Conduent is the world’s largest provider of diversified business process services with leading capabilities in transaction processing, automation, analytics and constituent experience. We work with both government and commercial customers in assisting them to deliver quality services to the people they serve.
We manage interactions with patients and the insured for a significant portion of the U.S. healthcare industry. We are the customer interface for large segments of the technology industry and the operational and processing partner of choice for public transportation systems around the world.
Whether it’s digital payments, claims processing, benefit administration, automated tolling, customer care or distributed learning – Conduent manages and modernizes these interactions to create value for both our clients and their constituents. Learn more at Conduent.com
Position Summary: The Sr. Sales Executive is an individual contributor reporting to the Vice President of Sales for Conduent Transport Solutions. In this role, you will lead sales pursuits of new logo business in targeted agencies, as well as manage assigned existing accounts in the public transit space. Your focus will be selling fare collection and CAD/AVL solutions into Transit Agencies in the United States.
•Delivers or exceeds assigned quota in targeted services and accounts while creating substantial well-qualified pipeline (3-4X quota)
•Provides accurate, timely forecasting and reporting in CRM tools, detailing critical insights to leadership on deal status and account activity.
•Develops and drives execution of client plans, sales call plans, win strategies, and price to win targets on specific deal pursuits.
•Seen internally and externally as the deal sales team leader in identification, validation, qualification and capture activities
•Leads internal bid team in qualification, proposal development, review process and presentations
•Establishes deep relationships as a trusted adviser with customers, competitors, teammates, and subcontractors. Knows key players and influencers and understands customer buying (RFP) and procurement processes
•Understands competitive positioning and how to shape deals and offerings. Forms well-positioned teams and leads identification of teaming partners and teaming agreements.
•Responsible for generating sales for territory or assigned accounts by interacting with established customers and/or developing new prospects.
•Identifies leads and makes initial customer contact.
•Qualifies, researches, tracks and develops leads into viable business opportunities
•Educates clients on Conduent Transport Solutions technical and professional capabilities.
•Conducts scanning of internal and external environment in which Conduent Transport Solutions, competitors and potential/existing clients operate.
•Builds and maintains network of colleagues, partners and customers to share information and obtain prospects.
•Develops and makes business case presentations to clients.
•Assists management team in proposal preparation activities.
•Participates in trade shows, conferences, etc. to sustain industry and client awareness of Conduent Transport Solutions services and capabilities.
•Demonstrates knowledge of all of the organization's products and services.
•May possess specialized knowledge on specific transportation and transit related products or services such as fare collection, payments, payment processing, CAD/AVL and ITS solutions.
•All other duties as assigned.
Experience Required: Prior experience selling into government agencies and deep understanding of government procurement processes is a REQUIREMENT. Selling into and working with transportation and transit agencies is preferred. Demonstrated team leadership skills are strongly preferred. Specific requirements include:
•Current contacts and demonstrated new business wins at local and/or state government agencies, including transit authorities.
•Achievement in quota-carrying sales roles and demonstrated development of substantial qualified new pipeline resulting in wins
•Demonstrable ability to influence teammates, management and stakeholders with clear and articulate reasoning expressed through persuasive written and verbal communication
•Strong administrative and analytical skills and ability to operate in complex internal environment
•Ability to proactively build teams, internally and externally, and collaborate across functions with a sense of political awareness. Strong sense of urgency coupled with situational leadership and ability to lead and work within a team. Makes the team better and is not high maintenance.
•Strong capture and proposal management capabilities
•BS/BA degree or equivalent desired with at least 10 years of progressively responsible experience
To apply, please sumbit an application at: https://conduent.taleo.net/careersection/conduent_external_portal/jobdetail.ftl?job=17007517
Conduent is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Conduent Business Services or one of its subsidiaries may request such accommodation(s) by sending an e-mail to accommodations@Conduent.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking