Solution Tree

Sales

• Become a content area expert with Avanti and Global PD Teams offerings
• Align Avanti and Global PD Teams offerings with the customer’s professional development strategy
• Own the sales process from start to finish by understanding goals and developing strategies to achieve them
• Create alternative selling strategies that move conversations forward when negotiations have stalled or are “stuck” or when goals are not being met
• Facilitate product understanding and engagement to maximize sales and exceed sales targets
• Qualify new sales opportunities by utilizing discovery techniques to understand the budget, decision-maker(s), need(s), timing, and overall fit
• Collaborate in the identification of target schools and school districts as well as mapping of roles and decision-makers within assigned territory
• Build, maintain, and forecast an accurate sales pipeline and log activities in CRM (Salesforce and SalesLoft)
• Research and understand the Ed Tech competitive landscape to inform sales strategy
• Develop and nurture customer relationships with key decision-makers including superintendents, district administrators, and school principals
• Set and run custom demos daily and other meetings with key decision-makers that highlight functionality, value propositions, and differentiators of our products to prospects via Zoom, phone, or in-person presentations (expected to average at least 30 customer touchpoints a day)
• Negotiate deals to close/won
• Develop sales and marketing strategies in collaboration with sales leadership and marketing support
• Manage expenses that comply with company guidelines and demonstrate fiscal responsibility and judgment
• Other duties as assigned

Ed Tech Sales Specialist

Account Executive

• Achievement of quarterly and annual contracted revenue sales goals
• Expense management that complies with company guidelines and demonstrates fiscal responsibility and judgement
• Ability to present unique product offerings and comprehensive solutions to individuals and groups
• Utilization of competition knowledge to inform sales strategy
• Observing market trends and communicating to customers and colleagues
• Solution Selling
• Account targeting and territory planning
• Developing and nurturing customer relationships with key decision makers including Superintendents, district administrators, and school Principals
• Timely information-sharing with sales management and internal partners
• Successful business meetings with decision makers in person, by phone, and via video conferencing

Account Executive, K-12 Sales

• Develop and strategically execute a regional sales plan to meet or exceed revenue goals for print and online resources, educator events, and onsite professional development.
• Manage a team of 8-10 sales professionals including hiring, training, and ongoing coaching to reach sales goals.
• Coach sales professionals to conduct customer-centric meetings that result in sales.
• Target accounts and plan territories; develop and nurture relationships with Superintendents, district administrators, and school Principals.
• Conduct successful business meetings in person, by phone, and via video conferencing.
• Present unique product offerings and comprehensive solutions to individuals and groups.
• Monitor competition, market trends, and funding opportunities; communicate insights to customers and colleagues.
• Organize and sometimes lead sales meetings via Zoom and in person.
• Manage expenses in compliance with company guidelines and demonstrate fiscal responsibility.
• Travel within assigned territory and to headquarters approximately four times per year; estimated travel 50-60% during peak seasons.

Ed Tech Sales Specialist

Account Executive, K-12 Sales

Regional Vice President of Sales