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Platform Sales Executive, K-12
Blackboard Inc.
Washington, DC, United States
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We’re looking for a Platform Sales Executive to help us shape the future of education. With nearly 20,000 organizational customers and millions of student users, Blackboard is the world's leading education technology company with the industry's most comprehensive student-success solutions. Our mission is to partner with the global education community to enable student and institutional success by leveraging innovative technologies and services.
Blackboard’s Platform Sales team is responsible for the sales of Learn, Analytics, Accessibility, and Strategic Services Consulting. They act as product leaders and single point of contact, providing subject matter expertise to field sales. Driving increases in average deal size via larger single product or multi-element transactions, this team analyzes market potential, sales targets, and performance and works with our Enablement and Marketing teams to deploy targeted programs consistently across territories.
Working within the Platform Sales team and reporting to the Sr Director of Sales, you will be responsible for the success of new sales within our sales channel for the targeted market (K-12). Working in conjunction with Field Marketing and Product Managers, you will develop the strategy and tactical action plans to identify target accounts and close business to meet quarterly objectives within your assigned areas. You’ll be involved in direct sales as well as supporting opportunities remotely.
Specific responsibilities will include:
• Working both independently and with client AEs to introduce Blackboard Teaching and Learning solutions and services (Bb Classroom, Bb Learn, Bb Collaborate, Bb PD, and Ally) into existing and greenfield accounts
• Being an expert in leading strategic discussions at the executive level, but being adept at understanding and explaining tactical and technical implementation at the functional and pedagogical level
• Managing the sales cycle from interest to investment
• Crafting a solution with appropriate products and services that meets business goals based on client needs including developing Statements of Work and Proposals and preparing for presentations and RFPs
• Continuously educating the team of sales professionals on the most effective techniques to identify opportunities within the customer base and then progress those opportunities to close including developing detailed account plans and strategies for achieving market and individual new sales goals
• Collaborating with other SME/resources including Solutions Engineers, Project Managers, and Business Owners to create effective solutions and new sales revenue
• Creating sustainable in and out quarter pipeline to support year-after-year profitable revenue growth in both Bb Consulting Services
The Candidate:
• Has a proven track record of developing new business opportunities within a professional services firm and/or technology organization
• Has strong and proven business acumen for leading sales opportunities to successful close to achieve consulting services sales goals
• Can hunt new business and open doors
• Has experience positioning software and services to C-level and other executive decision-makers
• Is fluent in building a pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions
• Has a highly developed client service and client satisfaction focus
• Can operate within a fast-paced, multi-disciplined virtual team
• Has excellent oral and written communication skills
• Can travel 50%
• A bachelor’s degree is strongly preferred
• Strong knowledge of the K-12 and EdTech sectors is highly preferred
• 5+ years of professional experience in K-12 sales (preferably LMS), synchronous or professional development software is a plus
• Strong negotiation and presentation skills are desired
• An understanding of Salesforce.com, Word, Excel, PowerPoint or Keynote, and Web conferencing is beneficial
• Experience with prospecting, needs analysis, presenting, and proposal writing are preferred
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 Inc. is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, protected military/veteran status, or any other protected factor.
Location/Division: Washington, DC, USA Job Requisition: BB-2479