Job Description

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 Sales Development Reps and other internal resources, they are actively driving and managing the sales engagement 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.

PRIMARY REQUIREMENTS:

• Engage in face-to-face selling activities with prospective and current customers for population centers over 200k working with municipalities, Public K-12 and other state entities as prospects

• Managing large complex deals and relationships, with strategic impact for state-wide or impact across a broad location

• Defines account strategy and client action plan (CAP) for identified core accounts with in an assigned territory

• Develops strategy for remainder of non-core territory accounts

• Coordinates with Enterprise 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

• Coordinates with operational support groups to ensure successful implementation and delivery of solution

• 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

• Works closely with inside ezIQC team to plan the re-activation of dormant ezIQC customers

• 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

Qualifications

• Bachelor’s degree or equivalent work experience

• Minimum of 3-5 years experience selling technology, information services or business services solutions to the SLED or Government Sales market managing the public procurement process

• Experience navigating larger, complex deals and relationships, with strategic impact for state-wide implementation like state licensing

• 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

• Execute outbound call campaigns based on leads generated by research, trade shows, marketing campaigns, and referrals

• Tracking and managing sales opportunities with in an enterprise CRM like Salesforce.com

• 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

• Must possess strong presentation skills and professional written communication skills, be organized and analytical and able to eliminate sales obstacles through creative and adaptive approaches

• Experience selling to Finance and/or Facilities within the SLED market is ideal

• Knowledge of the construction project lifecycle preferred

• 50% Travel is required for this job

Fortive/Gordian requires new employees to be fully vaccinated for COVID-19 as defined by the CDC, subject to applicable, verified accommodation requests.

Company Description

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