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Account Executive, US College Sales

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Sage

1mo ago

  • Job
    Full-time
    Junior & Mid Level
  • Customer Relations
    Sales & Business Development
  • Atlanta

AI generated summary

  • You need a bachelor's degree, 2-4 years of sales experience, strong tech skills, excellent communication, and the ability to work independently or in a team. Field experience preferred.
  • You will conduct sales calls, build relationships, qualify leads, demonstrate products, update CRM, travel for appointments, and provide excellent customer service while meeting sales goals.

Requirements

  • Required:
  • Bachelor’s degree required with evidence of high academic achievement.
  • Demonstrated record of success in academic and professional background.
  • 2 to 4+ years sales experience required, along with a creative, persuasive, strategic, and persistent sales demeanor.
  • Hunter mentality, self-reliant and success oriented.
  • Strong technology demonstration skills.
  • Dedicated work ethic (workload regularly exceeds 40 hours/week during peak selling seasons and must be willing to work hours needed and to travel based upon assigned geography).
  • Must be equally adept at working independently and within a team.
  • Proficient in PC environment and experienced with Microsoft Word, Excel, database applications and PowerPoint.
  • Excellent written, oral, and presentation skills.
  • Outstanding time management and organization, with excellent attention to detail.
  • Ability to be flexible and adapt quickly and creatively to changing business needs.
  • Preferred:
  • Field-based sales experience strongly preferred for remote based sales positions.
  • Sales experience in the publishing industry or related SAAS/technology industries is a plus.
  • Familiarity and ability to work with CRM systems.
  • Familiarity with other sales technology programs and video conferencing experience.

Responsibilities

  • Following a strategic territory selling plan, built with the help and direction of Sales Management, the ideal candidate will work to grow Sage's presence and establish new products in all of our subject areas by:
  • Being highly visible to customers, persuasively conducting quality sales calls, and gaining Vantage demonstrations through employing professional selling techniques.
  • Successfully positioning self and Sage as a strategic business partner within social science and business departments across campus by actively listening to customer needs.
  • Traveling to assigned campuses during selling seasons is required with geographic travel and overnights outlined in advance; often requiring an excess of 40+ hours per week.
  • Conducting effective sales calls to grow new revenue via well-planned campus appointments and/or schedules, video calls, telephone, and email exchanges with the goal of progressing the territory pipeline and taking new market share.
  • Identifying and dynamically qualifying new sales leads in assigned territory; assertively selling to those identified targets while growing existing business by placing it into recurring revenue models to meet set sales goals.
  • Effectively deploying key sales tools within the course of daily selling and nimbly using the insights that the tools provide to accelerate pipeline movement.
  • Growing market share at the territory and key title level each selling season through strong internal partnerships, as well as through personal drive and resilience to achieve success.
  • Confidently and successfully demonstrating Sage technology and employing sales enablement tools in sales calls.
  • Ensuring data within the CRM system is accurate by maintaining and updating the sales pipeline daily.
  • Overall, a Sage Account Executive is innovative, persuasive, and resilient in meeting the needs of prospects and customers. They are well established in their market, persistent and purposeful in growing their Sage business.
  • With a well-established presence in their territory, the Sage rep collects and communicates market feedback and product information to Product, Technology, and Sales Management Teams.
  • Develops deep product knowledge through learning programs to be able to persuasively articulate value proposition of products in a competitive landscape.
  • Successfully addresses objections and misconceptions while answering questions of prospective customers effectively either independently or through collaboration with internal team members and specialists.
  • Provides Product Teams with market development leads, faculty advocates, and potential textbook authors.
  • Strategically performs and completes Lead Generation (identifying courses, decision makers, enrollments, and product-in-use information) for targeted course markets at accounts identified within assigned territory.
  • Strategically works sales opportunities in CRM to prioritize pipeline and optimize revenue.
  • Strategically plans campus outreach via campus trips/video calls/phone calls.
  • Completes expense reports on a timely basis, handles annual travel and expense budget effectively.
  • Daily full day and overnight travel to customers 2+ hours away is required to key accounts during active selling times.
  • Required to attend bi-annual sales meeting and other company-wide meetings.
  • Provides excellent customer service when working with potential or existing customers by providing information, resources, and troubleshooting in a timely manner.
  • While engaging with customers and authors, takes appropriate actions to ensure they have a positive experience and image of the company.
  • Effectively works with current customers to cross-sell and referral sell when working with installed base of business.

FAQs

What is the primary responsibility of the Account Executive - College?

The primary responsibility is to sell to Higher Education faculty within a designated geographical territory, focusing on growing market share by establishing new business with Sage Vantage and other digital or print content.

What qualifications are required for this position?

A bachelor's degree with a high academic achievement, 2 to 4+ years of sales experience, strong technology demonstration skills, and a hunter mentality are required.

Is travel required for this job?

Yes, there is a requirement for overnight travel of 20% during the prime selling season to assigned campuses.

What sales techniques are emphasized for this role?

The role emphasizes consultative sales calls, professional selling techniques, and the use of sales enablement tools to effectively engage customers.

What tools and software will I be using in this position?

You will use MSCRM for maintaining the sales database, along with Microsoft Word, Excel, PowerPoint, and other sales technology programs.

Is there a requirement for previous experience in the publishing industry?

While it is preferred, previous sales experience in the publishing industry or related SAAS/technology industries is not strictly required.

What type of support does Sage Publishing provide for professional development?

Sage offers financial support for bachelor's and graduate-level degree programs as well as learning opportunities for personal interest.

Will I need to attend any company meetings?

Yes, you are required to attend bi-annual sales meetings and other company-wide meetings.

What benefits are offered as part of the compensation package?

Sage offers a comprehensive benefits package including medical, dental, and vision care, a 401(k)-matching program, unique program benefits, and an anniversary trip every five years.

How flexible is the work schedule for this position?

The position offers a highly competitive and comprehensive work schedule with the possibility of hybrid or remote work depending on the role.

How does Sage Publishing prioritize diversity and inclusion in their hiring process?

Sage Publishing is committed to being an inclusive employer that treats all individuals with fairness and respect, striving for a better representation of diverse talent at all levels, including leadership.

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Sage

At Sage, we knock down barriers with information, insights, and tools to help your business flow.

Technology
Industry
10,001+
Employees

Mission & Purpose

Sage is a software company that provides business management solutions to help businesses of all sizes manage their finances, operations, and people. They offer a range of software products and services, including accounting, payroll, human resources, and enterprise resource planning (ERP) solutions. Their ultimate mission is to empower businesses and entrepreneurs by providing them with the tools and insights they need to make informed decisions and drive growth and success. Sage's purpose is to simplify and streamline business processes, reduce complexity, and enable their customers to focus on what they do best – running their businesses efficiently and effectively.

Culture & Values

  • Human

    Empathy, care and connections with customers and colleagues

  • Bold

    We are curious, courageous, ambitious and creative

  • Trust

    We deliver on our promises to customers, colleagues, society and shareholders

  • Simplify

    We strip away complexity