Associate Account Manager

Summary

Join Turnitin, a global leader in educational technology, and contribute to our mission of ensuring the integrity of global education. As a Sales Representative, you will drive new business and manage client success within a defined geographical territory. You will be responsible for achieving sales targets, building client relationships, and collaborating with internal teams. This role requires strong sales, communication, and interpersonal skills, along with experience in the secondary education system. Turnitin offers a remote-centric culture, competitive compensation, and a comprehensive benefits package that prioritizes employee well-being.

Requirements

• 3 years of related work experience
• Results driven self-starter
• Strong interpersonal, communication and negotiating skills
• Demonstrated sales and objection handling skills
• Strong written communication skills
• Excellent phone presence
• Proven ability to work effectively with a team
• Understanding of the secondary educational system
• Familiarity with use of Apple computers, G-Suite business applications, and Salesforce

Responsibilities

• Drive new business efforts and account management/client success efforts across a small defined geographical territory, working to maximize opportunities for growth against a strategic growth plan with new and existing clients
• Manage all client/customer interactions, demos, meetings, etc. to close out the sale, then hand to T&I team to implement and then manage the account to optimize Client Success, working on renewals/upsell and cross-selling activity
• Forecast, own, and achieve annual sales targets within territory
• Generate and close qualified leads to expand business throughout assigned territory from new and existing clients
• Develop daily plans which utilize sales best practices to optimize sales calls and time
• Build a pipeline of new business through inbound, warm leads and outbound prospecting via a multi-touch strategy, using various media to drive and attract potential new business, working with the SDR team to successfully qualify opportunities through effective and personalized discovery
• Lean into the needs of the client and understanding their pain points and levers in order to craft the best solution to their needs
• Target, build and maintain lasting relationships with potential new and develop the relationship with existing clients
• Navigate educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers
• Upsell and cross-sell with existing clients
• Work closely with the immediate team and internal stakeholders including marketing, client success, T&I, Sales Engineers and Product Solution Specialists to ensure a first-class client experience (speedy responses, complete responses, accurate, well-presented data and carefully worded professional communications)
• Carry out Pitches and Product Demonstrations which have been tailored to meet your customer's pain points and needs
• Effectively communicate our unique value proposition through social channels, onsite/online pitch/demos and industry events
• Manage essential data tracking activity and progress in Salesforce CRM and any other systems required, covering prospecting, forecasting, quoting, administration, and account metrics
• Provide accurate forecasts and sales activity data by documenting sales activity within company CRM
• Keep up-to-date with and leverage developments in the territory such as growth opportunities, market trends, channel partnerships, and State/Government policy changes
• Working with SDR and Sales Operations functions, carry out strategic research to maintain pipeline and drive your sales activities
• Meet or exceed quarterly and annual sales goals
• Participate in network building opportunities within territory including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions
• Identify and report trends to Product Owners and Executive team to develop our products and roadmap
• Carefully develop itineraries and effectively utilize personnel and other resources to achieve sales objectives - making effective use of time, especially when on the road and in person

Benefits

• Remote First Culture
• Health Care Coverage*
• Education Reimbursement*
• Competitive Paid Time Off
• 4 Self-Care Days per year
• National Holidays*
• 2 Founder Days + Juneteenth Observed
• Paid Volunteer Time*
• Charitable contribution match*
• Monthly Wellness or Home Office Reimbursement/*
• Access to Modern Health (mental health platform)
• Parental Leave*
• Retirement Plan with match/contribution*