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Inside Sales Representative
Blackboard Inc.
Greenville, SC, United States
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Inside Sales Representative
Greenville, SC
With nearly 20,000 organizational customers and millions of student users, Blackboard is the world's leading education technology company. POSITION RESPONSIBILITIES
The Inside Sales Representative (ISR) is responsible for identifying new sales opportunities in the based on an assigned territory. The ISR will meet or exceed sales objectives of the assigned territory by promoting and selling Blackboard’s suite of products and services through a consultative selling approach that effectively aligns the Blackboard solutions to customer business objectives, while demonstrating a quantifiable value proposition for the customer. Territory assignments will include existing Blackboard customers and as well as institutions that do not own any current Blackboard solutions.
The ISR will play an integral role in the success of the Sales team. Specifically, s/he will be responsible for:
• Meeting and exceeding established sales quotas while adhering to Blackboard’s sales rules of engagement.
• Making prospecting a part of the regular routine, ensuring that new prospects are being added to the pipeline on a consistent basis.
• Expanding the revenue opportunity within new and existing accounts by selling incremental follow-on business.
• Conducting dynamic and well-informed on-line sales presentations and product demos for potential customers.
• Delivering a highly accurate sales forecast, short and long term.
• Continually learning about new products and improving selling skills. The ISR will be required to attend training events throughout the year and will be expected to participate in self-paced tutorial learning when appropriate. Using this product knowledge to recommend targeted campaigns throughout the year.
• Being well informed about current industry trends and being able to talk intelligently about the industry.
• Become proficient with SalesForce.com – and effectively using the sales force automation tool to enter all sales information into this system to support accurate and proper forecasting / reporting.
• Keeping abreast of competition, competitive issues and products and creating targeted prospects based on learnings.
• Attending and participating in sales meetings, marketing webinars and trade shows on request.
• Preparing written presentations, reports and requesting price quotations.
• Providing input when required for contract negotiations.
• Managing sales pipeline.
• Effectively and efficiently employing Blackboard resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale.
• Working with manager to define and execute territory sales plans.
• Developing positive relationships with other employees in Solution Engineering, Marketing, SaaS Product Support, Finance and Product Deployment, Customer Success and other departments, as needed.
• Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales team.
POSITION QUALIFICATIONS
We can teach you many of the things you will need to know, but you must already know how to manage your time, build strong and long-lasting relationships with customers, and possess high energy and a competitive sales drive.
Qualified candidates must be enthusiastic and have a terrific work ethic that complements a combination of the following:
• 2 + years’ sales experience in proactive client support roles and/or enterprise software or commerce solutions via phone, ideally in related industries, and/or complex solution software sales industries. Knowledge of both the higher education market and the commerce/security industry is preferred.
• Successful achievement of $400K+ annual quotas, using a consultative selling methodology via phone and web conferencing is preferred.
• Ability to manage a pipeline of 20+ sales opportunities at any given time.
• Effective communication style with strong written and presentation skills.
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, discussing solutions with decision-makers
• Ability to craft a solution with appropriate products and services that meets business goals based on client discussions.
This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
Blackboard is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, color, religion, sex, national original, age, religion, disability, marital status, sexual orientation, gender identity or expression, military/veteran status, or any other protected factor.
Location/Division: Greenville, SC, USA Job Requisition: BB-2187