• Understand the needs of our target prospects and articulate the value that Abacum product vision and value proposition • Have the ability to communicate with C-level executives and senior managers (CFOs, Head of Finance, Head of FP&A, etc.) • Are an expert on how to manage multiple stakeholders • Will manage inbound leads and the entire sales process for mid-market customers • Will be responsible for pipeline generation and full cycle sales • Will become a product expert, working closely with our Product team in identifying clients’ pain points and priorities to inform and influence the product roadmap

Role Description Insight Public Sector (IPS) is expanding our sales organization and seeking a field-based Client Executive to join our Public Sector SLED team to support the state of Washington. In this critical role, you will manage and drive sales efforts for the SLED market segment. You will be instrumental in developing and executing growth strategies, as well as a comprehensive go-to-market approach in order to expand existing business within the SLED sector. - Responsible for qualifying and closing business opportunities within the SLED segments by selling complete IT solutions to accounts in a defined geographic territory. - Act as a trusted advisor to SLED clients, identifying opportunities to leverage Insight’s complete technology offering, including hardware, software, services, and solutions. - Develop solid business relationships within various decision-makers and influencers (elected officials, city managers, CIOs, CISOs, etc.) at all levels at each target account. - Understand each target customer’s business model, map their organization, and identify their unique technology needs. - Engage local partner field representatives from Microsoft, Cisco, HP, Dell, and VMware, collaborating on sales efforts and partnerships with target accounts. - Participate in ongoing product and skill training opportunities provided by IPS and outside sources to develop product knowledge and sales skills. - Identify new accounts and introduce the IPS value proposition to key decision makers within the account. - Position IPS’s solutions as a strategic advantage to our customers' long-term needs. - Use quarterly forecasting and pipeline management to manage sales growth. - Manage geographic territory using professional territory management skills. - Utilize Microsoft CRM application for professional account management tools and follow-up procedures. - Provide consistent and timely follow-up communication and action steps after every sales call. - Collaborate on sales strategies, discuss account trends, advise changes within accounts, and coordinate quotes and sales opportunities with Account Managers. Qualifications - 5+ years of experience selling technology hardware, software, or complex technical solutions to public sector customers, specifically in the SLED segment. - Experience managing clients with complex managed service agreements with annual contracts exceeding $10 million. - Strong network of contacts to immediately start calling. - Comfortable cold calling and experience in a sales “hunter” role, prospecting for new logo clients. - Documented history of making/exceeding quotas. - Bachelor’s Degree in Business Administration, Marketing, Computer Engineering, Computer Science, Management Information Systems, or equivalent experience. - Excellent communication skills and strong presentation skills. - Ability to travel up to 25% as needed. Benefits - Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year. - Core values of Hunger, Heart, and Harmony, guiding everything we do.

• Understands and contributes to contract negotiations. • Delivers reliable forecasts and accurate reporting for the territory. • Collaborates with marketing to build out the go-to-market (GTM) strategy. • Manages pipeline over long sales cycles. • Develops new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level. • Contributes to the development of product, market, and competitor knowledge. • Participates in events and tradeshows. • Maintains a commitment to the company’s sales processes, values, and target visions.

• Build highly targeted prospect lists using tools such as LinkedIn Sales Navigator, Apollo, and other prospecting platforms. • Execute personalized cold email and LinkedIn outreach campaigns. • Prospect, qualify, and develop new business opportunities. • Conduct discovery calls to understand client hiring needs. • Present HeyDelegate's outsourcing solutions and recommend the right talent strategy. • Prepare proposals, negotiate commercial terms, overcome objections, and close new business. • Maintain accurate CRM records, pipeline forecasts, and activity tracking. • Partner with our operations team to ensure a seamless client onboarding experience. • Consistently meet or exceed monthly sales targets.