decisions – Serve as a problem solver for the customer. Recognize and handle predictable concerns that arise as conversation moves closer to decision. Handle customer negotiation strategies and finalize agreements on terms that are to the mutual satisfaction and benefit to both the customer and Questica.
• Plan and manage time effectively – Plan ahead and use effective time management to maximize selling activities. Attend to sales support duties in a timely and organized way. Record and update all activities in Salesforce.

The Right Fit

Who You Are:
Skills:

• Ability to relate to diverse individuals across a wide range of positions from C-level to analyst
• Ability to liaise with Project Managers, Professional Services and Software Developers in quoting and developing customer implementation and integration plans
• Collaboration with sales support resources (RFP and Demo Specialists) to coordinate client demos and formal RFP submissions
• Provide customer feedback to appropriate channels to help drive product enhancement and servicing strategy

Education & Experience:

• 5-10 years of progressive experience and proven success in a strategic sales role
• Experience selling into Government accounts strongly preferred
• Experience selling software solutions strongly preferred
• Bachelor's Degree in a related field from a leading University
• Experience with finance, accounting, budgeting and forecasting will be an asset

Core Competencies: Negotiation, Customer focus, Objection Handling, Results orientation, Communication, Planning and organizing, Curiosity, Teamwork

Location & Travel

NOTE: Due to COVID-19, most of our employees are working remotely and none are engaging in travel. The requirements below are based on our normal operating procedures, which we plan to return to when safety concerns allow.

This role will be based out of our beautiful new office in Oakville, Ontario. We will give consideration to excellent candidates living elsewhere in North America, working from their own fully equipped home office.

• Some irregular hours may be required for travel and in responding to customer RFPs
• 20-30% travel within North America, sometimes requiring overnight and weekend stays
• Flex-work options may be available

What It's Like to Work at Questica
At Questica, we carefully foster a work environment where employees have a safe space for creative and intellectual freedom, and the opportunity to work cross-functionally. As part of the GTY Technology family of companies, we offer a dynamic environment with considerable opportunity for professional growth and advancement.

Here are some of the perks that Questica employees enjoy:

• Competitive wages

We pay competitive wages and salaries, and we only expect an honest 40 hour week for it.

• ‍ ️ Wellness days

What’s better than a long weekend? An extra long weekend! This summer, let's begin and end the summer with an extra day ontop of the long weekend (July and Sept)! An extra day to decompress and spend time doing the things you love.

• Community Engagement Committee

At Questica, we know how important it is to give back. Our community engagement committee looks for ways to give back to our local communities through time, gifts and skills.

• Flexible time and remote work

We understand that what a work day looks like differs by employee and the role requirements. Through our interview process we’ll work with you to ensure it's a fit for you and the specific role you’re interested in.

• Benefits

Ask us for a copy of our health and dental benefits!

• Culture committee

Celebrate at every occasion with the Questica culture team! They make sure that our team’s culture is bustling, with frequent fun events for holidays and special occasions, as well as for miscellaneous fun.

About Questica
Questica is the recognized leader in budgeting and performance management software. Hundreds of government agencies, K-12 schools, universities, colleges, hospitals, healthcare facilities and non-profit organizations throughout North America have opted for smarter planning, budgeting, management, transparency, sharing and engagement using our budget, performance and data visualization solutions.
We are a well-established entrepreneurial company of 100-plus employees, offering a modern, state-of-the-art workplace in Oakville, Ontario. With a focus on distinct and best-of-breed software development and implementation along with exceptional customer service.
About GTY Technology Holdings Inc.
Questica is part of GTY Technology Holdings Inc. (“GTY”), a leading public sector technology company. Through its six business units, GTY offers an intuitive cloud-based suite of solutions for state and local governments, education institutions, and healthcare organizations spanning functions in procurement, payments, grant management, budgeting, and permitting.

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