Overview:

Team Overview

Responsibilities:

Description

• Ability to work with both existing and new customer base to promote new products and services with emphasis on building new relationships and establishing new logos.
• Develop and execute on quality account plans, across all key roles and total TAM.
• Find, progress and close new logo and cross-sell business with both K-12 districts and State DOE (dependent on state strategy).
• Will work face to face and virtually, building relationships with customers including district/state Superintendents, Chief Information Officers, business officials and other district administrators, teachers and staff – top down and bottom up.
• Build and maintain a 4x pipeline with excellent forecast accuracy practices.
• Proactively address client business issues and challenges, overcome objections and obstacles.
• Develop tailored proposals with executive-level summaries, be able to put together complex multi-year contracts.

Qualifications:

Minimum Qualifications

• Minimum of 5+ years of relevant and related work experience.
• Bachelor’s degree or equivalent, or equivalent years of relevant work experience.
• Additional experience may be substitute for an advanced Degree.
• Proven history of carrying and attaining quarterly/annual quota targets (with a minimum of $1.5m as an annual target)
• Proven experience in managing long, complex sales cycles (9+ months) and orchestrating various groups (Sales, Solution Engineers, Marketing, Engineering, Executives, etc) in flawless sales execution across an accounts multiple buying personas.
• Master at profiling under penetrated accounts, strategizing on ways to develop net-new relationships at all levels of the account, including the c-suite.
• Experience (preferred) in managing and State-level agency relationships/accounts (e.g. a State’s Department of Education) and consortiums
• K-12 or Ed Tech experience preferred, but by no means a hard requirement

Preferred Qualifications

• K-12 or Ed Tech experience preferred, but by no means a hard requirement
• Ideally has experience from selling business applications (e.g. CRM, ERP, Analytics)
• Target companies – Salesforce.com, Microsoft, SAP, Oracle, Service Now, IBM, Workday and other smaller Ed Tech companies
• History of success in building and executing territory plans for accounts that have minimal existing footprint. Key to success in this role will be the ability to build relationships quickly to accelerate pipeline generation in these underpenetrated accounts.

Compensation & Benefits:

Compensation & Benefits

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
• Flexible Spending Accounts and Health Savings Accounts
• Short-Term Disability and Long-Term Disability
• Comprehensive 401(k) plan
• Generous Parental Leave
• Unrestricted paid time off (known as Discretionary Time Off - DTO)
• Wellness Program, including Class Pass & Employee Assistance Program
• Tuition Reimbursement
• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage

EEO Commitment:

EEO Commitment