Description:
Sr Account Executive, Acquisition
The Sr Account Executive, Acquisition will prospect for new opportunities, applying a hunter 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 ambitious pipeline of business as a result of outbound prospecting, creativity, and simple hard work. This will require the ability to navigate through complex organizations and sell to multiple decision-makers, including the “C Suite”.
Key Responsibilities
- Drive top-line revenue growth through new customer acquisition.
- Sell Skillsoft Content, Platform and Services solutions directly to corporate decision makers.
- Partner with Specialist reps on cross-sell opportunities for new customers.
- Partner with Growth reps on upsell opportunities in a land-and-expand sales motion.
- Win by representing a solution line with key competitive differentiators.
- Influence prospects at the senior leadership level.
- Hunter by nature and working style. Selling is based on math….X number of outreaches, Y conversations, Z meetings to build 4-5X coverage in pipeline.
- Partner with related sales, marketing, and support resources in the successful advancement of critical opportunities and market penetration.
- Develop a thorough understanding of Skillsoft sales plays.
- Meeting prep with research, agendas agreed on by prospect and a tailored presentation coupled with impeccable follow-up.
- Outline measurable and defined business objectives and goals with timelines, (related to revenue and growth of whitespace).
- Provide management, feedback and recommendations on pipeline health, risk, opportunity, and progress.
Qualifications
- Minimum 8+ years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives with outstanding quota attainment history.
- Experience in the learning, human capital, human capital technology space is preferred.
- Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale.
- Advanced understanding of customer’s business, loves to debate, pushes the customer, has a broad view/perspective.
- Ability to prospect with a structured activity model to maximize revenue growth.
- Skilled at demonstrating solutions and speaking the language of corporate buyers and respectfully challenge their thinking.
- Ability to collaborate and leverage subject matter expertise in a matrixed sales environment.
- Ability to operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude.
- Negotiate effectively based on value and time to close.
- Ability to understand complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements.
- Expert knowledge/usage of Salesforce.com
- Disciplined, process-oriented approach to customer acquisition.