Account Executive, Public Sector

Descripción del trabajo Blockchain technology is powering a growing wave of innovation. Businesses and governments around the world are using blockchains to make banking more efficient, connect with their customers, and investigate criminal cases. As adoption of blockchain technology grows, more and more organizations seek access to all this ecosystem has to offer. That's where Chainalysis comes in. We provide complete knowledge of what's happening on blockchains through our data, services, and solutions. With Chainalysis, organizations can navigate blockchains safely and with confidence. The sales team responsible for our Government sector in Mexico and Central America is driven by our mission to make the world a safer place by tracking and investigating activities that involve cryptocurrency like human trafficking, terrorist financing, and money-laundering. We’re experts on the "why" and the "how" with deep relationships and knowledge of navigating government sales processes. Account Executives establish trust and build strong relationships with Public Sector stakeholders, tailoring their sales approach to their needs, and evangelizing Chainalysis solutions in a compelling yet approachable way. We measure success by the attainment of assigned quota, accuracy of forecasting, and the growth of accounts in the region. They are experts at navigating complex sales cycles and still enjoy the thrill creating a calculated account plan and then closing a deal. Priorities in your first year include Achieving your revenue targets and increasing our foothold in the government and public sector markets within Mexico and Central America through strategic prospecting and expanding existing accounts. Meeting or exceeding your sales goals by building a diverse pipeline of opportunities, leveraging data from sales figures, marketing campaigns, and promotional activities. Building customer relationships based on trust and transparency, resulting in network referrals that ultimately build Chainalysis' brand awareness. Developing a deep understanding of Chainalysis' solutions, customer stakeholders, use cases, and key decision-making criteria within your market. Establishing relationships across departments at Chainalysis, allowing you to provide expert advice to prospects related to technical concepts, product roadmaps, solutions implementations, and training. Responsibilities Build and strengthen relationships with prospective and existing customers, driving new business, expansions, upsells, renewals, and cross-sales. Work closely with Pre-Sales, Customer Success, Investigations, and Marketing teams to lead conversations within your customer base to enable you to achieve your goals. Provide feedback and insight to help develop compelling product positioning and messaging specific to market trends, competitive drivers, region-specific sales channels, and more. Evangelize Chainalysis solutions in a compelling yet approachable way. Demonstrate exceptional expertise in sales forecasting, ensuring precise and reliable predictions to drive informed decision-making and maximize business growth. Build a diverse pipeline of opportunities, leveraging data from sales figures, marketing campaigns, and promotional activities to drive consistent and accurate forecasting. Qualifications Track record of over-achievement in a public sector sales role, selling to law enforcement and intelligence agencies in Mexico and Central America. Solid understanding of procurement processes involved in government sales, as well as experience selling with and through channel partners. Articulate, enthusiastic, and effective communication style with the ability to convey complex concepts in an approachable and concise way. Extensive experience discovering, managing and closing complex software sales in Mexico and Central America. Experience creating territory and account plans using value selling methodologies. You don't have to be a blockchain expert, but you're insatiably curious and willing to learn. Entrepreneurial and relentless hunting attitude with a willingness to prospect. Ability to negotiate terms and conditions and other concessions in complex, multi-year sales agreements. Fluent in English and Spanish. Tools: MEDDIC sales methodology, Salesforce, LinkedIn Navigator. At Chainalysis, we help government agencies, cryptocurrency businesses, and financial institutions track and investigate illicit activity on the blockchain, allowing them to engage confidently with cryptocurrency. We take care of our people with great benefits, professional development opportunities, and fun. #J-18808-Ljbffr