SOLUTION SALES EXECUTIVE, Public Sector
Apex Systems, Albany, NY, United States
Job Description
The Solution Sales Executive (SSE) is a specialized sales professional focused on a specific industry or segment, responsible for generating and closing opportunities within the industry’s accounts. Unlike generalist account managers, the SSE brings deep domain expertise (e.g., Retail & Hospitality, Life Sciences, Banking, Telecommunications) and works collaboratively with account leaders to expand Apex’s business in that niche.
Opportunity Identification & Development
Proactively identifies new opportunities within existing accounts.
Engages client stakeholders (often technical managers or business owners) to uncover pain points and requirements related to their specialty.
Applies domain knowledge and deep customer knowledge to recommend relevant Apex solutions, seeding ideas for projects or services.
Builds and maintains a healthy pipeline of solution‑specific opportunities across assigned accounts.
Works toward achieving a defined solution sales quota or contribution target.
Monitors pipeline progress and keeps account teams and Segment Leaders informed for their specialty.
Adjusts tactics as needed to meet goals, such as organizing solutions workshops or targeted marketing initiatives.
Solution Consultation & Shaping
Leads the consultative selling process for specific solutions.
Analyzes client challenges, designs a high‑level solution approach (often with a solution architect), and clearly communicates value and technical details of proposed solutions.
Tailors messaging and demonstrations to the client’s context, leveraging success stories and assets from similar engagements.
Acts as a solution consultant during the pre‑sales cycle to build client confidence.
Manages the full sales cycle for solution deals, from initial qualification through proposal, negotiation, and close – ensuring alignment with the overall account strategy.
Collaborates closely with account leaders (Client Partner/Executive Client Partner) to integrate solution sales into broader account planning, ensuring cohesive messaging and avoiding siloed efforts.
Keeps the Client Partner informed and engaged for support, while taking ownership of driving the deal to closure.
Internal Collaboration & Coordination
Collaborates extensively with internal teams.
Partners with Industry Tech Executive and delivery SMEs to gather solution designs and effort estimates for proposals.
Coordinates with the account’s Client Success Executive to understand delivery implications and ensure smooth execution of sold solutions.
Alig
As an embedded member of the industry team, aligns with account managers to prioritize pursuits and share insights.
Job Requirements
Bachelor’s Degree in Business, Communications, or related field.
8+ years in technology consulting or solution sales within the relevant capability, with in‑depth understanding of the solution’s value proposition, typical use cases, and implementation challenges.
Able to credibly discuss solution benefits and trade‑offs with technical stakeholders; hands‑on background (e.g., former engineer or consultant) in that domain is a plus.
Proven success in selling technology solutions, ideally with multiple closed deals in the $500K–$5M range.
Strong track record of meeting sales targets by converting specialist opportunities.
Adept at both cultivating new demand and responding to inquiries in a way that significantly differentiates Apex from niche competitors in the solutions area.
Excellent consultative selling and needs‑analysis skills with the ability to ask probing questions, educate clients on complex topics, and guide toward recognizing the value of a solution.
Comfortable doing product/service demonstrations or workshops.
High credibility and rapport‑building skills with mid‑level client experts.
Effective collaborator within integrated account teams, keeping internal account leadership informed and aligning solutions pursuits with account objectives.
Experience working in a matrix sales environment with joint accountability.
Excellent communication skills to keep all stakeholders informed and aligned.
Self‑motivated and proactive in pipeline generation with the ability to creatively leverage internal and external resources (marketing, partners, webinars, etc.) to stimulate interest in their solution area.
Strong negotiation skills for scope and price within deal frameworks.
Demonstrated ability to handle common objections for their solution and navigate procurement hurdles in collaboration with account leaders.
Target‑driven consistently working to achieve quarterly and annual solution sales goals, persistently following up on leads and nurturing prospects over time.
Hybrid with 2 days in‑office.
Our Comprehensive Benefits
Health, Dental and Vision Insurance
Health Savings Accounts (HSA) with Employer Contribution
Flexible Spending Accounts
Long and Short‑Term Disability
Life Insurance
Voluntary Benefits
Employee Assistance Program
Wellness Incentives
Vacation and Holiday Pay
401(k) Retirement Plan with Employer Match
Employee Stock Purchase
Training and Advancement opportunities
Tuition Reimbursement
Birthdays Off
Referral Program
Team Building Events
Discount Programs
Apex Systems is an equal opportunity employer. We do not discriminate or allow discrimination on the basis of race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), age, sexual orientation, gender identity, national origin, ancestry, citizenship, genetic information, registered domestic partner status, marital status, disability, status as a crime victim, protected veteran status, political affiliation, union membership, or any other characteristic protected by law. Apex will consider qualified applicants with criminal histories in a manner consistent with the requirements of applicable law. If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation in using our website for a search or application, please contact CorporateRecruiting@apexsystems.com.
