Enterprise Account Executive, SLED (MI/IN)

Gordian; Michigan; On-site; USD 164,000 - 306,000; Full time

Job summary

An established industry player is seeking a motivated Enterprise Account Executive to drive client acquisition and revenue growth in the SLED market across Michigan and Indiana. This role involves managing complex sales cycles, developing strategic territory plans, and engaging with various stakeholders to articulate the company's value proposition. The ideal candidate will have a proven track record in technology sales, exceptional presentation skills, and the ability to navigate government procurement processes. Join a forward-thinking organization that values innovation and offers a robust benefits package, including health insurance and retirement plans.

Benefits

Medical Insurance

Dental Insurance

Vision Insurance

401(k) Retirement Plan

Life Insurance

Long-Term Disability Insurance

Health Savings Account

Qualifications

• 3-5 years experience in technology sales to government markets.
• Strong ability to navigate complex deals and relationships.

Responsibilities

• Achieve sales quotas and manage complex deals in Michigan and Indiana.
• Engage in face-to-face selling with prospective customers.

Skills

Sales Strategy

Customer Relationship Management

Presentation Skills

Negotiation Skills

Market Analysis

Education

Bachelor’s Degree

Tools

Salesforce.com

Job description

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 Enterprise Account Executive will focus on client acquisition and revenue growth with municipalities, county governments, K-12 school districts, and other SLED markets in the Michigan and Indiana territory.

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 (Michigan and Indiana).
• 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.
• Minimum of 3-5 years experience selling technology, information services or business services solutions to the SLED or Government Sales market and managing the public procurement process.
• Experience navigating complex deals and relationships, with impact for county or municipal implementation.
• Demonstrated ability to meet or exceed a sales quota, along with consistent track record of developing new business and managing sales cycle from generating leads through closing.
• Execute outbound campaigns, including cold calling, based on leads generated by research, trade shows, marketing campaigns, and referrals.
• Conduct effective in person and virtual customer meetings.
• Qualify and determine customer requirements and expectations, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders.
• Must possess strong presentation skills, professional written communication skills, be organized, analytical and able to eliminate sales obstacles through creative and adaptive approaches.
• Experience selling to Finance and/or Facilities within the SLED market is ideal.
• Knowledge of the construction project lifecycle preferred.
• Up to 50% Travel is required for this job.

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 17,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Gordian

Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide.We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan. EOE/AA/M/F/Vets/Disabled.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [e-mail].

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 164500 - 305500