Acquisition Account Executive

Role Overview

• Drive growth: Consistently deliver top-line revenue through new customer acquisition, surpassing quota targets and securing high-value enterprise wins.
• Work with a handful of high potential growth customers
• Prospect relentlessly: Build and maintain a robust pipeline, targeting Fortune 1000 and large enterprise organizations.
• Consult at the executive level: Partner with senior decision makers to identify pain points and present Skillsoft’s Content and Platform as transformative solutions for their organization.
• Execute complex cycles: Run multi-threaded sales cycles, engaging multiple stakeholders across IT, HR, Finance, and business units.
• Partner cross-functionally: Work with specialist reps on cross-sell opportunities for new customers.
• Hunt aggressively: Apply a disciplined, process-driven sales approach. Selling is based on a process driven approach — X number of outreaches, Y conversations, Z meetings to build 4-5X coverage in pipeline.
• Collaborate broadly: With related sales, marketing, and support resources in the successful advancement of critical opportunities and market penetration.
• Prepare thoroughly for meetings with deep account research, executive-level agendas, and customized presentations coupled with impeccable follow-up.
• Master methodology: Develop deep expertise in Skillsoft’s sales plays, leveraging advanced strategies to engage, influence, and close complex deals with senior decision makers.
• Negotiate & close strategically: Maximize deal value and minimize time to close.
• Drive transformation: Shape and deliver business objectives that enable measurable impact and enterprise-wide change.
• Provide management: Communicate pipeline health, risk factors, opportunities, and progress to management for informed decision-making.

Requirements

• Minimum 8+ years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives with outstanding quota attainment history.
• Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale.
• Proficient knowledge/usage of Salesforce.com and MS Office Suite; disciplined in CRM hygiene and pipeline management.
• Ability to prospect with a structured activity model to maximize revenue growth and to navigate through complex organizations and sell to multiple decision-makers, including the “C Suite”
• Skilled at demonstrating solutions and speaking the language of corporate buyers and respectfully challenge their thinking.
• Ability to collaborate and leverage subject matter expertise in a matrixed sales environment, as well as operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude.
• Ability to understand complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements.
• Possess a disciplined, process-oriented approach to customer acquisition.
• Travel: up to 30-35%.

Tech Stack

• SFDC

Benefits

• medical
• dental
• vision
• paid time off