Job Summary:
The Client Sales Executive will be responsible for meeting and exceeding sales objectives by promoting and selling the D2L product suite through professional sales techniques in the New York area. This individual needs to be highly knowledgeable with the ability to sell high-value complex solutions to the K-12 Education industry. The Client Sales Executive must possess an in-depth knowledge of the K-12 Education industry and spend the majority of the role in field developing and cultivating prospects, moving them through the sales process and closing new business.
How You Will Make an Impact:
- 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 solution sale at the school level, with a deep understanding of budget cycles
- Move the sale through the entire sales process actively engaging other D2L resources as necessary to ensure success
- Continually learn about new products and improve selling skills
- Be able to complete simple product demoes aligning tool suites to K-12 needs, with a value-based selling mentality
- Attend training events throughout the year and participate in self-paced tutorial learning when appropriate
- Be well informed about current industry trends and be able to talk intelligently about the K-12 education industry in the assigned area/region
- Understand all D2L Partner relationships and how they relate to D2L sales
- Effectively using 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
- Assist in 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
- Strong understanding of K-12 needs, public education system and related ecosystems
- Understanding of K-12 educator challenges, as it relates to blended and online learning
What You’ll Bring to the Role:
- 2+ years' sales experience in the eLearning, education, and/or complex solution software sales industries
- Must have strong understanding of edtech and software sales cycles
- School-based selling and understanding of principal personas critical
- Knowledge of eLearning/education industry preferred
- Track record of successful achievement of assigned quotas
- Ability to manage a pipeline of 50+ 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
- Ability to perform simple product demonstrations
- Must be able to travel 40%+ or be based in New York City (or surrounding area)
