Account Executive

Description

The Account Executive is responsible for owning and growing Tyler’s Enterprise ERP business within an assigned mid-west to western U.S. territory. This role leads the full enterprise sales cycle, including territory strategy, account planning, demand creation, executive engagement, discovery, competitive positioning, solution development, procurement and RFP strategy, negotiation, and contract close. The Account Executive is expected to build trusted relationships with public sector leaders, create opportunities before active procurements begin, and connect Tyler’s Enterprise ERP solution to each organization’s strategic, operational, and financial priorities. Success requires disciplined territory ownership, strong business acumen, accurate forecasting, and consistent achievement of growth, revenue, and quota objectives.

Territory: States in the mid-west to western part of the United States.

Compensation note: The salary range listed is for base salary and does not include on target earnings under the commission plan.

Responsibilities

• Own the assigned territory by developing and executing a strategic sales plan, identifying priority accounts, building account plans, understanding current ERP solutions, and creating qualified pipeline.
• Create demand through consistent prospect engagement, including onsite visits, phone, email, virtual meetings, industry events, networking, referrals, and other targeted business development activities.
• Develop and maintain trusted relationships with executive and departmental stakeholders, including CFOs, CIOs, City Managers, County Administrators, Finance Directors, HR leaders, procurement leaders, and other decision makers, connecting Tyler capabilities to strategic priorities, modernization goals, business outcomes, and long-term organizational value.
• Lead comprehensive discovery across business and technical stakeholders to understand objectives, operational challenges, current systems, decision criteria, procurement approach, organizational dynamics, and desired outcomes.
• Develop and maintain a clear strategy for each qualified opportunity, including stakeholder mapping, decision criteria, competitive positioning, incumbent and consultant influences, procurement dynamics, risks, next steps, and a path to successful close.
• Shape future project scope with prospective organizations and coordinate the appropriate Tyler solution, services, implementation approach, and corresponding cost estimates.
• Lead the Request for Proposal (RFP) process from strategy through submission, presentations, demonstrations, best and final offers, negotiations, and follow up, ensuring internal tasks are completed accurately and on time.
• Lead software demonstrations by establishing objectives, developing agendas and messaging, coordinating internal resources, and owning follow up actions.
• Conduct persuasive presentations and business value discussions with executive and departmental audiences, including customer specific messaging and positioning.
• Coordinate effectively with Tyler teams including sales leadership, marketing, business development, solutions consultants, implementation, support, product management, development, legal, and contracting resources.
• Lead opportunities through strategy, negotiation, contracting, and successful close while maintaining appropriate expectations with prospective customers throughout the sales process.
• Maintain accurate prospect, opportunity, pipeline, and forecast information in Microsoft Dynamics CRM and clearly communicate deal strategy, risks, next steps, expected timing, and probability of close to sales leadership.
• Meet or exceed annual sales goals and other performance objectives established by the company.
• Represent Tyler at applicable regional and national trade shows, industry conferences, customer events, and other market activities.
• Stay current on Tyler products, public sector trends, ERP technology, implementation approaches, competitive offerings, and industry developments relevant to prospective customers.
• Travel as needed to support territory development, prospect meetings, demonstrations, presentations, industry events, and deal execution, with approximately 50% business travel expected.

Qualifications

• 5 or more years of successful technology sales experience, with experience selling complex ERP solutions or other large-scale software platforms preferred.  Public sector software sales experience is highly desirable. 
• Demonstrated success managing complex territories, creating pipelines through both company generated and self generated demand, and developing territory, account, and opportunity strategies.
• Experience managing long, complex sales cycles involving multiple stakeholders, executive decision makers, formal procurements, RFPs, competitive evaluations, negotiations, and contracting.
• Strong executive selling, discovery, presentation, facilitation, negotiation, and influencing skills, with the ability to connect technology capabilities to strategic, operational, and financial outcomes.
• Experience successfully managing and exceeding a significant enterprise software sales quota, with disciplined pipeline management, accurate forecasting, deal risk identification, and clear close strategies.
• Strong analytical, strategic thinking, problem solving, written, verbal, and interpersonal skills, with the ability to build credibility and manage multiple complex opportunities simultaneously.
• Proven self starter who demonstrates accountability, sound judgment, curiosity, coachability, and the ability to work effectively both independently and as part of a team.
• Bachelor’s degree in business, sales, marketing, computer science, or a related field preferred, or equivalent relevant experience.
• Proficiency with Microsoft Office applications and experience using pipeline management software (i.e. Microsoft Dynamics CRM) to manage sales processes, forecasts, and correspondence is preferred.