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Opportunity Identification & Development
Proactively identifies new opportunities within existing accounts.
Engages client stakeholders (often technical managers or business owners) to uncover pain points and requirements related to their specialty.
Applies domain knowledge and deep customer knowledge to recommend relevant Apex solutions, seeding ideas for projects or services.
Builds and maintains a healthy pipeline of solution‑specific opportunities across assigned accounts.
Works toward achieving a defined solution sales quota or contribution target.
Monitors pipeline progress and keeps account teams and Segment Leaders informed for their specialty.
Adjusts tactics as needed to meet goals, such as organizing solutions workshops or targeted marketing initiatives.
Solution Consultation & Shaping
Leads the consultative selling process for specific solutions.
Analyzes client challenges, designs a high‑level solution approach (often with a solution architect), and clearly communicates value and technical details of proposed solutions.
Tailors messaging and demonstrations to the client’s context, leveraging success stories and assets from similar engagements.
Acts as a solution consultant during the pre‑sales cycle to build client confidence.
Manages the full sales cycle for solution deals, from initial qualification through proposal, negotiation, and close – ensuring alignment with the overall account strategy.
Collaborates closely with account leaders (Client Partner/Executive Client Partner) to integrate solution sales into broader account planning, ensuring cohesive messaging and avoiding siloed efforts.
Keeps the Client Partner informed and engaged for support, while taking ownership of driving the deal to closure.
Internal Collaboration & Coordination
Collaborates extensively with internal teams.
Partners with Industry Tech Executive and delivery SMEs to gather solution designs and effort estimates for proposals.
Coordinates with the account’s Client Success Executive to understand delivery implications and ensure smooth execution of sold solutions.
Alig
As an embedded member of the industry team, aligns with account managers to prioritize pursuits and share insights.
Job Requirements
Bachelor’s Degree in Business, Communications, or related field.
8+ years in technology consulting or solution sales within the relevant capability, with in‑depth understanding of the solution’s value proposition, typical use cases, and implementation challenges.
Able to credibly discuss solution benefits and trade‑offs with technical stakeholders; hands‑on background (e.g., former engineer or consultant) in that domain is a plus.
Proven success in selling technology solutions, ideally with multiple closed deals in the $500K–$5M range.
Strong track record of meeting sales targets by converting specialist opportunities.
Adept at both cultivating new demand and responding to inquiries in a way that significantly differentiates Apex from niche competitors in the solutions area.
Excellent consultative selling and needs‑analysis skills with the ability to ask probing questions, educate clients on complex topics, and guide toward recognizing the value of a solution.
Comfortable doing product/service demonstrations or workshops.
High credibility and rapport‑building skills with mid‑level client experts.
Effective collaborator within integrated account teams, keeping internal account leadership informed and aligning solutions pursuits with account objectives.
Experience working in a matrix sales environment with joint accountability.
Excellent communication skills to keep all stakeholders informed and aligned.
Self‑motivated and proactive in pipeline generation with the ability to creatively leverage internal and external resources (marketing, partners, webinars, etc.) to stimulate interest in their solution area.
Strong negotiation skills for scope and price within deal frameworks.
Demonstrated ability to handle common objections for their solution and navigate procurement hurdles in collaboration with account leaders.
Target‑driven consistently working to achieve quarterly and annual solution sales goals, persistently following up on leads and nurturing prospects over time.
Hybrid with 2 days in‑office.
Our Comprehensive Benefits
Health, Dental and Vision Insurance
Health Savings Accounts (HSA) with Employer Contribution
Flexible Spending Accounts
Long and Short‑Term Disability
Life Insurance
Voluntary Benefits
Employee Assistance Program
Wellness Incentives
Vacation and Holiday Pay
401(k) Retirement Plan with Employer Match
Employee Stock Purchase
Training and Advancement opportunities
Tuition Reimbursement
Birthdays Off
Referral Program
Team Building Events
Discount Programs
Apex Systems is an equal opportunity employer. We do not discriminate or allow discrimination on the basis of race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), age, sexual orientation, gender identity, national origin, ancestry, citizenship, genetic information, registered domestic partner status, marital status, disability, status as a crime victim, protected veteran status, political affiliation, union membership, or any other characteristic protected by law. Apex will consider qualified applicants with criminal histories in a manner consistent with the requirements of applicable law. If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation in using our website for a search or application, please contact CorporateRecruiting@apexsystems.com.
#J-18808-Ljbffr