Account Executive - Critical Infrastructure

Account Executive – Critical Infrastructure

Job Summary:

Juvare is rapidly expanding our presence of Crisis/Incident management and Business Continuity technologies across the private sector. Our next team member will have an agile, dynamic mindset, be comfortable embracing change, a true team-player, and love working with our growing footprint through selling our diverse portfolio. Juvare has made significant investment to align to the needs of the private sector which includes tailored off-the-shelf bundled solution offerings.

As our Account Executive for Critical Infrastructure Sales, you will be responsible for prospecting, managing, and closing Net New Business sales across assigned private market segments.  As a key member of the Sales team, you will be responsible for meeting booking targets and annual business development quotas. 

This is a full-time role that can be held remotely in the United States.

U.S. Citizenship required.

Reports to:  Vice President of Critical Infrastructure

Responsibilities:

• Meet or exceed quarterly and annual sales targets
• Prospect and develop the qualified pipeline necessary to achieve new business sales targets
• Proactively sell portfolio of software offerings and services to qualified customers
• Maintain a high level of sales activity including: needs assessments, development, proposal preparation, presentation, negotiation, and contracting support
• Work collaboratively with sales operations, solution engineering, professional services, product marketing and other company organizations as required
• In conjunction with the Sales Operations and Solution Engineering, manage and respond to proposal requests, RFQs, RFPs, RFIs and other solicitations
• Conduct consultative sales to understand customer goals and challenges for extending a bundled offering
• Identify company resources required to move the sale to closure
• Demonstrate Juvare software offerings to all level audiences including executive, management, and end-users
• Timely updates to Salesforce and involvement in sales meetings to keep leadership informed of deal status and pipeline activity
• Attend appropriate industry events and conferences as assigned
• Actively participate in all professional development activities and training classes as assigned
• Thoroughly and continuously document sales activities and engagements in Salesforce using MEDDPICC framework
• Obtain a high proficiency towards a detailed understanding of the portfolio offerings to correctly position each offering’s unique value
• Anticipate prospects’ requirements and proactively guide a prospect to a deeper perspective to align with Juvare bundled offerings
• Understand and be aware of Juvare information security policies and standards
• Always protect company and client information
• Inform the Compliance Officer or hot line of any information security issues
• Compliance with Juvare policies

Qualifications:

• Bachelor’s Degree
• 3+ years of new business quota achievement within the private sector selling software/technology solutions
• Demonstrated success and experience selling multi-product solutions to the private sector, with a preference of experience within venue management and manufacturing
• Must demonstrate senior level consultative selling and closing skills with proven success in developing new accounts
• Proven success in the long cycle sale of complex, bundled software solutions
• High motivation, willingness to learn, and goal-oriented
• Possess creative and resourceful problem-solving abilities with attention to detail
• Experience selling in a team environment
• Must be an excellent listener with the ability to build successful relationships
• Must possess skills necessary for decision making
• Experience in multi-product solutions selling, consultative sales techniques, and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development
• Ability to safely and successfully perform essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.

  Skills/ Knowledge Requirements:

• Experience in crisis/incident management, alerting, and/or business continuity preferred
• Documented history of quota achievement within private sector software sales
• Outstanding written, verbal, and presentation skills
• Ability to easily establish rapport with people throughout our company and within prospect organization
• Experience using Salesforce or similar CRM tool
• Excellent ability to multi-task and adjust priorities as demands change, while still meeting all prospect and company requirements
• Team-oriented; skilled in working within a collaborative environment
• Passion to exceed prospect/client expectations required

This position is subject to compliance with the Export Administration Regulations ("EAR") and may require a U.S. person status verification.