There’s never a good time for operational downtime or a good time to fall short on revenue. For governments to serve their communities, they need solution they can depend on, run by partners who understand how the public sector works.

 That’s why thousands of state and local government leaders turn to Avenu. Although our name is new, our roots serving government officials go back nearly 100 years. We’ve brought together the nation’s leaders in revenue enhancement and administration to deliver scalable solutions designed for each jurisdiction’s needs. From funding insights grounded regional revenue trends to digital systems that streamline workflows and improve constituent experiences, our solutions are built on proven success at every level of government operation.

Today, Avenu offers more administrative and financial support to government officials than any other organization. And with a responsive, client-focused approach, we foster partnerships that give our customers the certainty they need to accomplish more.

DESCRIPTION:

 The Senior Sales Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to state and local public sector customers primarily in the South Region. The Senior Sales Executive brings strong leadership to the Customer engagement; uses resources within Avenu to solve customer problems with appropriate Avenu products and services.

 LOCATION:

Northern California

 EXPECTATIONS AND TASKS:

• Account and Customer Relationship Management, Sales and Software License, Services Revenue and Subscription Revenue.
• Annual Revenue - Achievement / exceed quota targets for both On Premise and Cloud software, Services and Renewals
• Sales Strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Trusted Advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). 
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. 
• Review public information (e.g. new executive appointments, public records, vendor statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Avenu references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
• Demand Generation, Pipeline and Opportunity Management
• Value Engineering and business case creation with ROI analysis 
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 
• Pipeline partnerships – Leverage support organizations including Marketing, CSM’s, Partners and channels to funnel pipeline into the assigned territory.
• Leverage Avenu Solutions – Be proficient in and bring all Avenu offers to bear on sales pursuits including Industry Solutions, LOB solutions and technology/consulting/business process outsourcing solutions
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all Avenu promotions and events in the territory
• Sales Excellence & Sell Value and Customer outcomes
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales including both Avenu and Partner resources
• Utilize best practice sales models.
• Understand Avenu’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Accurately forecast opportunities
• Leading a (Virtual) Account Team
• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
• Experience working with Finance and Accounting and technical buying personas
• Expected Travel: 20 - 50%

WORK EXPERIENCE:

• 5-10 years of experience in sales of complex business software / IT solutions / Business Process Outsourcing primarily to public sector, state and local government accounts
• Proven track record in business application software sales across industries 
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market. 

EDUCATION:

• Bachelor degree equivalent
• Masters a plus

WHAT YOU GET FROM US:

 Success is what you make it. At Avenu, we help you make it your own. A career at Avenu can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

Avenu Summary:

Avenu provides local governments with ways to achieve more predictable revenue that supports growth, fuels modernization and ensures compliance with mandated but underfunded programs. Avenu’s revenue enhancement and administrative solutions find and recover license, permit and other taxes that cities and counties struggle to collect. The insights and improved fiscal posture enables governments to deliver expected services and sustain a high quality of life for residents. Avenu is an Equal Opportunity Employer. Selection for a position will be made without regard to race, religion, national origin, sex, political affiliation, marital status, non-disqualifying physical handicap, and age.

Important: 

All employees in the Sales Executive role are required to be fully vaccinated against COVID-19 (two weeks after the last required dose) as a condition of employment. Medical and religious exemptions will be considered and must be approved prior to the start date. Proof of vaccination status will be required during the pre-employment onboarding process.