Account Executive, Higher Education (Mid-Market)

Job Summary:

As a D2L Account Executive you will be responsible for meeting and exceeding sales objectives for an assigned territory by promoting and selling the D2L product suite through professional sales techniques. We are looking for a highly knowledgeable and capable new business sales professional with a proven track record of selling high-value complex solutions to the Higher Education industry. The Account Executive will spend the majority of their time in field developing and cultivating prospects, moving them through the sales process and closing new business. Candidates must possess an in-depth knowledge of the Higher Education industry.

How You Will Make an Impact:

• Exceed revenue objectives within your assigned territory
• Make prospecting an integral part of your regular routine ensuring new prospects are being added to the sales funnel on an ongoing basis
• Manage a complex, solution sale with a 12-18 month purchasing cycle
• Move the sale through the entire sales process actively engaging other D2L resources as necessary to ensure success
• Take an active role in RFP processes when required
• Continually learn about new products and improve selling skills
• Attend training events throughout the year and participate in self-paced tutorial learning when appropriate
• Be well informed about current industry trends and speak intelligently about the higher education industry in the assigned area/region
• Understand all D2L Partner relationships and how they relate to D2L sales
• Effectively use the sales CRM tool to enter all sales information into this system
• Attend and participate in sales meetings, product seminars and trade shows
• Prepare written presentations, reports and price quotations
• Lead contract negotiations
• Build and manage a quantifiable 12-month sales pipeline
• Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process
• Develop positive relationships with other employees in Marketing, Professional Services, Finance, Engineering and other departments as needed
• Travel up to 25% of the time (about 1-2 times per month)

What You'll Bring to the Role:

Must Have:

• 1-2 years' sales experience in the e-learning, education, and/or complex solution software sales industries
• Experience using Salesforce.com for opportunity management, activity tracking, and reporting
• Must have strong understanding of SaaS sales cycles and dealing with top decision makers within education
• Proven success prospecting, building a pipeline, and moving opportunities through the sales cycle
• Strong ability to propose, present and discuss solutions with C-level and other decision-makers
• Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
• Track record of successful achievement of assigned quotas
• Ability to manage a pipeline of 50+ accounts at any given time
• Collaborative mindset to work in a team environment
• Strong leadership, motivational, and presentation skills as well as exceptional written and verbal communication skills
• Must be able to travel 25% of the time

Nice to Have:

• Background as a Business Development Representative is an asset
• Knowledge of the Higher Education/e-learning industry is preferred
• Working knowledge of web and database technology
• Knowledge of MEDDPICC sales methodology is an asset

Location Information: This role can be performed from your home office within Ontario or from one of our vibrant office locations in Kitchener or Toronto.