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B2B Sales Executive

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Job ID 19REQ-00115 Location Austin, Texas Company Name Gila, LLC

Founded in 1991, Gila offers business process outsourcing focusing on revenue enhancement services. We serve state governments, transportation authorities, municipal government entities and other public entities, using a technology platform that delivers exceptional customer service. GILA is a wholly owned subsidiary of Navient Corporation. Headquartered in Wilmington, Delaware, Navient employs team members in Southwest OH, Western New York, Northeastern Pennsylvania, Indiana, Tennessee, Texas, Virginia, and other locations. Learn more at navient.com

JOB SUMMARY:

This is a non-supervisory position in which the individual will represent Gila and Navient as leaders in providing electronic payment processing solutions for state and local government entities.  As an end-to-end Outbound SLB (Small to Large Business) representative, the B2B Sales Executive will be responsible for professionally contacting leads and to reach decision makers employed by software vendors which also provide services to government.  The B2B Sales Executive will partner and collaborate with these decision makers in order to have their software utilize Gila and Navient payment systems to power credit card and eCheck transactions.

B2B Sales

  • Develop a high-value pipeline and leverage experience and existing industry connections to build and accelerate opportunities through close
  • Build a network of referral agents for which revenue share agreements can be built in order to facilitate partnerships between Gila/Navient payments and government software providers
  • Build rapport rapidly through the lead generation portion of the sales cycle and through this rapport, uncover prospect needs and challenges and intelligently position Gila and Navient solutions to address
  • Leverage and improve best practices to create new sales opportunities not yet identified
  • Maintain an expert level of comprehensive knowledge of Gila and Navient’s payment service solutions and of the capabilities of prospects’ software suites
  • Maintain communication with prospects after the close of a sales cycle, and remain a point of contact throughout the following contract term
  • Communicate requests from prospects to the Gila and Navient payment application development team, and articulate changes that may be necessary to progress an opportunity to close
  • Possess a passion for technology sales
  • Provide superior brand representation while maintaining high quality standards
  • Generate leads through cold contacts and also follow leads through warm contacts
  • Report on all progress for opportunities through the company’s reporting tools (presently Salesforce)
  • Meet at regular intervals with internal stakeholders to include but not limited to the Product Owner and Division’s Senior Director in order to stay apprised of short-term and long-term technology development initiatives so as to capitalize on these during the sales process
  • Attend in-person presentations and host webinar presentations as needed to progress opportunities to close
  • Participate in the process of designing and refining pitch decks, marketing materials, and email marketing campaigns through collaboration with multiple departments at Navient and Gila
  • Attend conferences for stakeholder government entities and software providers

Product Design

  • Participate in the process of reviewing, suggesting changes to, and providing feedback for product development cycles for Gila and Navient’s payment solutions
  • Maintain awareness of changes to partner companies’ government software applications and regularly communicate this to the Gila and Navient development team so we maintain a proactive posture with future enhancements
  • Liaise with prospects and clients during testing phases to confirm satisfaction with the final product after changes to Gila’s and Navient’s payment systems are pushed to production
  • Participate in strategic planning sessions and communicate to IT and executive management at Navient any client feedback regarding payment solutions which can help shape long term strategy

MINIMUM REQUIREMENTS:

  • 5+ years of payment industry experience, specifically in credit card merchant processing
  • 7+ years of quota bearing sales into small to large businesses (preferably representing electronic payment solutions or SaaS)
  • Proven succes of exceptional goal attainment, high quality and brand integrity preservation required in a metric driven environment
  • Excellent interpersonal and communication skills (verbal and written) including outstanding telephone presence and demonstration skills
  • Ability to leverage data to evolve your approach to prospects and clients
  • Self-motivated and accountable combined with a strong sense of teamwork
  • Outstanding attention to detail
  • Proven ability to secure stakeholder buy-in within a matrixed corporate environment, specifically in regard to the expeditious treatment of initiatives which are necessary to close viable and pending opportunities
  • Expertise in all Microsoft Office products
  • Familiarity with Salesforce
  • Tech-savvy with an affinity for innovative and emerging technology


All offers of employment are contingent on standard background checks. Navient and certain of its affiliated companies are federal, state and/or local government contractors. Should this position support a Federal Government contract, now or in the future, the successful candidate will be subject to a background check conducted by the U.S. Government to determine eligibility and suitability for federal contract employment for public trust or sensitive positions. Positions that support state and/or local contracts also may require additional background checks to determine eligibility and suitability.

EOE Race/Ethnicity/Sex/Disability/Protected Vet/Sexual Orientation/Gender Identity. Navient Corporation and its subsidiaries are not sponsored by or agencies of the United States of America.

Navient is a drug free workplace.

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