Account Executive, Acquisition

Summary

Join Skillsoft as an Account Executive, Acquisition to drive top-line revenue growth by acquiring new corporate clients. You will sell Skillsoft's platform and content solutions directly to corporate decision-makers, building relationships and navigating complex organizations. Success requires a hunter mentality, strategic solution selling, and exceeding sales targets. You will partner with specialist and growth reps on cross-sell and upsell opportunities. This role demands a proven track record of over-quota achievement and the ability to build a robust sales pipeline through outbound prospecting and strategic outreach. The ideal candidate will possess strong communication, negotiation, and relationship-building skills.

Requirements

Minimum 5+ years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives with outstanding quota attainment history

Responsibilities

• Drive top-line revenue growth through new customer acquisition
• Sell Skillsoft Platform and Content solutions directly to corporate decision makers
• Win by representing a solution line, identifying business issues and risk to solve, building a targeted value proposition to win with key competitive differentiators
• Partner with Specialist reps on cross-sell opportunities for new customers
• Partner with Growth reps on upsell opportunities in a land-and-expand sales motion
• Influence prospects at the senior leadership level
• Hunter by nature and working style. Selling is based on math….X number of outreaches, Y conversations, Z meetings to build 4-5X coverage in pipeline
• Develop a thorough understanding of Skillsoft sales plays
• Outline measurable and defined business objectives and goals with timelines, (related to revenue and growth of whitespace)
• Provide management, feedback and recommendations on pipeline health, risk, opportunity, and progress

Preferred Qualifications

• Experience working with Hong Kong-based Enterprise customers, demonstrated experience doing business in Cantonese
• Experience in the learning, human capital, human capital technology space is preferred but not required. Enterprise technology experience is valued
• Ability to identify and qualify a diverse set of opportunities based on an Enterprise customer’s digital transformation maturity and existing technology investments
• Demonstrated experience in building technology investment business cases to showcase ROI from platform and process consolidation
• Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale
• Advanced understanding of customer’s business, demonstrating solutions loves to debate, respectfully challenge their thinking, has a broad view/perspective
• Ability to prospect with a structured activity model to maximize revenue growth
• Expert at collaborating and leveraging subject matter expertise in a matrixed sales environment
• Ability to operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude
• Negotiate effectively based on value and time to close
• Expert knowledge/usage of Salesforce.com required, proficiency in sales tools such as 6sense, Value360, LinkedIn Navigator preferred
• Commitment and ownership of your – and your team’s – success
• Willingness to take ownership – and solve – problems
• Willingness to acknowledge, and own mistakes – recognition of humility as a key aspect of continuous improvement