EDU/Strategic Account Executive

CrashPlan; United Kingdom; Remote; GBP 60,000 - 80,000; Full time

Job summary

A leading company in data resilience is seeking a Strategic Account Executive to drive revenue growth in the higher education sector. This remote role involves building strategic relationships with key decision-makers and achieving defined revenue targets. The ideal candidate has extensive software sales experience, particularly in higher education, and excels in communication and problem-solving.

Qualifications

• 7+ years of software sales experience, especially in 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 territory revenue targets.

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, and collaborate with 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 and operate like an owner both independently from home and 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 client satisfaction.

Key Responsibilities:

1. Have an intimate understanding of CrashPlan’s products and align that with a variety of customer targets and needs, ensuring prospective customers are aware of the technical and business value our products offer.
2. Identify new prospects and qualify leads to build and sustain a strong sales pipeline, building rapport with new 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 your territory.
5. Achieve or exceed annual territory revenue targets through new customer acquisition and expansion of existing accounts.
6. Develop and execute account strategies for your assigned geographic region.
7. Qualify prospects and present compelling demonstrations of CrashPlan’s solutions, incorporating strategic objectives, ROI, and TCO metrics.
8. Manage product demonstrations and evaluations with support from the Solutions Consulting team.
9. Establish access and relationships with key decision makers at various organizational levels.
10. Build rapport with customers and progress sales through various channels including online and onsite meetings, phone, email, events, campaigns, and marketing activities.
11. Maintain accurate prospect information using tools like ZoomInfo, Salesloft, and Salesforce.

Required Qualifications:

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

Preferred Qualifications:

• Experience in selling into the higher education vertical, with a focus on new customer acquisition and account expansion.
• Experience selling to IT & Security leaders.
• Proven track record of exceeding booking and revenue targets, engaging senior decision-makers including CIOs.
• Excellent communication skills and ability to leverage networks to accelerate sales, overcome objections, negotiate deals, and acquire new customers.
• Ability to solve problems while maintaining good relationships.
• Ability to work independently and collaboratively.
• Strong knowledge of Salesforce.com and sales tools such as Salesloft.