Details:

Description:

Strategic Account Executive (West)
Tracking Code
101556
Job Description
POSITION RESPONSIBILITIES
The Blackboard North America Higher Education Sales Team is experiencing exciting changes! The Strategic Account Executive will play an integral role in the success of the group. The SAE will ideally meet or exceed sales objectives with an assigned set of strategic customers in a defined territory, selling diverse and large technology solutions, including software and services to higher education and building long-term customer relationships.
Specifically s/he will be responsible for:
* Acting on behalf of Blackboard as the primary client interface for client relationship management
* Owning accounts and carrying a book of business of named accounts
* Being a strategic, proactive account manager
* Understanding client’s needs, goals and objectives
* Developing and being responsible for execution of an annual plan that connects Bb’s goals with achievement of client’s goals and objectives, including implementing  a balanced scorecard approach to measure  those objectives
* Conducting quarterly onsite client business reviews (including preparation and follow-up)
* Having final responsibility for contract renewals (as part of assigned book of business) including pricing negotiation, deal approval, and any client interactions regarding the renewal. Renewal administration and paperwork handled by sales administration and finance operations
* Operationalizing annual plans with the assistance of solutions engineers, product specialist, sales management and other functional leads as appropriate.
* Penetration within an account, continuing to build relationships at higher levels and with individual constituents (e.g., at an account with a centralized relationship, working to develop strategic relationships at the individual constituent institutions to drive growth)
* Realizing year-to-year growth of Blackboard financial results from assigned clients
* Expanding the portfolio of Blackboard solutions and services within assigned clients
Required Experience
PROFESSIONAL QUALIFICATIONS
* Bachelors degree required
* Extensive knowledge of the higher education sector.
* 10-15 years experience in consultative selling and relationship management
* Minimum 8 years sales experience in the eLearning, education, and/or complex solution software sales industries.
* Experience with consultative enterprise/solution or technical sales
* Proven relationships with top-level leaders at institutions and consortiums
* Proven people leadership and management within a multi-disciplined virtual team
* Highly developed client service and client satisfaction focus
* Excellent oral, written, and presentation skills
* The ideal candidate must be willing to travel 50 – 60% of the time.
PREFERRED SKILLS:
* Knowledge of eLearning/Education industry highly preferred
Job Location
Phoenix, AZ, US.
Position Type
Full-Time/Regular

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