Responsible for identifying, prospecting, communicating with, and selling to Major Customer Accounts in excess of $100K in annual revenue. Activities include Discovery: research of customer needs and pain points, funding, interest in Utility technology, and identification of decision makers; Introductions: presenting to and generating interest with Major Accounts; Demonstration of Capability: field demonstrations, managing technical inquiries through System Engineers, Interfacing with Engineering to address design considerations critical to project progress; and, Obtaining Commitment: Meeting with key decision makers at all echelons with the customer (i.e. Command Staff, Procurement, Engineering/IT, City Politicians/Managers), to ensure commitment to the Utility solution is achieved. The Business Manager maintains overall accountability for the sale to their target accounts.
Must be a sales challenger – willing to challenge entrenched mindsets within senior levels of management regarding the manner in which and type of technology that should be deployed within their organization – in a persuasive and professional manner.
Must be a relationship-oriented person – charismatic, articulate, honest. Must be able to create, foster, and sustain long term relationships with co-workers and customers.
Must be articulate – capable of communicating value propositions in a clear and succinct manner so as to establish a rapport with customers as a subject matter expert on issues related to the technology.
Must have an ability to grasp and explain technical subjects. Must be able to take complex client technical concerns and break them down into simple components, in order to drive solution-based sales.
Must be a creative problem solver. The role requires the ability to overcome obstacles endemic to enterprise sales – funding, timing, adoption of technology, etc. by tailoring the message to the audience, and by leveraging internal resources at the technical and Executive level for progress.
Must be able to manage the sales process with the customer and internal resources, to ensure all four stages of the sale are completed satisfactorily.
Must be capable of supporting large project RFPs through direct communication and deliberation with the customers, to include tailoring the specification towards Utility Products.
Must be able to able to travel up to 50%.
Must be a team player, and know how to follow and to lead in a fast paced business environment.
Must be energetic, positive, and capable of managing cross-functional teams on target accounts.
Current or Retired Law Enforcement Officer Holding the Rank of Lieutenant or Higher
Experience in an Administrative Role within a Law Enforcement Agency (Budget, Finance, Policy and Procedure, PIO)
FBI NA Graduate or Other Senior Leadership Training
Experience Leading a Technology Implementation Within their Agency
Strong, professional verbal/written communication and technical skills required
Headquarters in Atlanta, Georgia
Base + Commission
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