• Northeast Territory Sales Account Rep – State & Local Practice
• Strategic Sales Account Rep – State & Local Practice

Apply for Job ID – NTS-SLP
Northeast Territory Sales Account Rep – State & Local Practice

Job Description:
CedarCrestone is looking for a talented and motivated Territory Sales Account Representative to become part of CedarCrestone’s growing State & Local Government Sales Division. Our service offerings have been developed to deliver implementation services, technical integration services, managed services, and offshore services to the Oracle customer base. This position will be responsible for developing, retaining, and expanding an account portfolio within the Northeast geographic territory, building and leveraging multi-tiered political relationships, closing new business, and ensuring outstanding customer relationships.

The successful candidate will have experience selling mid-to large-scale opportunities in the state & local government marketplace and have experience assembling and leading pre-sales support teams and a proven track record in closing state & local government deals. In addition, the role demands deep customer and Oracle relationships in the Northeast and a track record in the territory. The role mandates a results-oriented, proactive individual who has successfully held similar sales positions with demonstrable revenue generation and business development outcomes.

Responsibilities:
This position will report to the Vice President of Sales within the State & Local Government Sales Division and is responsible for the lifecycle of Northeast Territory Account sales activities including lead generation, needs assessment, solution development, RFP evaluation, proposal development, participation in contract negotiation and contract coordination, and relationship development.

More specific sales responsibilities include:

• Develop, retain, and expand business relationships within a geographic assigned territory, targeting local government organizations
• Identify prospects by utilizing creative lead-generating techniques while maintaining productive working relationships with partners, vendors, and local consulting firms
• Independently establish call plans, opportunity plans, sales strategies, and tactics as required to effectively and efficiently manage assigned territories and increase the perceived value proposition to be delivered
• Build and assemble strategic partnerships and consortiums with other service providers to deliver complete solutions
• Contribute to Sales and Marketing business development strategies, events, and activities
• Meet and exceed defined sales quotas and create new market share by selling CedarCrestone service offerings within assigned geographic territory
• Maintain an in-depth knowledge of CedarCrestone service offerings with the ability to translate how these solutions address prospect business needs
• Maintain an in-depth knowledge of Oracle solutions for the State &smp; Local Government in the areas of industry solutions, applications, middleware, and technology
• Make prospecting a part of the regular routine ensuring that new prospects are added to the pipeline on a consistent basis
• Manage a complex, enterprise solution sale with a 3- to 12-month purchasing cycle; move the sale through the entire sales lifecycle including engaging sales support at appropriate stages in the sales cycle: bid qualification, proposal response, coordinating solution architecting, and sales-to-delivery transitioning
• Provide weekly reporting of pipeline and forecast using the SalesForce automation tool
• Keep abreast of competition, competitive issues, and products/services
• Manage a sales pipeline

Qualifications:
Applicants should have 5 or more years of selling consulting integration services, with 3 or more years specific to selling in the state & local government space in the Northeast. Respondents must have a strong understanding of the region’s political landscapes at the state, city, and county level. Additionally, applicants must be familiar with the government procurement processes and have a proven track record of selling software and/or services solutions into complex matrix environments. Previous experience in selling PeopleSoft and/or E-Business consulting services and other Oracle Applications is highly preferred but not required.

Travel:
Travel throughout the geographic territory is required and will be approximately 70%.

Location and Compensation:
Relocation is not required as long as candidate resides within assigned geographic territory location. The successful candidate will work out of his/her home office. The compensation plan is base salary plus commission driven by the achievement of sales quotas and includes CedarCrestone benefits and 401(k) retirement plan.

EOE.   Back to top...

Apply for Job ID – SS-SLP
Strategic Sales Account Rep – State & Local Practice

Job Description:
CedarCrestone is looking for a talented and motivated Strategic Sales Account Representative to become part of CedarCrestone’s growing State & Local Government Sales Division. Our service offerings have been developed to deliver implementation services, technical integration services, managed services and offshore services to the Oracle customer base. This position will be responsible for developing, retaining, and expanding a CedarCrestone State & Local Government Strategic Account portfolio, building multi-tiered political relationships at both elected and appointed levels, leveraging an effective sales process, collaborating with delivery and implementation teams, and ensuring outstanding customer relationships.

The successful candidate will have experience selling large scale opportunities in the state & local government marketplace and have experience assembling and leading pre-sales support teams with a proven track record in closing strategic state & local government deals. The role mandates a results-oriented, proactive individual who has successfully held similar sales positions with demonstrable revenue generation and business development outcomes.

Responsibilities:
This position will report to the Vice President of Sales within the State & Local Government Sales Division and be responsible for the lifecycle of Strategic Account sales activities including lead generation, needs assessment, solution development, RFP evaluation, proposal development, participation in contract negotiation and contract coordination.

More specific sales responsibilities include:

• Develop, retain, and expand business relationships with targeted large and complex state and local organizations including large scale pension funds
• Develop and execute sales strategies with the goal of penetrating key named accounts and closing significant deals with the largest prospects in the targeted area
• Develop Strategic Account plans to increase the perceived value proposition to be delivered, coordinates sales support teams and sales activities
• Build and assemble strategic partnerships and consortiums with other service providers to deliver complete solutions
• Contribute to Sales and Marketing business development strategies, events and activities
• Identify current and impending customer business needs from market data and select service offering capabilities required to address identified needs with the widest possible scope
• Develop specific client solution packages that address the current or impending business needs whereby solution is leverageable for future business opportunities
• Attain goals related to sales quotas, selling of CedarCrestone ERP and Pension Administration services offerings, and client satisfaction for assigned accounts/region

For those who accept this challenge and opportunity, the experience of working at CedarCrestone will offer the following:

• Opportunity to build, retain, and develop highly visible strategic accounts in state & local government
• Work closely with the VP of Sales, shaping the direction and go-to-market strategy of an Oracle software-focused organization
• Challenge of driving strategic sales process adoption in a complex selling environment
• Work in a highly collaborative, team-focused environment

Qualifications:
Applicants should have 7 or more years of selling consulting integration services, with 5 or more years specific to selling in the state & local government space. Respondents must have a strong understanding of political landscapes at the state, county, and city level. Additionally, applicants must be familiar with the government procurement processes and have a proven track record of selling strategic opportunities within complex matrix environments. Previous experience in selling consulting services for PeopleSoft, E-Business, and other Oracle applications and technology is highly preferred but not required. Additional qualifications include:

• Strategic planning and execution
• Analytical skills/solution generation
• Strong executive presence, polish, and political savvy
• Strong experience selling Oracle solutions into the state & local government space
• Ability to build and maintain trusted relationships with organizational resources and clients
• Successfully prospected for and closed new clients (of significant size)
• Effectively managed a consultative sales cycle in a solutions-driven environment
• Proven ability and track-record of closing strategic deals of $5 million or more in a single opportunity
• Ability to sustain and/or grow strategic account revenue over time
• Ability to present business solution packages in front of large audiences (with preference given to those who have done this in a public setting)

  Travel:
  Travel throughout the US is required and will be approximately 60%.

  Location and Compensation:
  Relocation is not required. The successful candidate will work out of his/her home office. The compensation plan is base salary plus commission driven by the achievement of sales goals and includes CedarCrestone benefits and 401(k) retirement plan.

  EOE.   Back to top...