Ensure renewals in installed accounts and drive growth within assigned accounts
Identify and develop relationships with C-suite and other business buying personas within your aligned account base
Maintain weekly/daily metrics, develop a sales pipeline in set accounts, successfully manage opportunities to closure, and ensure quota is met consistently (both quarterly and annually).
Produce accurate and timely forecasts.
Develop a complete understanding of all our product offerings, with emphasis on understanding LD and functional buyers
Understand the changing business and technology issues that our potential clients face
Basic Qualifications:
10+ years direct experience selling Enterprise SaaS or other solutions to universities, colleges, education systems, or equivalent accounts in an account management/relationship management role.
Experience consistently exceeding quota of $1 Million+, with proven success in accurately forecasting targets, and achieving sales commits.
Experience selling business services to university presidents, provosts, and deans and proven experience building excellent client relationships, offering value-added, insightful and strategic insight into their business. Experience selling into complex accounts is a must.
Proven track record of prospecting and generating demand from install base through upsell and cross selling.
Ability to work closely with Customer success teams to link and articulate business outcomes from learning.
Strong understanding of Challenger selling methodology and ability to articulate Why Buy - Why Now - Why Us and drive expansion in install base accounts.
The ability to work and thrive in a fast-paced sales environment. Effective presentation, organization, and time management skills.
Ability to travel 25% of the time to customer meetings, trade shows, and events as needed.
Preferred Qualifications:
Enterprise sales experience at a SaaS company.
Ability to hold your own in meetings with senior leaders from prospective partners and speak as a thought leader and visionary in the higher education space.
Strong written and verbal communication skills, strong analytical and creative problem solving abilities, excellent interpersonal skills, organizational, and operational skills.
Entrepreneurial drive and ability to work autonomously in fast moving, quickly-changing environments.