Account Manager

 Reports to: Director of Strategic Growth
Location: 100% Remote; Some in-person required
Compensation: $80,000 - $120,000 annually and commission eligible

Who we are:

System Automation (SA) is a software vendor based in Columbia, Maryland, with a focus on providing systems that support government regulatory management operations. 

Founded in the District of Columbia in 1968 and originally contracted to develop and support the US Army recruiting system (contract held for 42 years), SA has since become an industry leader in designing, developing, implementing, and maintaining comprehensive information management applications for government regulatory agencies across the country. Our licensure experience began in 1994, providing the Maryland Board of Nursing a licensing solution and has since evolved to support many regulatory needs, including licensing, permitting, enforcement, inspections, investigations, case management, online payments, public verification, robust reporting, online self-service for applicants and license seekers, and paperless regulatory operations. 

For nearly three decades, SA has built a solid track record of demonstrable success, delivering SaaS licensure and compliance solutions to government regulatory agencies. SA is currently supporting state government agencies, licensing boards, and other regulatory operations in 22 states for nearly 800 different professions, occupations, and industries. 

With SA’s current launch of Evoke, the only cloud-native, low-code application platform purposely designed for regulatory management, infusing SA’s decades of professional licensing expertise, it’s an exciting time for growth! 

About the Role:

Proactively finds, engages, and manages net-new sales opportunities towards closure for expanding company’s product sales within defined markets. Follows established sales process utilizing company’s CRM and systems to target potential customers, continuously prospecting to engage and build relationships with key decision makers, securing and scheduling of qualification calls and demonstrations, manages effective presentations, participates in proposal development and delivery. Occasional travel for onsite meetings, presentations, and tradeshow conferences will be required. Performs, reports, and participates in all sales & marketing team efforts to achieve goals within established timeframes and revenue targets. 

 What You’ll Be Doing:

• Continuously prospects to identify key and engage key decision makers for potential new clients via phone, email, social media, and meetings.
• Leverages company-produced marketing materials to generate awareness and calls to action.
• Uses questioning strategies to reach and qualify new prospects, garner information, obtain referrals, and establish next steps.
• Schedule and lead initial and follow-up meetings with key decision makers to qualify opportunities, present information, demonstrate products, and facilitate technical discussions along with appropriate SA staff.
• Uses CRM to document and schedule engagement efforts, including contacts made, current organizational information, system challenges, budgetary, timing, and procurement considerations to determine fit and next steps.
• Analyzes prospective client needs, matches them to firm capabilities, and works with broader team to translate background information into effective presentations, budgetary estimates, and proposals which set clear expectations to meet client requirements while protecting the company’s best interests.
• Coordinates development and leads delivery of presentations of solutions to potential clients to affirm fit, buy-in, and next steps.
• Influences and shapes prospect’s procurement of firm’s solution via direct purchase, established state contracts, approved resellers, or RFPs to increase probability of contract wins.
• For prospective state agencies that issue formal procurements (RFPs, RFQs, etc.), in alignment with SA-defined proposal process, lead initial (Gold Team) meeting presenting opportunity, background on engagement activities, competitive landscape, and identified risks / challenges to broader team for consideration in determining if organization should invest in producing response.
• Facilitates creation of cost and technical proposals by sales, delivery, and product team as needed.
• Participates in sales events, attends industry conferences, and executes marketing initiatives to generate additional leads and prospects.
• Manages and reports all sales efforts and activity using company CRM system.
• Performs daily sales activities; responds to all requests and concerns by phone, electronically, or in person in a timely fashion. 
• Facilitates the negotiation process between clients and the executive team towards closure.
• Reports sales progress to manager and executive team.
• Other duties as assigned.

 Qualifications

• Bachelor of Science in business administration, marketing or related fields of study, or equivalent years of experience.
• Over five years of related experience in a SaaS software development company.
• At least five years of experience in the sales (base plus commission) environment.

Knowledge, Skills and Abilities 

• Knowledge of sales principles and practices. (Sandler Sales methodologies preferred.)
• Ability to perform cold calling to prospective clients on a continuous basis to adequately create new, viable opportunities to meet and exceed department goals.
• Excellent verbal and written communication skills.
• Ability to be a team player and think like a company owner.
• Experience in participating in the creation and delivery of compelling, targeted presentations. 
• Proven ability to achieve and exceed sales targets.
• Ability to plan, strategize, persuade others, and adapt to new situations.
• Strong questioning, learning, and negotiation skills.
• Ability to be resilient, tenacious, and a self-starter.
• Ability to tolerate high stress.
• Ability to be goal driven and meet deadlines.
• Proficiency in Microsoft Word, Excel, PowerPoint, and SharePoint 
• Ability to travel as needed or required.

What do you receive by joining our team?

• Competitive Wages and Career Advancement 
• Health and Welfare options include (medical, dental, and vision) health savings accounts with company contributions, medical flexible spending, and dependent care.
• 401(k) with company match
• Continuing education program 
• Uncapped flexible time off, accrued sick and parental leave
• Monthly virtual team activities
• Stipend to outfit your home office
• Profit Sharing Bonus

At System Automation, we are focused on making peoples’ lives in the cloud easier through innovative products built by passionate employees. We are looking to add talented, motivated people to our team to help achieve this mission through the engineering, support, and delivery of our revolutionary Evoke Platform.