Account Executive - California - Kofile Technologies

Company Description

Kofile has a proud legacy serving our government clients, as the market leader of high growth, tech-enabled services.

While our roots run deep in the art and science of historical document preservation, it is our future that excites us, our people, and our investors. We are focused on enabling government to operate at the speed of business, while providing the constituents they serve with real-time access to information. Information ‘now’ is the expectation, and Kofile is responding to the call.

We are a privately held company with strong financial support from our private equity owner, Audax. Our aggressive growth goals have been realized to date through organic growth and we have a focus on inorganic potential on the near horizon.

We are on a journey, evolving an organization with a powerful legacy, solid market presence, strong client advocates, and unmatched experience, to new heights with expanded offerings through organic and inorganic growth.

The opportunities at Kofile are endless. The person who can plan, inform, lead, encourage, and deliver will be able to drive their career and play a key role in building our company.  We offer our teammates competitive pay, strong benefits, training, advancement and mentorship from subject matter experts.  We look forward to meeting you and showing you the Kofile way!

Kofile Account Executive - Northern California

Position Overview:

A Kofile Account Executive Representative is responsible for developing and maintaining relationships with state agencies and entities in order to promote and sell products or services offered by Kofile. This role requires an understanding of government procurement processes, regulations, and policies, as well as excellent communication and negotiation skills.

Must reside in Northern California

50% travel – Remote Work

Responsibilities and Duties

Government Market Analysis:

• Research and analyze the city/county government market to identify potential opportunities for sales.
• Stay informed about government budgets, initiatives, and procurement priorities.

Prospecting and Lead Generation:

• Identify and qualify potential customers through various channels such as cold calling, email campaigns, networking events, and social media.
• Research and understand the needs and pain points of prospective clients.

Sales Presentations and Demonstrations:

• Conduct sales presentations and product demonstrations to showcase the features, benefits, and value proposition of the solution.
• Tailor presentations to address the specific requirements and challenges of each prospect.

Consultative Selling:

• Adopt a consultative approach to sales by understanding the customer's business objectives, processes, and challenges.
• Recommend solutions that align with the customer's needs and objectives, providing customized solutions where necessary.

Proposal Development and Negotiation:

• Prepare and present proposals outlining the solution, pricing, and terms of service.
• Negotiate contracts and terms with prospective clients, addressing any objections or concerns they may have.

Relationship Building:

• Establish and cultivate strong relationships with key decision-makers within government agencies and local or national channel partners.
• Collaborate with government officials, procurement officers, and relevant stakeholders to understand their needs and requirements.
• Follow up with customers regularly to ensure satisfaction and identify opportunities for upselling or cross-selling.

Product or Service Promotion:

• Develop a comprehensive understanding of the products or services offered by the organization.
• Create and deliver persuasive presentations and proposals tailored to government agencies' specific needs and objectives.
• Attending Government conferences to educate the market on Kofile.

Government Procurement Process:

• Navigate and guide the organization through the complex government procurement process.
• Ensure compliance with all state and federal procurement regulations and policies.

Competitive Analysis:

• Monitor competitors' activities and offerings in the government sector.
• Develop strategies to differentiate the organization's products or services from competitors.

Marketing and Promotion:

• Collaborate with marketing teams to identify marketing materials and campaigns targeting government agencies.
• Support partners with marketing initiatives, including co-branded campaigns and events.

Proposal Development:

• Prepare and submit competitive bids and proposals for government contracts either direct or through partners.
• Collaborate with internal teams, such as legal and finance, to ensure proposal compliance and accuracy.

Contract Negotiation:

• Negotiate contract terms, pricing, and conditions with government agencies.
• Address any concerns or objections raised during negotiations.
• Assist channel partners in negotiating contracts and agreements with government clients.

Continuous Learning and Development:

• Stay updated on sales techniques, best practices, and industry developments through ongoing training and professional development.
• Seek feedback from colleagues and mentors to continuously improve sales skills and performance.

Pipeline Management and Forecasting:

• Manage a sales pipeline effectively, tracking leads, opportunities, and sales activities in CRM (Customer Relationship Management) software. Prioritize opportunities based on their potential value and likelihood of closing.
• Well organized and self-starter looking to grow the Pacific NW region.

• Bachelor's degree in business, marketing, public administration, or a related field.
• Proven experience in government sales or channel sales, with a track record of successful contract acquisitions.
• Strong knowledge of the government procurement processes and regulations.
• Excellent communication, negotiation, and presentation skills.
• Demonstrated ability to set goals and achieve them
• Ability to build and maintain strong relationships with government officials and partners.
• Analytical skills to assess market trends and identify opportunities.
• CRM background in Salesforce.
• CPQ - Configure Price and Quote
• Experience selling SaaS based solutions
• Hunter mentality to find new business and maintain it.
• Ethical and compliance-oriented mindset.
• Experience working with RFP’s and government contracts.
• Quota attainment success over a 3-5 year period
• Willingness to travel 50% of the time

#kofile2022

Benefits: 

As a full-time employee, you will receive access to the following benefits

• Leadership and career development opportunities
• Low cost insurance (medical, dental, vision, life & disability)
• 401(k) plan (company matching)
• Paid holidays 
• PTO 
• Paid maternity & paternity leave
• Educational assistance
• Business casual environment