Job Summary:
The Account Executive, Training Organizations will be responsible for meeting and exceeding sales objectives for an assigned territory by promoting and selling the D2L product suite through professional sales techniques. The Account Executive needs to be highly knowledgeable and skilled to sell high-value complex software solutions to prospective clients in D2L’s Training Organization and Professional Association Market. You must possess an in-depth knowledge of the training organization and association industry. You will spend the majority of the role in field developing and cultivating prospects, moving them through the sales process and closing new business.
Review our website to learn more about D2L for Training Organizations and D2L for Associations.
How You Will Make an Impact:
- Exceed revenue objectives within your assigned territory
- Make prospecting an integral part of your regular routine ensuring new prospects are being added to the sales funnel on an ongoing basis
- Manage a complex, enterprise solution sale, often with long purchasing cycles
- Move the sale through the entire sales process actively engaging other D2L resources as necessary to ensure success
- Take an active role in RFP processes when required
- Continually learn about new products and improve selling skills
- Attend training events throughout the year and participate in self-paced tutorial learning when appropriate
- Be well informed about current industry trends and speak intelligently about the training and association vertical in the assigned area/region
- Understand all D2L Partner relationships and how they relate to D2L sales
- Effectively use the sales CRM tool to enter all sales information into this system
- Attend and participate in sales meetings, product seminars and trade shows
- Prepare written presentations, reports and price quotations
- Lead contract negotiations
- Build and manage a quantifiable 12-month sales pipeline
- Effectively and efficiently deploy D2L 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
- Travel up to 20% of the time
What You'll Bring to the Role:
- 2+ years' experience selling complex SaaS solutions
- Experience selling to training organizations or associations is preferred
- Knowledge of Association & Corporate eLearning/education technology industry an asset
- Must have strong understanding of enterprise software sales cycles and dealing with top decision makers
- Proven success building a territory plan, prospecting, building a pipeline, moving opportunities through the sales cycle
- Strong ability to propose, present and discuss 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
- Track record of successful achievement of assigned quotas
- Ability to manage a pipeline of 50+ accounts at any given time
- Collaborative mindset to work in a team environment
- Strong leadership, motivational, and presentation skills
- Exceptional written and verbal communication skills
- Experience using Salesforce.com for opportunity management, activity tracking, and reporting
- Working knowledge of web and database technology
- Knowledge of MEDDPICC sales methodology is an asset
- Must be able to travel 15-20% of time
Location Information: This role can be performed from your home office in Canada or from one of our vibrant office locations in Kitchener, Toronto, Winnipeg, or Vancouver.
