Working side-by-side with our clients, Blackboard is pioneering e-Education across the globe. Our academic and commerce suites of products – targeted to primary and secondary schools, higher education, corporate and government markets – deliver on the promise of the internet for online teaching and learning, campus communities, campus commerce services, and the integration of Web-enabled student services and back office systems.
The Blackboard North America Higher Education Sales Team is experiencing exciting changes! The Senior Account Executive will play an integral role in the success of the group. The SAE will ideally meet or exceed sales objectives with an assigned set of strategic customers in a defined territory, selling diverse and large technology solutions, including software and services to higher education and building long-term customer relationships.
Specifically s/he will be responsible for:
Acting on behalf of Blackboard as the primary client interface for client relationship management
Owning accounts and carrying a book of business of named accounts
Being a strategic, proactive account manager
Understanding client’s needs, goals and objectives
Developing and being responsible for execution of an annual plan that connects Bb’s goals with achievement of client’s goals and objectives, including implementing a balanced scorecard approach to measure those objectives
Conducting quarterly onsite client business reviews (including preparation and follow-up)
Having final responsibility for contract renewals (as part of assigned book of business) including pricing negotiation, deal approval, and any client interactions regarding the renewal. Renewal administration and paperwork handled by sales administration and finance operations
Operationalizing annual plans with the assistance of solutions engineers, product specialist, sales management and other functional leads as appropriate.
Penetration within an account, continuing to build relationships at higher levels and with individual constituents (e.g., at an account with a centralized relationship, working to develop strategic relationships at the individual constituent institutions to drive growth)
Realizing year-to-year growth of Blackboard financial results from assigned clients
Expanding the portfolio of Blackboard solutions and services within assigned clients
Bachelors degree required
Extensive knowledge of the higher education sector required.
10-15 years experience in consultative enterprise selling and relationship management
Minimum 8 years sales experience in the eLearning, education, and/or complex solution software sales industries required.
Must possess strong strategic account management skills.
Proven relationships with top-level leaders at institutions and consortiums
Proven people leadership and management within a multi-disciplined virtual team
Experience working in fast paced highly matrixed organization strongly preferred.
Highly developed client service and client satisfaction focus
Excellent oral, written, and presentation skills
The ideal candidate must be willing to travel 60-65% of the time.
Knowledge of eLearning/Education industry highly preferred
Chalk up Blackboard's success to the Internet. Blackboard develops software that lets schools create Internet-based learning programs...