Account Exec, Growth

SLED Growth Account Executive

OVERVIEW:

We are seeking an experienced State, Local, and Higher Education (SLED) Account Executive to manage account growth while applying a hunter and farmer mentality with a strategic, solution-selling approach. This requires needs-based, relationship sales to a diverse spectrum of industries. This individual will have a track record of over-quota achievement and will grow an impressive pipeline of business as a result of networking, prospecting, creativity, and simple hard work. This will require the ability to navigate through complex organizations and sell to multiple decision-makers.

OPPORTUNITY HIGHLIGHTS & RESPONSIBILITIES:

• Drive revenue growth by navigating customers (whitespace) and enhancing existing customer relationships through upgrades
• Position Skillsoft’s solutions to key decision-makers, influencing their purchasing decisions
• Collaborate with cross-functional reps to identify and pursue cross-sell opportunities, while gaining a comprehensive understanding of Skillsoft sales strategies
• Partner with retention-focused reps to drive upsell opportunities using a land-and-expand approach
• Leverage the unique competitive differentiators of our solution lines to win business
• Engage and influence senior leadership prospects to drive decision-making and close deals
• Work closely with sales, marketing, and support teams to advance key opportunities and increase market share
• Take ownership of meeting preparation, including thorough research, establishing agendas, delivering tailored presentations, and ensuring timely follow-up communications
• Define measurable business objectives and growth targets related to whitespace opportunities, with clear timelines
• Provide management with ongoing feedback on pipeline health, risks, opportunities, and progress

SKILLS REQUIRED:

• 5-8 years of recent professional SLED sales experience, preferably in SaaS, B2B, or Safety/Legal compliance software, with a Bachelor’s degree or equivalent experience
• Solid understanding of selling into State, Local & Higher Education Contracts
• Proficient in Salesforce
• Excellent written / verbal communication skills to interact with all levels of leadership

QUALIFICATIONS REQUIRED:

• Must reside in Mountain or Pacific Time Zones to support West Coast clients with the ability to travel up to 40-50%
• Experience and ability to exceed sales targets, with a deep understanding of the sales cycle and the ability to leverage each stage to drive progress
• Advanced knowledge and usage of Salesforce.com for pipeline management and reporting
• Strong experience in networking within a structured activity model to maximize revenue growth
• Skilled a creating a client-specific point-of-view aligned to partnering with Skillsoft to drive an improved business outcome
• Ability to thrive in a matrixed sales environment, collaborate across teams, and exhibit a positive, winning attitude with an agile mindset
• Expertise in negotiating deals based on value, with the ability to close effectively and efficiently
• Adept at understanding complex client requirements and articulating solutions that address their needs
• Proactive problem-solver with a strong sense of ownership and accountability

DESIRED SKILLS:

• Advanced degrees or technical certifications
• Familiarity with MEDDPIC or similar methodologies

Target base salary range for this job requisition is anticipated to be approximately $100,000 - $122,000 annualized with average on target earnings including commissions of approximately $200,000 - $144,000 annually. 

We also offer Enterprise benefits including but not limited to: medical, dental, vision, and paid time off.

The company may modify salaries, salary ranges and/or Pay Plans from time to time as it deems necessary.

OUR VALUES 

We are passionately committed to leadership, learning, and success. We embrace every opportunity to serve our customers and each other as:

• ONE TEAM
• OPEN AND RESPECTFUL
• CURIOUS
• READY
• TRUE