Account Executive – Corporate Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Acquire new customers exclusively within commercial, state, and local markets.

• Achieve and surpass sales targets for the designated territory through consultative selling of Blackboard products and services.

• Oversee complex enterprise solution sales with purchasing cycles ranging from 6 to 18 months through the entire sales process.

• Actively participate in the RFP process and manage the subsequent customer relationship with assistance from a Customer Success Manager.

• Regularly prospect, understand the needs and goals of prospects, align suitable Blackboard offerings, and target and secure greenfield accounts.

• Develop and execute a market development plan for the assigned territory.

• Manage relationships with Blackboard Partners, including systems integrators and small businesses.

• Stay updated on trends in the commercial, state, and local training and development industries.

• Utilize Salesforce and other sales tools; input sales data and prepare presentations, reports, and pricing quotations.

• Attend and engage in sales meetings, product seminars, and trade shows.

• Lead the sales process, including channel activities and contract negotiations, while collaborating with GSA and similar contract vehicles.

• Leverage Blackboard resources throughout the sales cycle, maintain a sales plan, and ensure its execution.

• Build relationships with Sales, Marketing, Product Support, Consulting Services, Channel, Finance, Engineering, and other departments.

• Travel approximately 50% of the time.

⛳️ Requirements

• A minimum of 5 years of experience in direct, complex solution software sales, ideally within the State and Local government sectors.

• Expertise in prospecting and developing greenfield opportunities; demonstrated success in building a pipeline and advancing opportunities through the sales cycle, as well as proposing, presenting, and discussing solutions with decision-makers.

• Experience in leveraging channel and other partners to meet functionality and/or procurement requirements of prospects.

• Capability to design a solution using appropriate products and services that fulfill business objectives based on client discussions.

• Proficiency in both written and spoken English.

• Familiarity with the eLearning/training/education industry (preferred).

• Willingness to engage in market development initiatives (preferred).

• Must be legally authorized to work in the United States; visa sponsorship or immigration assistance is not available.

🏝️ Benefits

• Comprehensive health insurance plans.

• Competitive salary with performance-based incentives.

• Opportunities for professional development and growth.

• Flexible work environment.

• Supportive and collaborative team culture.