Senior Account Executive – Academic

Role Overview

• Own and drive strategic client and partner prospecting, key presentations, negotiations, contract development and product solutions with key stakeholders and executives, ensuring all deliverable milestones are met to win new logos and support company revenue goals.
• Develop and employ a deep and evolving understanding of the US academic market landscape including policy, macro-economic market trends, labor or demand side dynamics, emerging technologies, and competitive landscape.
• Create, maintain, and execute creative and applicable account penetration strategies for top tier account assignments and targets.
• Consistently conduct high-touch, strategic prospecting efforts in collaboration with account based marketing (ABM) campaign programs and Sales Development Representative activities.
• Create sales pipelines through best-practices, disciplined networking, prospecting, discovery, and qualification techniques.
• Maintain a deep understanding of influential education technology company’s whose core mission is to serve Academic markets exploring relationships where significant leverage exists.
• Comfortable and experienced with the RFI/RFP process and willing to quarterback the process cross functionally within and across Skillable.
• Be accountable to produce self-sourced first meetings (in addition to those generated through Demand Generation programs) in order to generate sufficient pipeline coverage for sales quota target.
• Document and regularly maintain sales opportunity data and provide accurate sales forecasting through internal systems.
• Manage the full sales cycle from lead to close including choregraphing the proper use of Skillable assets and cross-functional resources.
• Work closely with Skillable’s Chief Growth Officer and sales leadership and broader sales organization to develop sales strategy, monitor and analyze KPIs, and beat organizational revenue goals as a team.
• Serve as a trusted advisor to understand your prospects’ desired organizational and institutional outcomes, dynamics and details of their organization and propose appropriate solutions and services to ensure satisfaction and success.
• Understand and sell a complete virtual labs solution, along with content, services, and support to ensure customers’ technology skills training, development, and validation needs are met.
• Continuously partner with internal product, technology and customer experience teams to stay aware of key product features and differentiators.
• Consistently and regularly meet or exceed quarterly and annual quotas.
• Support and promote the company values through positive interactions with both internal and external partners and customers on a regular basis.
• Other strategic business initiatives or cross-functional project involvement as required.

Requirements

• 10+ years of applicable experience in technology sales environments; 5+ years of experience selling directly to US Academic / Higher Education customers required.
• Accessible network of customers, partners and key stakeholders with the US Academic markets strongly preferred.
• Full-cycle new business acquisition selling experience in HR, Learning & Development, or ed-tech space strongly preferred.
• Able to reach mutually beneficial agreements and resolve differences through dialogue and compromise.
• Skilled in managing stakeholders at all levels of an organization, ensuring alignment and consensus during negotiations.
• Demonstrated ability to sell enterprise solutions in a 100% remote environment through strong digital selling skills including effective written communication, social selling, and engaging online presentations.
• Experience working through and navigating longer sales cycles up to two years.
• Knowledge of evolving technology based education trends and the relative impact and influence within higher education.
• Strong problem-solving and business analysis skills.
• Naturally inquisitive with a desire to solve problems and dig into detailed analysis.
• Proven ability to communicate effectively to various audiences/levels including leadership through various mediums.
• Ability to take complex matters and deconstruct them into concise, impactful messages.
• Ability to present and convey material both formally and informally to various personas.
• Demonstrated ability to prioritize and manage workload.
• Strong MS Office, web conferencing and internal communication software skills.
• Detail oriented and organized.
• High-level of enthusiasm, integrity, professionalism, and confidence.

Benefits

• Fully remote with a monthly stipend to pay for office services and supplies
• Medical (2 plan options), dental (2 plan options), vision, health savings account with generous employer contributions, healthcare spending accounts, dependent care spending accounts, EAP, group paid life insurance, group paid STD and LTD and voluntary life/AD&D insurance, accident and critical illness options.
• 401(k) with Company match, tuition reimbursement, healthy lifestyle reimbursements.
• Open PTO, Paid holidays, bereavement leave, parental leave, caregiver leave and paid FMLA leave.
• Friends and Family Friday to end our standard workweek at 2pm local time; Full company closure during the 4th of July holiday week.
• Access to pet insurance; Access for employees and dependents to Skillable learning opportunities through our product and more!