Sr Account Executive - Small Accounts

Houghton Mifflin Harcourt; New York (NY); Remote; USD 57,000 - 60,000; Full time

Job summary

Houghton Mifflin Harcourt is seeking a Senior Account Executive to promote our K-12 learning solutions across assigned school districts. You will manage a remote territory, build trusted partnerships with district admins and educators, and close complex deals leveraging internal resources.

Qualifications include a Bachelor's degree and at least 3 years of sales experience, with preferred K-12 teaching background. Familiarity with consultative selling and Salesforce is a plus.

Qualifications

• Bachelor's Degree or equivalent work experience.
• Minimum of 3 years of sales experience.
• Preferred K-12 teaching experience.
• Proficiency in Consultative Selling and Process.
• Strong skills in Complex Deal Management.
• Proficient in utilizing systems for online consultations and presenting solutions.

Responsibilities

• Act as a trusted advisor, leveraging internal resources to close complex deals.
• Territory Management: maintain data in Salesforce for forecasting and planning.
• Account Planning: develop plans using research, data, and relationships.
• Navigate multiple decision-makers and funding sources to close deals.

Skills

Consultative selling

Complex deal management

Sales

CRM usage

Education

Bachelor's degree

Tools

Salesforce (SFDC)

Job description

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K-12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students' potential and extend teachers' capabilities.

HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Location: Remote(Candidate must be located in EST/CST time zone)

What you'll do:

In the role of Senior Account Executive, you will be a vital force in promoting student success within the school districts of the assigned territory. You will forge partnerships with account administrators and educators to deliver tailored solutions that enhance educational outcomes. Your responsibility includes comprehensive territory management, encompassing both existing accounts and the identification of promising new business opportunities.

Job Responsibilities:

• Act as a trusted advisor, effectively utilizing internal resources that align with customer needs to successfully close complex deals.
• Territory Management: Maintain consistent and accurate data in Salesforce (SFDC) to support strategic territory and account planning. Utilize SFDC effectively for precise forecasting, identifying opportunities, advancing deals, and achieving successful closures.
• Account Planning: Utilize thorough research, data analysis, account history, market insights, and relationship-building to develop comprehensive account plans. These plans will identify appropriate solutions tailored to match the unique needs of each customer within the assigned accounts.
• Demonstrate expertise in managing complex deals within the current territory, navigating multiple decision-makers, products, funding sources, and negotiating skillfully to secure successful sales.

What you'll need:

• Bachelor's Degree or equivalent work experience
• Minimum of 3 years of sales experience (mandatory)
• Preferred K12 teaching experience
• Proficiency in Consultative Selling and Process
• Strong skills in Complex Deal Management
• Proficient in utilizing systems for online consultations and presenting solutions.

Salary Range - $57-$60K + uncapped commissions

#LI-VS1

HMH is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.