Solution Executive – Government

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and expand a designated portfolio of enterprise accounts, emphasizing the acquisition of new logos.

• Achieve annual targets through systematic pipeline development, opportunity assessment, and execution of deals.

• Engage in discussions with C-suite and executive personnel regarding global regulatory compliance, product appeal, chemical risk, and sustainability commitments.

• Utilize MEDDPICC methodology to rigorously evaluate opportunities, gauge deal viability, and ensure predictable results.

• Recognize and express customer challenges related to regulatory intricacies, risks of non-compliance, product recalls, penalties, exposure to restricted substances, and delays in market entry.

• Present an executive-level perspective on chemical intelligence and supply chain risk associated with Sphera.

• Oversee intricate, multi-stakeholder purchasing processes that include economic decision-makers, technical authorities, compliance executives, IT, legal, and procurement teams.

• Work collaboratively across departments such as Solution Engineering, Presales, Product, Regulatory Content, Delivery, and Customer Care to facilitate deals.

• Keep precise records of pipeline activity, deal strategies, and forecasts in Salesforce.

• Create and present value-driven solution demonstrations that effectively convey business impact, risk mitigation, and return on investment (ROI).

• Lead negotiations with governmental bodies and partners to finalize enterprise software licensing agreements.

• Develop and implement comprehensive closing strategies that align with customer purchasing processes.

⛳️ Requirements

• A minimum of 7 years of experience in selling enterprise SaaS or software solutions to large, intricate organizations within the Public Sector market.

• Proven track record of success in selling to C-suite and senior-level executives.

• Demonstrated success in closing six- and seven-figure enterprise transactions that involve lengthy, consultative sales processes.

• Previous experience selling to the US Public Sector.

• Strong understanding of the MEDDPICC sales qualification framework (or equivalent methodology).

• History of consistently meeting or surpassing annual sales quotas.

• Highly motivated, determined, and receptive to coaching, with the capacity to quickly grasp new industries, regulatory frameworks, and compliance systems.

• Ability to conduct value-based discovery and explain complex regulatory and compliance topics in straightforward business and financial terms.

• Excellent negotiation abilities and experience dealing with procurement and legal procedures.

• Comfortable working within a matrixed, cross-functional enterprise environment.

• Proficient in Salesforce, LinkedIn, and standard enterprise sales tools.

• Entrepreneurial mindset with the capability to act as the “CEO of your territory.”

🏝️ Benefits

• Medical, Dental, and Vision Insurance

• Health Savings Account

• Flexible Spending Account

• 401(k) Retirement Plan with Company Match

• Life and Disability Insurance

• Critical Illness Insurance

• Accident Insurance

• Hospital Indemnity Insurance

• Paid Time Off and Holidays

• Flexible Working Schedule