Account Executive - Mid Atlantic

Account Executive – Public Safety / 911

Territory: Ohio, Pennsylvania, Update NY, Kentucky, West Virginia

Travel: ~50%

So, what’s the role all about?

This role is responsible for driving net-new business, pipeline growth, and revenue within 911 Emergency Communications Centers and broader Public Safety agencies across a seven-state territory. The Account Executive will own the full sales cycle while acting as a trusted, consultative partner—positioning NiCE’s Public Safety solution portfolio through direct selling, partner collaboration, and solution expertise.

Success in this role requires balancing high-activity territory execution with deep understanding of Public Safety workflows, including 911 and Criminal Justice digital evidence processes, to win complex public-sector opportunities.

Key Responsibilities

Sales & Territory Execution

• Build and execute a strategic territory plan to drive meeting creation, pipeline growth, and revenue.
• Conduct consistent outbound prospecting and account-based outreach to generate first meetings and new opportunities.
• Manage the full sales cycle, including discovery, solution positioning, procurement navigation, and deal close.
• Deliver accurate weekly reporting on activity, pipeline creation, and forecasting.
• Achieve quarterly and annual pipeline and revenue targets.

Public Safety & Customer Engagement

• Develop strong relationships with 911 directors, supervisors, procurement teams, IT leadership, and executive stakeholders.
• Interview and engage multiple user groups within Public Safety agencies to understand operational workflows and challenges.
• Maintain and grow existing customer relationships to maximize long-term revenue and generate referral opportunities.
• Operate with a mission-driven mindset focused on improving staff well-being and operational performance within 911 centers.

Solution & Technical Collaboration

• Act as a solution expert, demonstrating NiCE capabilities and articulating differentiated value versus competitors.
• Conduct needs assessments and solution alignment in collaboration with Presales/Solutions Engineering.
• Support technical responses to RFPs, RFIs, and bids, including development of Scopes of Work (SOWs).
• Collect customer feedback on solution requirements and interface with Product Management on market needs and trends.
• Develop and deliver compelling presentations to end users, partners, consultants, and executive decision-makers.

Partner & Internal Collaboration

• Manage and co-sell with reseller and channel partners to expand territory coverage and accelerate opportunities.
• Collaborate cross-functionally with Marketing, Product Management, Business Development, Project Management, Legal, Professional Services, and Customer Support.
• Participate in marketing campaigns, demos, and demand-generation initiatives.

Required Experience & Skills

• 3–5+ years of technology sales and/or sales engineering experience within Public Safety, 911/PSAP, or Government sectors.
• Strong understanding of Public Safety and Criminal Justice workflows, including digital evidence processes.
• Proven success generating pipeline and closing deals in complex public-sector procurement environments.
• Experience working with government purchasing personnel, RFPs, bids, and state/federal contracts.
• Consultative selling approach with strong discovery, demonstration, and presentation skills.
• High-activity, disciplined sales execution with exceptional work ethic.
• Strong communication, technical aptitude, and creative problem-solving skills.
• Ability to influence senior decision-makers and build trust across multiple stakeholder groups.

Education

• BA/BS in Computer Science, Information Systems, or a related field (or equivalent experience).

Success Measures

• Weekly meeting creation and pipeline growth targets consistently achieved.
• Healthy, forecastable pipeline aligned to quarterly revenue goals.
• Successful execution of co-selling motions with partners.
• Positive feedback from customers, partners, and internal cross-functional teams.