Enterprise Account Executive - Federal

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Acquia is the open digital experience company. We provide the world's most ambitious brands with products built around Drupal to allow them to embrace innovation and create customer moments that matter. At Acquia, we believe in the power of community and collaboration — giving our customers and partners the freedom to build tomorrow on their terms.

Headquartered in the U.S., we have been named one of North America’s fastest growing software companies by Deloitte and Inc. Magazine, rated a leader by the analyst community, and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future and we want you to be a part of it!

The Enterprise Account Executive will handle and close deals in Acquia’s account and prospect base in the Federal marketplace. You are capable of building deep relationships with prospective customers, partnering with them to determine their needs and delivering outstanding service. Furthermore, the ability to work cross-functionally with demand generation and marketing teams to cultivate pipeline is a must.

Passion, drive, and creativity are just some of the basic skills and traits we are looking for in an Account Executive. Experience handling full-life cycle sales in an individual contributor environment, along with working with partners within the Federal Civilian and/or DoD markets to grow our business forward is key to being a successful Acquian representative.

Responsibilities:
  • Identify new business opportunities within the Federal Civilian and/or DoD markets. Engage with senior level executives within these organizations.
  • Develop positive relationships and identify prospect needs at all decision-making levels.
  • Stay current on competitor offerings and be able to identify their strengths and vulnerabilities.
  • Turn client feedback into impactful strategies to drive new business and address competitive risks.
  • Influence client decisions and advocate for client needs to bring a positive solution.
  • Work closely with various functional teams including Product Development, Partner team, Account Management and Project Management teams to ensure flawless implementation and effective ongoing account growth.
  • Collaborate effectively across internal teams and buil an atmosphere of trust and open communication.
  • Engage with our channel partners and various subject matter authorities to drive sales opportunities.
  • Travel to client meetings as needed.
The ideal candidate will have the following characteristics:
  • A minimum of 3-6 years of sales/client origination experience within the Federal market, preferably with CMS experience or PaaS/SaaS marketplace.
  • Demonstrated experience of selling sophisticated software and services to government clients.
  • Familiarity with government IT trends and sales cycles.
  • Experience with Federal opportunity pursuits and teaming within the SI and partner community.
  • Experience with large strategic deals including all phases of client development: prospecting, proposal development, negotiation and ongoing relationship management. Solid understanding of Federal procurement practices.
  • Have intellectual agility and an entrepreneurial mentality; demonstrates drive, initiative, energy in acquiring and serving clients.
  • Experience and the know-how to work in a start-up, fast paced technology environment.
  • Ability to learn and absorb new products quickly and rapidly adapt to changing business and customer demands.
  • Strong understanding of the SaaS business model for solutions delivery.
  • Confident presentation skills, and must have 'presence' in front of the C-suite customer with the communications skills to articulate a value proposition to a wide range of organizational and functional levels.
  • Bachelor’s Degree.

Acquia is an equal opportunity (EEO) employer. We hire without regard to age, color, disability, gender (including gender identity), marital status, national origin, race, religion, sex, sexual orientation, veteran status, or any other status protected by applicable law.

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Technology we use

  • Engineering
  • Sales & Marketing
    • GolangLanguages
    • JavascriptLanguages
    • PHPLanguages
    • PythonLanguages
    • jQueryLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • Ember.jsFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SymfonyFrameworks
    • MemcachedDatabases
    • MySQLDatabases
    • DrupalCMS

Location

Acquia is in the Financial District near Faneuil Hall and Post Office Square with tons of great restaurants and fun after-work venues to choose from!

An Insider's view of Acquia

What are some social events your company does?

For the past five years, the Boston office has partnered with the Wonderfund (www.wonderfundma.org) to pair Acquians with the holiday wish lists of local children. We sponsored 250 kids in 2019 and look forward to continuing our partnership in 2020!

Amy H.

Senior Talent Operations Partner

What projects are you most excited about?

There are a number of different projects we are always working on from maintenance and performance optimizations to new customer features. For me, the most exciting and rewarding projects are where we release a piece of functionality that excites and delights our customers and makes their jobs easier.

Rok

Senior Director, Engineering

How does the company support your career growth?

Our culture of continuous, lifelong learning allows every Acquian opportunities to learn, stretch and grow. With support and coaching from their managers and Global Learning Programs, Acquians have access to a robust online learning platform, a mentor program, and more. Every day offers the opportunity to take on unique challenges.

Amy P.

Senior Director, Global Talent Development

How do you empower your team to be more creative?

The trick to empowering creativity is encouraging frequent communication and iteration. Embrace behaviors, not platitudes, that remind the team there is no such thing as failure. Embed creativity and make it more than a tagline. Show that nothing is unsalvageable; focus on ‘why’ things occurred, and make everything a learning opportunity.

Brian

Manager, User Experience Research

How do your team's ideas influence the company's direction?

We are able to influence how content is delivered and monetized by global businesses in 2 ways. Acquia's founder created Drupal, the leading open source CMS in the world and we are proud of our close relationship with the Drupal community. We have also pivoted towards DXP capabilities and offer a full suite of solutions to our customers.

Charley D.

Vice President, Products

What are Acquia Perks + Benefits

Acquia Benefits Overview

Work/life balance is important to us. Employees take time off when they need it, and come back to work feeling refreshed. We offer up to 13 weeks of maternity and six weeks of paternity, partner and adoption leave, all paid at 100 percent. Our returning-parent transition program allows new parents to ease back into work. Office amenities include snacks and beverages, common areas, a game room, Friday afternoon Happy Hour, and Mac computers.

Culture
Volunteer in local community
In Boston, Acquia has partnered with Cradles to Crayons, Pine Street Inn, Wonderfund, TUGG (Tech Gives Back), Bow Market, Horizons for Homeless Children, and the Maurice J. Tobin School in Roxbury.
Friends outside of work
Eat lunch together
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Adoption Assistance
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Happy Hours
Fitness Subsidies
Professional Development Benefits
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available
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