Senior Account Sales Executive
Company: Learning Tree International
Location: Herndon
Posted on: August 7, 2022
Job Description:
Senior Account Sales Executive - Learning Solutions About Us
Learning Tree International is one of the world's leading providers
of instructor-led and blended training solutions to major
organizations, including Commercial, Federal, State and Local
Governments spanning the full spectrum of technology, leadership,
and professional development. Through the deployment of innovative,
leading edge learning technologies we help clients create and
implement strategic learning programs that are aligned with company
objectives. Our solutions include identifying employee skills gaps
through online assessments, designing and delivering tailored
learning curricula using off-the-shelf and customized content, and
assessing learning outcomes. Learning Tree's training solutions
encompass a full spectrum of disciplines and technologies including
Cloud, Cyber, Web Development, Mobile, Project & Program
Management, Business Analysis, Agile Development, Change
Management, AWS, DevOps, Data Science, Business Intelligence and a
full suite of leadership and soft-skills courses. Learning Tree is
a training provider for most major technology brands including AWS,
Microsoft, Red Hat, Oracle, SAP, Scrum Alliance, PMI, IIBA, ISC2,
Cisco, Adobe, etc. Position Summary In this hunter/farmer role, you
will be responsible for identifying new prospects, converting them
into clients, and supporting and growing an existing base of
clients in your assigned territory. You will accomplish this
through your ability to sell the company's products and services in
a consultative manner and create solutions that address client
needs. You will be responsible for meeting and exceeding an annual
revenue quota from a portfolio of named accounts, focused on
selling our training solutions. Role And Responsibilities
- Develop and cultivate sales opportunities within new and
existing client contacts through virtual and face-to-face
communications.
- Actively manage a robust client portfolio to develop tactical
and strategic relationships to better serve our clients.
- Develop strategic accounts identified within the territory and
proactively manage their growth and development culminating in
revenue growth.
- Expand client service offerings within existing customers by
leveraging a diverse product portfolio and learning services
resulting in revenue growth.
- Identify client needs and work collaboratively to
design/develop learning solutions to meet client performance
expectations.
- Develop a strategic business plan and update monthly to
successfully achieve territory quota.
- Develop business solutions based on customer needs that
effectively articulate and differentiate our products' value
proposition.
- Partner with internal resources to develop winning proposals
and deliver compelling presentations to win new business.
- Use tools and technology to leverage efforts, including
Salesforce.com, LinkedIn, and other social media channels.
- Build and maintain accurate multi-year pipeline of sales
opportunities.
- Responsible for meeting annual revenue objectives and goals
(quotas) for assigned accounts, with annual target revenue
responsibility.
- Develop an individual development plan to broaden skillsets and
deepen knowledge of position to increase sales performance.
- Use tools like LinkedIn Sales Navigator, GovWin, Gov/Spend, to
prospect for new prospects, RFPs, and contracts.
- Actively participate in RFP responses including solution
design, writing and team collaboration.
- Document Sales activity and customer contacts within Learning
Tree provided CRM database.
- Participate routinely in networking events and associations to
broaden your market presence and subject matter expertise.
Professional Experience, Qualification and Skills
- Five to ten years of sales experience in a complex business
environment with emphasis on selling training or other intangible
services to major corporations, Federal, State and Local
Governments.
- Previous success in a Sales or Business Development role
required.
- Experience with new business development and maintaining
relationships.
- Strong written, verbal communication, and presentation skills;
strong conceptual and analytical skills.
- Strong customer-centered selling skills.
- Team player mentality.
- Strong business acumen.
- Knowledge of marketing needs, competition, and latest industry
trends.
- Independent; self-driven; well organized; inspires confidence
in self, the product, and the company.
- Prior experience interacting with C-Level decision makers
within an organization.
- Works well under pressure. Demonstrates sound business
judgment, common sense, and insight.
- Able to articulate a specific process for uncovering new
opportunities from scratch without the use of a lead generation
function; able to use cold calling, networking, and LinkedIn Sales
Navigator to get to decision makers and make a strong case for
Learning Tree.
- Proven track record of success enterprise selling
solutions.
- Prior background of working in education, IT training
solutions, Federal, State and Local Government, Consulting
Services.
- Demonstrated ability to meet and exceed a minimum sales
quota.
- Excellent computer skills (MS Word, MS Excel, MS PowerPoint,
and MS Outlook.
- If in the DC Metro area, ability to work in a hybrid work model
which includes working in the Herndon office two days per week or
as needed based on project assignments. Education
- Bachelor's degree required, advanced degree or equivalent
experience preferred. Location: Herndon- Hybrid work
model/Remote
PI186221635
Keywords: Learning Tree International, Germantown , Senior Account Sales Executive, Sales , Herndon, Maryland
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