As an Account Executive for the America's Public Sector at Canonical, you manage a portfolio of new and existing public sector accounts. Your objective will be to become a trusted technology partner and support each account by articulating solutions which meet their current and future needs. You will also be responsible for growing our understanding of new public sector agencies.

You will proactively seek out new business opportunities, generate your own appointments and follow up leads from our internal marketing teams, seminars and events. You will establish a network of contacts and referrals which you will personally prospect for opportunities. This role will suit a proactive and ambitious sales professional with a proven track record of working within the U.S. Public Sector.

As an Account Executive you will:

  • Provide effective account management to existing Public Sector Accounts
  • Represent Canonical and our open source capabilities for infrastructure, applications and IoT
  • Identify new business opportunities at these accounts
  • Build strong, trusted relationships within each Account
  • Develop an in-depth understanding of Canonical’s solutions and strategies 
  • Qualify the key decision makers and influencers and propose the right solution from Canonical’s portfolio
  • Consistently provide accurate strategic pipelines forecasts
  • Drive progress on large deals on a monthly, quarterly, and annual basis
  • Ensure best practice in your account planning
  • Ensure proposed solutions meet customer requirements and expectations
  • Gain referrals from customers and contacts to open doors to new customers 
  • Follow up leads to develop and close new business 
  • Participate in Canonical seminars/events and pro-actively network at these events to grow pipeline
  • Develop business plans to bring on and develop new and existing accounts 
  • Take personal responsibility for building and maintaining Canonical product and industry knowledge
  • Capture feedback from the customer on areas for service improvement and development
  • Provide feedback in a structured way to the relevant internal departments 
  • Achieve growth and retention targets

The successful Account Executive will have :

  • Applicants should have a Public Sector sales background and be able to demonstrate previous success in this sector 
  • Detailed knowledge of the Canonical portfolio (Operating Systems, Cloud, Containers, Open Source, Virtualization, Applications, Infrastructure & Security) 
  • High caliber individual who brings gravitas and the ability to diagnose/analyze complex commercial and technical situations whilst establishing a trusted relationship at a senior level 
  • Strongly ethical approach to public sector business 
  • Able to demonstrate previous experience of growing and retaining public sector accounts 
  • Sound business acumen & commercial / financial awareness 
  • Proactive user and believer in CRM to assist in delivering results 
  • Experience of developing relationships internally and externally 
  • Customer service led sales approach
  • Prepared to help develop internal processes to meet customer needs whilst assisting them in developing their IT strategy using sound technical aptitude and solid solution selling skills 
  • Accurate timely reporting 
  • United States travel and occasional global travel is a prerequisite of the role as well as a willingness to spend time at customer or agency locations as required. Outside of this, location is flexible 
  • Excellent time management and organizational skills with experience of managing own time and prioritizing own workload 
  • Enjoys working on own initiative
  • 10 years work experience in U.S. Public Sector sales is preferred 
  • Previous experience working or serving in the U.S. Government is a plus
  • Prior or existing security clearance is a plus

What Canonical offers:

  • Learning and development
  • Annual compensation review
  • Priority Pass for travel
  • Recognition rewards
  • Annual leave

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity we will give your application fair consideration.

 

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