Managing a complex, enterprise solution sales with a 6 to 18 month purchasing cycle as well as moving the sale through the entire sales process
Taking a lead role in the RFP/sales process
Owning the client relationship post-sale with the help of a Customer Success Manager
Making prospecting a part of the regular routine and listening to a prospect’s needs and goals and matching an appropriate Blackboard offering as well as targeting and closing “green-field” accounts
Creating and implementing a market development plan for the designated territory and knowing all Blackboard Partner relationships including systems integrators, small businesses and channel partners
Staying well-informed about current industry trends and being able to talk intelligently about the training/learning (including edtech) industry
Effectively using sales tools including Salesforce to manage outbound, pipeline and forecast; bid boards, market data, and open source data and AI to support prospecting
Preparing written presentations, proposals, reports, and price quotes
Creating pipeline through industry events, product seminars, and trade shows
Leading all aspects of the sales process including channel activity and contract negotiations and being comfortable working with GSA and similar contract vehicles
Effectively and efficiently employing Blackboard human capital at appropriate stages in the sales cycle while defining and maintaining a sales plan and executing against it
Developing effective relationships with Marketing, Product Management, Consulting Services, Channel, Renewals, and other departments as needed
This role requires approximately 75% travel

Requirements

At least 5 years of experience in direct, complex solution software sales in the Federal government market with SaaS offerings
Success in selling FedRAMP and IL4 solutions
Proficiency in prospecting and developing a greenfield; proven success building a pipeline, moving opportunities through the sales cycle, and proposing, presenting, and discussing solutions with decision-makers
Experienced in leveraging channel and other partners to meet prospect functionality and/or procurement requirements
Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
Fluency in written and spoken English.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

solution salesSaaSFedRAMPIL4prospectingpipeline developmentcontract negotiationssales forecastingRFP processmarket development

Soft Skills

client relationship managementcommunicationlisteningcollaborationpresentation skillsnegotiationproblem-solvingadaptabilityleadershiporganizational skills