Responsibilities:

• Execute an account-based sales strategy in targeted accounts, focusing on growth and retention; drives accountability to deliver on account plans among the extended customer teams internally.
• Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities.
• Provide detailed and accurate sales forecasting 
• Demonstrates a strong understanding of the customers’ needs and strategy, serving as a trusted advisor demonstrating how Hyperscience can impact their objectives.
• Understand each customer’s technology footprint and strategy, business drivers and landscape, and strategic growth plans.
• Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer’s organization to establish alignment on mutual goals and trust in future interactions.
• Negotiate and manage end-to-end, complex sales-cycles, often presenting to high level executives. Identify the right specialist/support resources to bring into account negotiations and presentations.
• Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
• Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support.
• Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
• Develops plans to offer solutions that satisfy customers’ goals and align the right solution for customer needs.

Requirements:

• 10+ years of sales experience within software 5+ years in selling to US Federal Government organizations and related experience with government procurement and contracting.
• Proven ability to independently manage, develop, and close new client relationships.
• Experience establishing trusted relationships with current and prospective clients and other teams.
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships.
• Experience quarterbacking account teams within a matrix sales team environment, promoting a "win as a team" approach.
• Demonstrated ability to use value based consultative selling.
• Experience with advanced Account Planning techniques, including the development, execution and tracking of short- and long-term account objectives, customer goals and action steps.
• Objection handling & negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors’ solutions.
• Experience working with, and contracting with, large System Integrators