Senior Strategic Sales Executive - Municipal

Summary of Position Functions

The Municipal Executive Sales Manager is responsible for business development, sales strategy and execution and driving sales results into large municipal targeted accounts for T2 Systems. The incumbent will identify account prospects based on business development activities and position the entire portfolio of T2 solutions into municipal accounts: Permits and Enforcement, Mobile Payment, Multi Space Pay Stations, PARCS, LPR and gateless enforcement solutions. The Executive Sales Manager will lead a cross functional team including representatives from sales engineering, product management and implementation services and other key departments to execute effective sales strategies in targeted opportunities.

The successful candidate must demonstrate a proven track record of exceeding sales targets in a complex selling environment. This individual will apply strong customer relationship management and strategic selling techniques to gain a clear understanding of the prospects and current client needs and manage the sales process.

Essential Responsibilities

• Strategic Planning - Research related to, and development of strategic plans related to target accounts with a focus on major account acquisition.
• Develops leads based on industry and target account research and leveraging existing contacts and partnerships in the municipal industry.
• Develops and delivers sales presentations, product demonstrations, and proposals. Closes sales in a professional and effective manner.
• Research existing customer needs and develop application of products and services in an effective manner.
• Develops and executes complex sales strategies to leverage T2 differentiated solution value to meet customer needs.
• Works with business development, marketing, customer service, and other internal departments to ensure completeness of sales strategy.
• Works with marketing to establish a communication path with the customer to ensure sales opportunities for products & services.
• Establishes & maintains industry contacts that lead to sales.
• Keeps informed about reports on all competitive products and developments.
• Provides input to internal marketing and product development teams and participates in the marketing, market planning, and technical development of products and services.
• Maintains an up-to-date understanding of industry trends and technical developments that effect target markets.
• Participates in sales forecasting and planning.
• Proactively obtains training on products, services, pricing models, and contracts.
• Maintains knowledge of and adheres to company organizational procedures and policies regarding pricing, deliveries, warranty service, sales terms, forecasts, records, reports, vacation scheduling, etc.
• Monitors, analyzes, and communicates sales data, via contact management software, to contribute to product/service planning.
• Utilizes Salesforce.com and maintains highest levels of data integrity.
• Attends trade shows. Participates in education and training conferences on selling and marketing programs.

Qualifications

To perform this position successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree; and five (10) years of sales experience; or an equivalent combination of education and experience.
• Track record of sales success in the Municipal industry market.
• Knowledge of parking industry is preferred.
• Experience with software sales preferred.
• Experience in leading cross functional major account sales teams.

Knowledge, Skills, and Abilities

• Ability to read, analyze, and interpret financial reports, business, professional, and technical documents.
• Ability to respond to common inquiries or complaints from customers and staff.
• Ability to write presentations, articles, routine reports, proposals, and correspondence.
• Ability to effectively present information and respond to questions from prospects, customers, management, and staff.
• Ability to calculate figures and amounts such customer ROI, complex financial structures and multiyear quotes.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret an extensive variety of instructions and deal with several abstract and concrete variables.
• Ability to prioritize tasks and tactfully negotiate priority with end users.
• Ability to work under deadline pressure and extra hours if needed.