EDU/Strategic Account Executive — , United Kingdom

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

Job summary

A leading company is seeking a Strategic Account Executive to drive revenue growth in the higher education sector. This remote role involves building relationships with key decision-makers and managing a sales pipeline. The ideal candidate will have extensive software sales experience and a proven track record of exceeding targets. Strong communication and negotiation skills are essential, along with the ability to work independently and collaboratively.

Qualifications

• 7+ years of software sales experience in higher education and enterprise.
• Ability to travel approximately 25%+ including internationally.

Responsibilities

• Develop plans to grow revenue by acquiring and growing customers.
• Build long-term strategic business relationships to increase revenue.
• Manage product demonstrations and evaluation activities.

Skills

Sales

Communication

Negotiation

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 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 increased client satisfaction.

Key Responsibilities:

1. Have an intimate understanding of CrashPlan’s products and align that with a variety of customer targets and needs, while making sure all prospective customers are aware of the technical and business value that our products offer
2. Identify new prospects and qualify leads to build and sustain a strong sales pipeline, building rapport with new prospects, and moving the sales process forward 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 in territory
5. Achieve or exceed annual territory revenue requirements via acquisition of new customers and expansion of existing customer base
6. Develop and execute account strategies for accounts and opportunities within your assigned geographic region
7. Qualify and understand prospect priorities and provide compelling presentations of CrashPlan’s solutions that incorporate strategic objectives, ROI, and TCO metrics
8. Manage product demonstrations and evaluation activities with the help of the Solutions Consulting team
9. Establish access and relationships with key decision makers, typically at the Director, VP, and CIO/CISO level
10. Build rapport with new and existing customers and move the sales process forward through both online & onsite meetings, phone, email, events, campaigns, and marketing activities
11. Capture, maintain, and forecast accurate and relevant prospect information using tools such as ZoomInfo, Salesloft, and Salesforce

Required Qualifications:

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

Preferred Qualifications:

• Previous experience in selling into the higher education vertical, through the acquisition of new customers and an expansion of existing customer base
• Previous experience in selling to IT & Security leaders
• Demonstrated track record of exceeding booking and revenue targets selling to senior level buying influences including CIOs
• Strong oral and written communication skills, with the ability to leverage your virtual network to create new connections and accelerate sales momentum by demonstrating the ability to overcome customer objections, negotiate win-win deals in complex enterprises, and acquire new customers
• Demonstrated success solving problems while maintaining good relationships
• Ability to work both independently from home and collaboratively within a team environment
• Strong working knowledge of Salesforce.com and other Sales Tools, such as Salesloft