Senior Client Sales Executive, Higher Education

How You Will Make an Impact:

• Drive results:
  Exceed revenueobjectiveswithin your assigned territoryand lead the end-to-end renewal process, consistentlymeeting your book of businesstargets.

• Leverage the CRM
  :Identifyrevenue opportunities within each client account and forecast them accurately in the CRM.

• Lead the sales cycle:
  Managing a complex, solution sale; moving the sale through the entire sales process.

• Account planning:
  Developand maintain account plansfor your assigned account base.Forecast and manage the end-to-end contract renewalprocess .

• Relationship management:
  Manage and grow client relationships across~50-90accounts.Conduct regular meetings with clients (on the phone and virtually) to foster the relationship and uncover or advance sales opportunities.

• Be a strategic partner:
  Understand your clients’ business goals andidentifyopportunities to align D2L products and services with their vision.

• Collaborate cross-functionally:
  Effectivelyand efficiently deploy D2L resources atappropriate stagesin the sales cycle to advance the sales process.Productively work alongside other D2L stakeholders on the client’s account team.

• Professional development and upskilling
  :Be well informed about current industry trends and be able to speak intelligently about the education industry while constantly striving to improve knowledgethroughself-learning,RevenueEnablement-hostedinitiativesand other training opportunities.

• Represent D2L:
  Attend andparticipatein sales meetings, product seminars,conferencesand trade shows. 

• Travel:
  Travel up to 25%

What You'll Bring to the Role:

• 5+ years in a sales-oriented, client-facing account management role (successful SaaS or complex solution sales experience in EdTech, HCM, or eLearning is preferred). 

• Proven ability to manage a book of business
  andexperience managing a quota.

• Track recordof successful achievement of assigned quotas.

• Experience with enterprise-level web-based applications.

• Experience with learning-related enterprise systems (Learning Management Systems, Training and Assessment Systems, or similar) is an asset.

• Strong knowledge of the North American Higher Education system.
   

• Strong
  understanding of enterprise software sales cycles and dealing with top decision makers
  .

• Proficiency in Salesforce and other sales tools such as
  Terret (formerly
  Boost
  U
  p
  )
  and Gong
  . 
   

• Self-motivated, detail-oriented, and committed to excellence.

• Working knowledge of web and database technology. 

• Familiarity with AI tools and using AI to further business goals. 

• Effective communication, listening, negotiating and time management skills.

• Proven team player and ability to work well with others
  .

• Excellent customer service skills.

• Achievement-oriented
  , with
  the
  ability to
  multitask
  and handle multiple clients in a dynamic, fast-paced environment
  .

• Ability to craft a solution withappropriate productsand services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders. 

• Collaborative mindset. 

• Solid account planning and forecasting skills.

• Skilled invalue based, consultative selling methodologies(
  Familiarity with MEDDPICC,
  Solution Selling or
  similar sales
  methodologies.
  )

• Willing to travel up to
  25%
  and able to travel freely between the US and Canada or other countries and hold a valid passport.  

• Bachelor’s degree recommended (technical, business or education-related is ideal)