Outside Sales Consultant/Account Executive

Follett Software is dedicated to empowering educators with innovative technology that enhances student success. They are seeking an Outside Sales Consultant/Account Executive to expand their market presence in North America, focusing on building relationships with district-level customers and achieving sales targets.

Responsibilities:

• Develop and execute a comprehensive sales strategy to target and acquire district-level customers
• Meet or exceed sales quotas and targets by consistently securing new district-level customers and upselling/expanding existing customers
• Build and maintain 3x sales pipeline
• Establish and maintain relationships with district administrators, department heads, and other key stakeholders within potential and existing districts
• Understand their business objectives and pain points
• Travel to customer locations as needed, attend trade shows, and conferences
• Gain in-depth knowledge of Follett’s products and services to effectively communicate how they can meet the unique needs of our K-12 clients
• Provide product demonstrations and presentations as needed
• Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges
• Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements
• Stay up-to-date with K-12 market trends, and competitors to identify new business opportunities and maintain a competitive edge
• Maintain accurate and up-to-date records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software
• Provide regular reports to management
• Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity
• Other tasks and duties as assigned

Requirements:

• Bachelor's degree in Business, Marketing, Education, or a related field; EdTech or software sales certifications are a plus
• 3-5 years in B2B or SaaS outside sales, with a focus on EdTech solutions; strong background in navigating sales cycles, managing client relationships, and exceeding quotas
• Experience selling multiple EdTech SaaS solutions and engaging IT buyer personas
• Proven track record of consistently meeting and exceeding sales targets
• Exceptional verbal and written communication skills, with a customer-centric approach to relationship building, retention, and expansion
• Motivated, ethical, detail-oriented, adaptable, and entrepreneurial, with a collaborative team mindset and a passion for solving customer challenges
• Residence in sales territory preferred