Account Executive - Corporate Accounts

Jobvite, Inc.; United States; Remote; USD 86,000 - 106,000; Full time

Job summary

Blackboard is seeking a Business & Government Account Executive to drive new customer acquisition in commercial, state, and local markets. You will promote the Blackboard suite through consultative selling, aligning products to customer objectives and delivering a measurable value proposition.

Responsibilities include managing enterprise deals with 6–18 month cycles, driving RFPs, leveraging channel partners, and traveling up to 50% to meet objectives.

Qualifications

• 5+ years of direct, complex software sales experience in state and local government markets.
• Proven ability to build a pipeline, move opportunities through the sales cycle, and present solutions to decision-makers.
• Experience leveraging channel partners to meet procurement requirements.
• Ability to craft a solution with products/services that meet business goals based on client discussions.
• Fluency in written and spoken English.

Responsibilities

• Manage enterprise software sales with a 6–18 month purchasing cycle and guide the sale through the full process.
• Lead RFP participation and own post-sale relationships with Customer Success support.
• Prospect regularly to uncover green-field opportunities and close deals.
• Develop market development plans and manage partner relationships with systems integrators and small businesses.
• Stay informed on industry trends in commercial/state/local training and development.
• Use Salesforce to enter sales data and prepare presentations, reports, and price quotes.
• Attend and contribute to sales meetings, product seminars, and trade shows.
• Lead all aspects of the sales process including channel activity and contract negotiations.
• Travel approximately 50%.

Skills

Complex enterprise software sales

State and Local government markets

Prospecting & pipeline development

RFP process involvement

Channel partner experience

English fluency

Tools

Salesforce

Job description

Blackboard's Business & Government Account Executives are responsible for new customer acquisition exclusively in the commercial, state, and local markets. They meet and often exceed sales objectives of the assigned territory by promoting and selling the Blackboard suite of products and services through a consultative selling approach that effectively aligns the products to customer business objectives while demonstrating a quantifiable value proposition to the customer.

Responsibilities

• 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 an active role in the RFP process, and at the conclusion of the sale owning the subsequent relationship 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 and small businesses and how they relate to our sales
• Staying well-informed about current industry trends and being able to talk intelligently about the commercial, state, and local training and development industries
• Effectively using sales tools including Salesforce to enter all sales information; preparing written presentations, reports, and price quotations
• Attending and participating in sales meetings, 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 Sales, Marketing, Product Support, Consulting Services, Channel, Finance, Engineering, and other departments as needed
• This role requires approximately 50% travel

Required Skills and Experience

• At least 5 years of experience in direct, complex solution software sales, preferably in the State and Local government markets
• 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

Preferred Skills and Experience

• Knowledge of the eLearning/training/education industry
• Willingness to perform market development initiatives

About Blackboard

Blackboard is a leading EdTech company and SaaS provider that delivers the digital environment for transformational teaching and learning. We serve thousands of institutions with the industry's most AI-advanced LMS, Blackboard Ally for accessibility, and institutional effectiveness solutions that put educators and learners at the center. We're an education company that builds technology. Learn more at blackboard.com.

The expected salary for this position is $9 6 ,000. The range reflects base salary only and does not include additional compensation such as sales incentives or benefits. Placement within the pay range will depend on a variety of factors, such as experience, skills, internal parity, and location.

Candidates must be legally authorized to work in the country where the role is based at the time of hire and must maintain that authorization for the duration of employment. The company does not provide visa sponsorship or immigration support for this position.

This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

Blackboard is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression, protected military/veteran status, or any other legally protected factor.