Enterprise Account Executive, SLED (Virginia, DMV)

Gordian is the leading provider of Building Intelligence™ Solutions, delivering unrivaled insights, robust technology and comprehensive expertise that fuel customers’ success during every phase of the building lifecycle. Gordian created Job Order Contracting (JOC) and the industry standard RSMeans Data. We empower organizations to optimize capital investments, improve project performance and minimize long-term operating expenses. 

The Enterprise Sales Executive will focus on client acquisition and revenue growth with municipalities, county governments, k-12 school districts, and other SLED markets.

Working with Business Development Representatives and other internal resources, Enterprise Sales Executives actively drive and manage the sales engagement through a complex buying cycle, from prospecting through closing. Enterprise Sales Executives must be able to prospect, qualify, and define customer requirements. They are expected to effectively articulate Gordian’s value proposition for various solution features and benefits and recommend appropriate solutions to customer stakeholders.

Responsibilities:

·      Achieve sales quotas for bookings, revenue, pipeline growth and other related activity metrics.

·      Position Gordian as a leader in our business, offering unique, value-added products and services.

·      Engage in face-to-face selling activities with prospective and current customers across the SLED market.

·      Effectively manage complex deals with prospective and current customer including management of relationships to drive maximum impact across a multi-state territory.

·      Develop and define territory plan, prospecting strategies, deal plans, and client action plans within assigned territory.

·      Coordinate with Business Development Representative team to create effective target lists and territory strategy.

·      Identify, qualify, pursue, and close net new opportunities for customers, pulling in resources as needed.

·      Coordinate with operational and sales support groups to ensure successful implementation and delivery of solution.

·      Identify cross-sell opportunities and engage appropriate overlay resources.

·      Generate new accounts and revenue streams while reaching annual sales revenue goals.

·      Sell to multiple levels of decision-makers.

·      Schedule face-to-face contact with current or prospective buyers daily.

·      Stay current on market conditions, needs and competitor strategies, goals, and approaches.

·      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.

·      Utilize FBS (Fortive Business Systems) tools and practices.

·      Participate in ongoing training to increase professional growth and job effectiveness.

Qualifications:

·      Bachelor’s degree or equivalent work experience.

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. 

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. 

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. 

At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.

Fortive: For you, for us, for growth.