Account Executive - West
(Ref #D2LAEW2010R)
General Description:
As a Desire2Learn Account Executive (AE) you will be responsible for meeting and exceeding sales objectives for an assigned territory by promoting and selling the Desire2Learn product suite through professional sales techniques. We are looking for a highly knowledgeable and capable sales individual with a proven track record of selling high-value complex solutions to the Education, Corporate and Government industry. The AE must possess an in depth knowledge of the Higher Education industry, K-12 is an added bonus. The AE will spend the majority of his/her time in field developing and cultivating prospects, moving them through the sales process and closing new business.
Division/Department: Sales
Type of Position: Full-time
Location: West coast Canada or United States
Main Duties:
- Meeting and exceeding set sales quotas for defined area/region
- Making prospecting an integral part of your regular routine ensuring new prospects are being added to the sales funnel on an ongoing basis
- Managing a complex, enterprise solution sale with a 6 month to 12 month purchasing cycle. Moving the sale through the entire sales process actively engaging other Desire2Learn resources as necessary to ensure success
- Taking an active role in the RFP process
- Continually learning about new products and improving your selling skills. The AE will be required to attend training events throughout the year and will be expected to participate in self-paced tutorial learning when appropriate
- Being well informed about current industry trends and being able to talk intelligently about the education industry in the assigned area/region
- Becoming familiar with all Desire2Learn Partner relationships and how they relate to Desire2Learn sales
- Effectively using the sales CRM tool to enter all sales information into this system
- Attending and participating in sales meetings, product seminars and trade shows
- Preparing written presentations, reports and price quotations
- Delivering customer presentations and demonstrations on all Desire2Learn Products and Services
- Assisting in contract negotiations
- Building and managing a quantifiable 12 month sales pipeline
- Effectively and efficiently deploy Desire2Learn resources at appropriate stages in the sales cycle to advance the sales process
- Develop positive relationships with other employees in Marketing, Professional Services, Finance, Engineering and other departments as needed
Work Experience Recommendations:
- 3-5+ years' sales experience in the eLearning, education, and/or complex solution software sales industries
- Must have strong understanding of enterprise software sales cycles and dealing with top decision makers
- Knowledge of eLearning/education industry preferred
- Successful achievement of 1M+ quotas
- Ability to manage a pipeline of 75+ accounts at any given time
- Ability to work in a team environment
- Must possess strong leadership, motivational, and presentation skills
- Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
- Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
- Working knowledge of web and database technology
- This position requires the AE to work out of home as base of operations
- Must be able to travel 50%+
Education Recommendations:
- Bachelors degree or advanced degree
We thank all applicants in advance for their interest. To make the best use of your time and ours, only those applicants whose profiles closely match our requirements will be contacted directly.
