EDU/Strategic Account Executive

CrashPlan; United Kingdom; Remote; GBP 70,000 - 90,000; Full time

Job summary

A leading company in data resilience solutions is seeking a Strategic Account Executive to drive revenue growth in the higher education sector. The role involves managing relationships with key decision-makers and achieving defined revenue targets. The ideal candidate will have extensive software sales experience, particularly in higher education, and a proven track record of exceeding sales goals. This remote position offers autonomy and collaboration within a dynamic team environment.

Qualifications

• 7+ years of software sales experience, including selling to higher education.
• Ability to travel approximately 25%+ including internationally.

Responsibilities

• Develop plans to grow revenue by acquiring and growing customers.
• Identify new prospects and qualify leads to build a strong sales pipeline.
• Achieve or exceed annual revenue targets through new customer acquisition.

Skills

Communication

Problem Solving

Tools

Salesforce.com

Salesloft

Job description

EDU/Strategic Account Executive

Location: Remote, United Kingdom

Who We Are:

CrashPlan provides cyber-ready data resilience and governance in a single platform for organizations whose ideas power their revenue. With its comprehensive backup and recovery capabilities for data stored on servers, on endpoint devices, and in SaaS applications, CrashPlan’s solutions are trusted by entrepreneurs, professionals, and businesses of all sizes worldwide. From ransomware recovery and breaches to migrations and legal holds, CrashPlan’s suite of products ensures the safety and compliance of your data without disruption.

Position Summary:

This role is responsible for developing plans to grow our revenue directly by acquiring and growing customers in the higher education space along with named Strategic accounts. Will manage to a set of defined revenue targets (new, renewal & upsell) and drive a regular cadence of territory reviews and account plans. Establish connections and relationships with key decision makers, typically at the Director, VP, and CIO/CISO level. You will work alongside the Solutions Consulting team, the Channel Account Management team, and SDR team to develop business value and propositions around the CrashPlan solution. You are driven, results-oriented, and innovative. You thrive on autonomy. You operate like an owner both independently from home as well as collaboratively within a team environment.

Ultimately, this role will build long-term, strategic business relationships that will lead to increased revenue growth, revenue retention, and increased client satisfaction.

Key Responsibilities:

1. Have an intimate understanding of CrashPlan’s products and align that with customer targets and needs, ensuring prospective customers are aware of the technical and business value of our products.
2. Identify new prospects and qualify leads to build and sustain a strong sales pipeline, building rapport with prospects, and advancing the sales process through onsite and virtual meetings, phone, email, events, campaigns, and internet marketing activities.
3. Understand competitive positioning and value proposition in the market.
4. Build and maintain effective partner relationships within the territory.
5. Achieve or exceed annual revenue targets through new customer acquisition and expansion of existing accounts.
6. Develop and execute account strategies within your assigned region.
7. Qualify prospects and present CrashPlan’s solutions emphasizing strategic objectives, ROI, and TCO metrics.
8. Manage product demonstrations and evaluations with support from the Solutions Consulting team.
9. Establish relationships with key decision makers at various senior levels.
10. Build rapport with customers and advance the sales process through multiple channels.
11. Maintain and forecast prospect information using tools like ZoomInfo, Salesloft, and Salesforce.

Required Qualifications:

• 7+ years of software sales experience, including selling to higher education and enterprise customers directly and through channels.
• Ability to travel approximately 25%+ including internationally.

Preferred Qualifications:

• Experience selling into the higher education vertical, with a focus on acquiring new customers and expanding existing ones.
• Experience selling to IT & Security leaders.
• Proven track record of exceeding sales targets with senior decision-makers like CIOs.
• Strong communication skills and ability to leverage networks to accelerate sales.
• Ability to solve problems while maintaining good relationships.
• Ability to work independently and collaboratively.
• Proficiency with Salesforce.com and Salesloft.