Strategic Account Manager, Government ID-19704
Company Description
The sky's not the limit at Nearmap
We’re a SaaS company, with proprietary hardware and software that’s continuously advancing through our commitment to innovation. The sky’s the limit when it comes to what we can and plan to do for our customers. Our imagery is just the starting point. Our impact comes from our people, applying complex analysis, interpretation and artificial intelligence that opens up all sorts of possibilities for our customers.
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Job Description
The Strategic Account Manager, (SAM) Government is a hunter role focused on driving new business and closing growth opportunities within the State and Local Government sector. The SAM is responsible for upselling and cross selling existing enterprise customers while aggressively pursuing new prospects through the sales process to achieve company-set incremental annual contract value targets. In this role, the SAM develops and executes a strategic plan for their government territory, closely aligned with the Government Vertical strategy, while positioning Nearmap’s product stack as a key solution. The SAM acts as a knowledgeable advocate for Nearmap’s value proposition, leveraging expertise across diverse use cases within the State and Local Government segment to drive new growth and expand Nearmap’s market presence.
Key Responsibilities
- Build a Government-focused, territory-specific strategic plan with measurable objectives - number of key targets, timetables to achieve success, etc‚
- Identify key purchasing vehicles, schedules and partnerships in current and target accounts to expedite and simplify purchasing and shorten sales cycles.
- Build account plans for major accounts that include influence matrices, org structures, and documentation of your strategy to succeed.
- Manage enterprise gov target accounts in Nearmap's CRM system, maintaining an up-to-date pipeline and logging/tracking all customer and prosect outreach and interractions.
- Manage all of your opportunities simultaneously, while also dedicating time to building new pipeline.
- Knowledge with the RFP processes.
- Engage with partners to leverage them for mutual success.
- Be an active participant in team meetings.
- Engage in conversations in team settings to solve challenges in the business.
- Demonstrates a willingness to assist others and collaborate with the team.
- Be respectful of others and be a good internal business partner.
- Be open and receptive to product, industry and sales trainings.
- Ensures customer data in SalesForce is thoroughly and carefully maintained; including but not limited to customer info, opportunity info, and details of customer interactions.
- File accurate and timely reports on your business and necessary reporting for HR and Finance
- Ensure all customer enquiries are dealt with quickly and effectively
Qualifications
- 5+ years experience in public sector enterprise account selling to multiple levels of government
- Experience with RFPs and Enterprise Sales
- Extensive new business generation experience, with a track record of closing deals
- Demonstrated strategic solution selling experience
- Software or SaaS sales experience with an understanding of subscription model is highly desirable
- High competence with CRM (ideally Salesforce)
- Exceptional collaboration skills with a hunger to close deals
- Strong public sector/government acumen and proven ability to work with and sell to C Suite Executives
- Ability to coach and close at all levels, e.g. from subscription renewals to high value complex sales
- In-depth knowledge of sales cycles
- Ability to travel up to 25%
- Excellent written, visual and verbal presentation skills
- Bachelor’s Degree in a related business discipline or equivalent business experience
Additional Information
Why you'll love working at Nearmap:
We move fast and work smart; often wearing multiple hats. We adapted to remote working with ease and are continually looking at ways to improve. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves.
At Nearmap, you can chart your own career path and see where our journey together might take you. With complex and fascinating work to challenge and inspire you, you might be surprised by the opportunities you discover. We've got so much more to share—come and explore with us!
