Systems Integration Sales Executive

Functional Area: Sales
Location: In-Region
Job #: 303
Apply: Please submit resume with cover letter to resumes@MorphoTrust.com and include job title in the subject line, or fax to (978) 215-2404.

It is our policy to provide Equal Employment Opportunity to all applicants. In an effort to comply with government record keeping and reporting requirements, our Human Resources Department requests that you complete our EEO form and submit with resume. Submission of racial, ethnic, gender and veteran status information is voluntary, and failure to provide it will not subject you to any adverse treatment in the hiring process. Please send your competed survey with your resume and cover letter to the e-mail address or fax number listed above. CLICK HERE TO DOWNLOAD THE EEO FORM.

Job Summary:
The Systems Integration Sales Executive is the strategic business partner to the governor, the governor’s staff, and executive leadership at state agencies in the assigned states that he/she represents. He/ She is responsible to identifying the opportunities and developing the outlooks for the business opportunity along with developing the business and state strategy for growth, identifying areas of growth and trends and customer satisfaction with the business. He/ She works our strategic platform solutions (Citizen Identity, DMV Systems, Out-tasking ID mgmt. Services, State Wide Law Enforcement Solutions, and Self Service Platforms) to all agencies of the State – DPS, HHS, DMV, DOE, etc).

The Systems Integration Sales Executive directs the effective deployment of solution sales people, architects, evangelists, and executives in the account; with the goal of delighting the customer and expanding our revenue platform significantly within the state. He/ She is responsible for sales, targeted gross margin at the time of sale or incremental commitment, all domains of customer satisfaction, and has shared responsibility with the associated account PM for delivery success. He or she is responsible for making the growth revenue numbers and the targeted incremental gross margin for the year. He or she is responsible for strategic and tactical account plans, for incremental sales (plus ups and add-ons), for strategic extensions within our base, and for winning new accounts. He or she is expected to be viewed as a single point of contact by the executives within our customer base, and to be a partner with the PMs at all times. We expect him/her to represent all domains of MorphoTrust USA™ to the customer base within the region.

Essential Job Functions (includes but is not limited to):

  • Achieves sales targets at or above margin goals;
  • Creates and maintains a strategic and tactical account plan for each customer for which he/she has responsibility;
  • Provides timely and accurate forecast updates and execute aggregate plans that deliver the target revenue and bookings each quarter;
  • Qualifies each prospect, run an effective Opening Game and Mid-Game, and provide all required reports and data base updates in a timely and professional manner;
  • Maintains current account profiles in the CRM system, including updates for all customer contacts and changes in strategies and tactics;
  • Assures that the marketing efforts to the state/country are effective and determine if and when the assistance of a sales, product marketing or other business development individual is necessary, clearly documenting and communicating these needs;
  • Achieves designated levels of growth of the customer relationship;
  • Owns the account customer satisfaction in total;
  • Brings cross organizational recommendations to bear in order to delight the customer;
  • Leads cross organizational efforts to eliminate customer satisfaction issues;
  • Partners closely with the account PM to ensure that customer expectations for delivery are appropriately set;
  • Ensures that scope creep does not create situations where the customer expectations adversely effect our margins and our customer satisfaction
  • Conducts regular (recommend bi-weekly coordination) meetings with DMRC field and program office employees assigned in the region, stimulating cross organizational leverage, common communication and messaging success in the region;
  • Uses executives properly in ensuring the customer satisfaction of the account;
  • Manages pre-sales and following post-sales activities, including obtaining technical marketing support for the development and implementation of customer applications dealing with complex products, operating systems and capital equipment;
  • Manages all facets of customer retention, including participating in the resolution of customer concerns and defining and developing a customer contact strategy;
  • Works with marketing and product managers to define and provide requirements for new products and required demonstrations;
  • Cooperates with the VP of Government Relations to set, coordinate, and carry out government relations actions aligned with account plan objectives;
  • Drives the gate process rigorously.

Qualifications, Education and Experience:

  • Bachelors Degree
  • At least 5 years sales experience; previous experience in systems integration sales desirable
  • Track record of meeting/exceeding yearly quota.
  • Demonstrated sales leadership (history of success w coordinating a cross-functional sales team).
  • Past experience in closing mission critical deals.
  • Experience selling solutions with alliance partners.
  • In-depth experience including RFI/RFP proposal development, management and response.
  • Strong contract negotiations and closing skills.
  • Superior presentation development and delivery skills.
  • Demonstrated technology and information services skills.
  • High level of analytical thinking capabilities.
  • Travel

US citizens only. Foreign nationals and dual citizens not eligible.

MorphoTrust USA™, Inc., formerly L-1 Identity Solutions, a Morpho company and part of Safran Group, offers a total rewards program including competitive pay, insurance benefits, retirement plan, Paid Time Off program, training and development. We offer a challenging work environment that values diversity.

Employment Practices:
MorphoTrust USA™, Inc. is an Equal Opportunity Employer and adheres to Affirmative Action and Drug Free Workplace guidelines. EOE M/F/D/V