Fortive Corporation Enterprise Account Executive in Florida
The Enterprise Sales Executive is the driving force for client acquisition and revenue growth in the State & Local Government and K-12 (SLED) market for large market locations. Working with Business Development Representatives and other internal resources, they are actively driving and managing the sales engagements through a complex buying cycle, from prospecting through closing. Must be able to determine customer requirements and expectations in order to capture business intelligence, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders.
Engage in face-to-face (and virtual) selling activities with prospective and current customers for population centers over 200k working with municipalities, Public K-12 and other state entities as prospects
Manage large complex deals and relationships
Develops strategy for new client acquisition
Coordinates with Business Development team on net new customer leads
Qualify, pursue, and close net new opportunities for large customers, pulling in overlay product specialists as needed
Coordinate with operational support groups to ensure successful implementation and delivery of solutions
Define account strategy and client action plan (CAP) for identified core accounts with in an assigned territory
Works closely with Business Development team to plan the re-activation of dormant ezIQC customers
Consults with Product Specialists and Account Managers before pursuing and closing cross-sell opportunities within existing large customer base. Approves up-sell opportunities identified by Account Managers
Stays informed regarding any RSMeans (Transactional) deals, and pursues any potential larger opportunity as appropriate
Maintain pipeline opportunities and log all activity in the designated customer relationship management (CRM) system Salesforce.com
Develop and maintain an expert level of knowledge of company solutions and competition in the market
Participate in ongoing training to increase professional growth and job effectiveness
Bachelor’s degree or equivalent work experience
Minimum of 3-5 years of experience selling technology, information services or business services solutions
Demonstrated ability to meet or exceed a sales quota, along with consistent track record of developing new business and managing sales cycle from generating leads through closing, are required
Excellent written, oral communication, organizational and presentation skills are a must
Experience in Government or SLED markets. Experience calling on Leadership, Procurement, Finance and/or Facilities within the SLED market is ideal
Knowledge of the construction project lifecycle preferred
Previous experience with public procurement is very helpful
Clear and concise communication skills are essential as well as the ability to drive business
Ability to do regional overnight travel is required
Fortive is a diversified industrial growth company comprised of Professional Instrumentation and Industrial Technologies businesses that are recognized leaders in attractive markets. With 2017 revenues of $6.7 billion, Fortive’s well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution.
Fortive is headquartered in Everett, Washington and employs a team of more than 26,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 50 countries around the world. Our team grows by tackling challenges that accelerate progress and further their careers. With a culture rooted in continuous improvement, the core of our company’s operating model is the Fortive Business System. For more information please visit: www.fortive.com.
Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide.
We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan. EOE/AA/M/F/Vets/Disabled
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