Smartsheet
SaaS
EnterpriseAccountExecutiveSLED
“Enterprise Account Executive - SLED at Smartsheet. Skills: Enterprise Account Executive, Higher Education sector sales, SaaS sales. Navigate complex Higher Education and School District procurement processes. Identify and engage key stakeholders at colleges and universities”
What You'll Achieve.
Quota attainment; Develop customer accounts; Build relationships with key decision-makers; Navigate complex procurement processes; Maximize revenue growth; Uncover opportunities for up-sell; Drive revenue or growth during renewals; Build executive awareness; Sales pipeline and bookings growth; Close business
Industry & Context.
Customer travel expectations based on opportunities, Travel onsite to key customers, Ability to travel as needed within the assigned region
What They're Looking For.
Must Have
7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field, Proven track record of success selling into state and local governments, K-12, or higher education institutions, Experience with RFPs, procurement cycles, and government contracting vehicles, Experience maintaining customer relationships and maintaining relationships in a B2B environment, Ability to travel as needed within the assigned region, Experience prospecting and managing a designated territory to maximize revenue growth, Ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization, A data-driven sales approach, Ability to work effectively under with a work ethic while being self-directed and resourceful, Relationship management skills and the ability to manage strategic interactions with senior level management, Familiarity of CRM software packages, Proficiency with Google Suite, Excellent written and verbal communication skills
Nice to Have
SaaS is highly preferred but not required, Experience with NASPO, GSA, DIR, etc., Experience with cloud computing, Experience with cybersecurity, Experience with networking, Experience with SaaS, Experience with digital transformation
What You'll Do.
Navigate complex Higher Education and School District procurement processes
Identify and engage key stakeholders at colleges and universities
Understand and respond to Requests for Proposals (RFPs)
Understand and respond to Requests for Quotes (RFQs)
Build and maintain relationships with CIOs
Apply industry knowledge and research
Travel onsite to key customers for executive presentations
Tailor sales presentations and proposals
Maintain expertise in enterprise technology solutions
Execute a solution-based sales process
Develop and prospect new business opportunities
Leverage existing relationships to expand Smartsheet’s footprint
Articulate and demonstrate Smartsheet's unique organizational solutions
Build executive awareness
sales pipeline and bookings growth
Facilitate and manage partnerships with Sales Engineers
Manage full sales cycle and close business
Develop tailored proposals based on customers desired outcomes
Use sales enablement tools to identify business need
Personalize approach as to how Smartsheet can add value
Track and utilize key metrics
Effectively forecast sales pipeline and sales activity
Work with multiple functional departments and roles
Manage customer life cycle from pre-sale to renewal
How You'll Work.
Team & Collaboration
Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams
Communication Scope
Excellent written and verbal communication skills
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