VitalSource®, is hiring a Sr. Account Executive to contribute to our Sales team located Remotely.

Develops and builds new business and sells products in assigned markets or territories. Responsible for identifying, prospecting, negotiating, and closing business with new clients that fit within the Intrepid target customer profile, maintaining strategic customer relationships, and growing business with certain existing client accounts, while transitioning other maturing accounts to Account Management.

VitalSource is a mission-driven company delivering affordable, impactful learning to anyone, anywhere.

Required Qualifications:

• Bachelor’s degree or directly related year-for-year experience
• 8 years of sales experience
• Fluent with SaaS, learning technologies, and enterprise solutions.
• Experience selling directly to senior level executives within large and mid-sized corporations.
• Experience selling SaaS products, regularly meeting or exceeding sales targets.
• Ability to develop and execute an effective sales/territory plan.
• Aggressive and confident ability to identify target prospects, determine appropriate individuals in organizations, and make contact.
• Demonstrated skills in consultative selling approaches.
• Ability to learn and ramp rapidly, collaborate and work well with others, and assimilate into the company and culture to be productive quickly.
• Excellent interpersonal skills, with strong written and verbal communication skills. Approach client and internal interactions with a listening and learning mindset.
• Ability to communicate effectively in all situations with precision: in-person, by phone and zoom, via electronic correspondence, and through presentations.
• Ability to effectively explain complex technology and modern learning design best practices to various audiences.
• Ability to deal with ambiguity and demonstrate flexibility when handling customer needs.
• Strong organizational and time management skills, with a bias for action and the ability to prioritize and execute for results.
• Ability to work effectively as part of a cross-functional team.
• Strong business acumen to enable a keen understanding of client’s business challenges.
• Ability to build and maintain strong relationships with customers and colleagues.
• Ability to navigate complex customer IT applications and environments.
• Ability to negotiate effectively on behalf of the company while meeting customer needs.
• Knowledge of essential business technologies, including, but not limited to: standard office software and Salesforce or comparable CRM.
• Knowledge of the organization, operating procedures, and policies of the company.
• Ability to travel up to 40%

Key Responsibilities:

• Understands Intrepid products, competitive differentiation, and business use cases for clients.
• Develops a focused list of prospective customer targets that meet a defined set of criteria as well as a territory sales plan to meet quarterly and annual sales goals.
• Develops strategy to manage all business for market/territory, and coordinates with Account Management to transition maturing accounts in an orderly fashion.
• Builds pipeline of high potential prospects and qualifies opportunities independently through direct prospect outreach, with minimal dependence on marketing leads and referrals.
• Closes business to achieve and exceed quarterly and annual sales targets.
• Organizes sales calls and coordinates appointments with prospects for in-person and virtual meetings with intent to measurably advance opportunities and close business.
• Conducts meetings and demos with clients and potential clients to generate new sales and up-sells.
• Presents Intrepid capability presentations according to expectations and effectively demonstrates the Intrepid Platform solution.
• Coordinates pre-sales technical discussions to advance opportunity toward close.
• Supports solution scoping, drafts proposals, and supports drafting and negotiation of client contracts.
• Works with professional service team (LED) to coordinate the transition of new customers from the sales phase to the design and implementation phase.
• Provides ongoing account management support as needed, expands client relationships with expanded subscription services, and completes subscription renewals until account is transitioned to Account Management.
• Maintains accurate and timely notes of calls, reports and pipelines utilizing company CRM.
• Maintains data on pipeline opportunities in CRM, including segment, opportunity value, sales stage (and corresponding probability), and expected close dates on a weekly basis in company CRM.
• Communicates with customers (verbally and in writing) about current product offerings, services and future vision of the company.
• Develops and maintains strong working relationships with other Intrepid teams including LED, Customer Success, Customer Support, Finance and Accounting, Product, Technology, and Management.
• Defines and effectively communicates special customer feature requests to the product development team.
• Effectively represents company at industry events to promote offerings.
• Stays abreast of conditions and competitive offerings in the corporate learning technology market.

Who We Are:

VitalSource is the leading education technology solutions provider committed to helping partners create, deliver, and distribute affordable, accessible, and impactful learning experiences worldwide. As a recognized innovator in the digital course materials market, VitalSource is best known for partnering with more than 1,000 publishers and resellers to deliver extraordinary learning experiences to millions of active users globally—and today we’re also powering new, cutting-edge technologies designed to optimize teaching and learning for maximum results. Learn more at https://vitalsource.com and follow us on Twitter, LinkedIn, and Instagram.

• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, work related mental or physical disability, veteran status, sexual orientation, gender identity, or genetic information.

Job Type: Full-time

Pay: $115,000.00 - $135,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible schedule
• Flexible spending account
• Health insurance
• Health savings account
• Paid time off
• Parental leave
• Tuition reimbursement
• Vision insurance

Experience level:

• 8 years

Schedule:

• 8 hour shift
• Monday to Friday

Supplemental pay types:

• Bonus pay

Travel requirement:

• Up to 50% travel

Work Location: Remote

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