Federal Territory Account Exec - AI Solutions

NWN; United States; Hybrid; USD 120,000 - 240,000; Full time

Benefits offered by this job

Health insurance

401(k) with company match

Unlimited PTO

Hybrid/Remote work

Employee discounts

Job summary

NWN is seeking a Territory Account Executive in the United States to drive new business and grow existing client relationships within a defined geography or vertical. You will employ a hunter mindset to meet annual quotas, collaborate with pre-sales to craft proposals, and leverage NWN’s solutions and partner programs to close strategic deals.

Ideal candidates have 2+ years in solution-based or tech sales, experience in Federal accounts, and familiarity with Salesforce and MEDDICC.

Qualifications

• 2+ years of solution-based selling - products and / or services.
• Outside sales experience with direct end-user accounts.
• 2+ years proven success in selling technology or related projects in a territory-based assignment.
• 2+ years sales experience selling into Federal accounts.
• Understanding of key technology solutions.
• Working knowledge of NWN's core selling models and tools: Salesforce, MEDDICC, Force Management training.
• Demonstrated experience in a “Sales Hunter” role where attaining quota or growth targets is highly dependent on gaining new business.
• Bachelor’s degree or equivalent and relevant work experience is required.
• Understanding of key technology offerings.
• Demonstrated resiliency and personal drive to succeed.
• Ability to learn and adapt quickly.

Responsibilities

• Services existing clients in territory and generates new customer relationships through the sale of NWN's key offerings within a specific geography or vertical market.
• Meet or exceed the assigned annual quota (typically between $500K - $1M).
• Participate in business development/demand generation activities to support customer growth.
• Follow NWN's core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
• Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget.
• Represent NWN in a professional and highly ethical manner at all times.
• Develop relationships with focus manufacturer representatives covering the assigned territory or vertical.
• Develop relationships with multiple decision makers within accounts, especially at the C level Suites.
• Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
• Consistently and effectively, communicate NWN's value proposition to key stakeholders within assigned accounts.
• Introduce NWN content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."
• Understand and stay current with partner registration programs and incentives.
• Utilize the company’s CRM tool and prospecting tools as directed by sales management.
• Maintain consistent contact with all assigned accounts.
• Build a personal brand within the territory.
• Ability to grow business from a standing start.
• Cold calling into the assigned territory/market to find new customers and projects.
• Work with internal and external resources to develop and sell new our solutions.
• Work with pre-sales to develop proposals and statements of work to sell NWN solutions.
• Forecast business regularly and accurately and regular using the company CRM tool.
• Demonstrated comfort with adopting emerging AI tools and technologies to optimize processes, improve collaboration, and drive operational effectiveness.
• Regular meetings with Offerings teams and assigned customers to promote NWN solutions and services.
• Attend and facilitate marketing events that are relevant to NWN sales team.
• Attend company-facilitated trainings and business meetings.
• Other responsibilities as assigned.

Skills

Solution selling

Outside sales

Federal accounts selling

Salesforce

MEDDICC

Force Management

Sales hunter

Communication

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

NWN is seeking a Territory Account Executive in the United States to drive new business and grow existing client relationships within a defined geography or vertical. You will employ a hunter mindset to meet annual quotas, collaborate with pre-sales to craft proposals, and leverage NWN’s solutions and partner programs to close strategic deals.

Ideal candidates have 2+ years in solution-based or tech sales, experience in Federal accounts, and familiarity with Salesforce and MEDDICC.