Field Account Executive - State and Local, New Business

LexisNexis Legal & Professional; South Dayton (OH); Sur place; USD 90 000 - 150 000; Plein temps

Résumé du poste

LexisNexis Legal & Professional is seeking an Executive: Field Account Executive for State and Local Government in OH/PA/MI/IL. You will develop a territory, build relationships with agencies, and drive new revenue using consultative selling to navigate complex government sales cycles.

The role requires regular in-person meetings and weekly attendance at the Dayton, OH office. A bachelor’s degree and proven new business sales success are preferred.

Qualifications

• Bachelor's degree or equivalent professional experience.
• Proven experience in New Business Sales, Business Development, Account Executive Sales, or Consultative Selling.
• Demonstrated success prospecting for new customers, developing pipeline, and closing new business.
• Ability to independently develop a territory and identify new revenue opportunities.
• Strong discovery, communication, presentation, and negotiation skills.
• Experience managing complex sales cycles involving multiple stakeholders and decision-makers.
• Strong pipeline management, forecasting, and opportunity management skills.
• Proficiency with CRM systems and Microsoft Office applications, including Excel, Word, and PowerPoint.

Responsabilités

• Develop and execute a territory strategy focused on acquiring new State and Local Government customers and generating new revenue.
• Identify and prospect into State and Local agencies, departments, offices, and other eligible government organizations with new business potential.
• Build and maintain a healthy sales pipeline through proactive prospecting, referrals, marketing leads, events, and strategic outreach.
• Establish relationships with key stakeholders, decision-makers, influencers, procurement professionals, and end users within State and Local agencies.
• Conduct discovery to understand customer needs, workflows, challenges, and strategic priorities and align LexisNexis solutions to those needs.
• Manage the complete new business sales cycle from initial prospecting and qualification through discovery, demonstration, proposal, negotiation, and close.
• Develop compelling, solution-oriented proposals with appropriate positioning and pricing for LexisNexis software, content, and services.
• Navigate complex State and Local Government purchasing and procurement processes and develop strategies to advance opportunities.
• Maintain accurate pipeline management, forecasting, opportunity tracking and activity within CRM tools.
• Develop competitive strategies to win business from incumbent providers and overcome customer resistance to change.
• Collaborate with internal partners, including Solutions Consultants, Marketing, Product, Contracts, and Sales leadership, to advance opportunities and win new business.
• Represent LexisNexis at customer meetings, industry events, conferences, and trade shows.
• Conduct regular face-to-face meetings with prospects throughout the assigned territory.

Connaissances

Prospecting

Pipeline management

Negotiation

Communication

Presentation

Formation

Bachelor's degree

Outils

CRM systems

Excel

PowerPoint

MS Word

Description du poste

About our Team

LexisNexis Legal & Professional serves customers in more than 150 countries and is part of RELX, a global provider of information-based analytics and decision tools for professional and business customers. LexisNexis has a long history of bringing innovative technology to the legal market and continues to invest in advanced AI and generative AI solutions designed to improve productivity, decision-making, and the practice of law.

About the Role

The Executive: Field Account Executive - State and Local, New Business is responsible for developing and winning new business within State and Local Government agencies in the OH, PA, MI and IL markets. This is a new customer acquisition role focused on identifying opportunities, building relationships with prospective customers, creating pipeline, and converting opportunities into new LexisNexis business.

The successful candidate will take a strategic and proactive approach to developing their territory, identifying whitespace and engaging key stakeholders across State and Local agencies. They will use consultative selling skills to understand agency needs, demonstrate the value of LexisNexis solutions, and successfully navigate complex State and Local Government sales cycles.

This is a field-based position requiring regular in-person meetings with prospects and customers and attendance at the Dayton, OH office every Monday and Tuesday.

Responsibilities

• Develop and execute a territory strategy focused on acquiring new State and Local Government customers and generating new revenue.
• Identify and prospect into State and Local agencies, departments, offices, and other eligible government organizations with new business potential.
• Build and maintain a healthy sales pipeline through proactive prospecting, referrals, marketing leads, events, and strategic outreach.
• Establish relationships with key stakeholders, decision-makers, influencers, procurement professionals, and end users within State and Local agencies.
• Conduct discovery to understand customer needs, workflows, challenges, and strategic priorities and align LexisNexis solutions to those needs.
• Manage the complete new business sales cycle from initial prospecting and qualification through discovery, demonstration, proposal, negotiation, and close.
• Develop compelling, solution-oriented proposals with appropriate positioning and pricing for LexisNexis software, content, and services.
• Navigate complex State and Local Government purchasing and procurement processes and develop strategies to advance opportunities.
• Maintain accurate pipeline management, forecasting, opportunity tracking and activity within CRM tools.
• Develop competitive strategies to win business from incumbent providers and overcome customer resistance to change.
• Collaborate with internal partners, including Solutions Consultants, Marketing, Product, Contracts, and Sales leadership, to advance opportunities and win new business.
• Represent LexisNexis at customer meetings, industry events, conferences, and trade shows.
• Conduct regular face-to-face meetings with prospects throughout the assigned territory.

Requirements

• Bachelor's degree or equivalent professional experience.
• Proven experience in New Business Sales, Business Development, Account Executive Sales, or Consultative Selling.
• Demonstrated success prospecting for new customers, developing pipeline, and closing new business.
• Ability to independently develop a territory and identify new revenue opportunities.
• Strong discovery, communication, presentation, and negotiation skills.
• Experience managing complex sales cycles involving multiple stakeholders and decision-makers.
• Strong pipeline management, forecasting, and opportunity management skills.
• Proficiency with CRM systems and Microsoft Office applications, including Excel, Word, and PowerPoint.
• Strong organizational and time management skills with the ability to prioritize opportunities effectively.
• Ability to work collaboratively while maintaining ownership and accountability for individual sales results.
• Must reside within the Dayton, OH metropolitan area.

Preferred Qualifications

• Experience selling to State and Local Government agencies.
• Experience navigating State and Local Government procurement and contracting processes.
• Experience selling Legal Technology, Legal Information Services, SaaS, Data Analytics, AI, or Information Solutions.
• Experience successfully displacing incumbent solutions or developing business within competitive accounts.
• Advanced degree such as an MBA, JD, or related graduate degree preferred
• Knowledge of or interest in Artificial Intelligence technologies and AI-enabled business solutions.
• Experience working in a field sales environment with regular customer-facing interactions.

Work in a way that works for you

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assis