Navigate complex Higher Education and School District procurement processes and cycles Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1 x per quarter Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs) Build and maintain strong relationships with CI - Os, IT Directors, Procurement Officers, and other key stakeholders Apply industry knowledge and research Travel onsite to key customers for executive presentations, user group presentations, and industry specific events Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, Saas, and digital transformation Execute a solution-based sales process encompassing multiple groups within accounts with 5 k-20 k employees Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewals Articulate and demonstrate Smartsheet's unique organizational solutions and functional value Build executive awareness, sales pipeline and bookings growth within your territory Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close business Develop tailored proposals based on customers desired outcomes Use sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform Work with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal You Have: 7 years of years of full cycle sales experience (prospecting to close) in a technology oriented field. Saas is highly preferred but not required. Proven track record of success selling into state and local governments, K-12, or higher education institutions. Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.). Experience maintaining customer relationships and maintaining relationships in a B 2 B environment Ability to travel as needed within the assigned region Experience prospecting and managing a designated territory to maximize revenue growth The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization A data-driven sales approach that informs your process and guidance to customers The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful Strong relationship management skills and the ability to manage strategic interactions with senior level management Familiarity of CRM software packages and proficiency with Google Suite Excellent written and verbal communication skills Current US