Instructor Led Training Account Executive

Summary

Join Skillsoft as an Instructor-Led Training Account Executive to drive revenue growth by expanding our Instructor-Led Classroom training business to new customers. In this role, you will leverage your sales expertise to build a strong pipeline, achieve sales targets, and establish a significant presence for Skillsoft within a designated region. You will need to effectively navigate complex organizations, sell to multiple decision-makers, and utilize various sales tools to maximize growth. This position requires a proven track record of success in selling IT training solutions or similar products to enterprise clients. You will be responsible for outlining measurable business objectives, providing management feedback, and negotiating effectively to close deals.

Requirements

• 5-8 years of direct sales experience, selling IT training solutions, SaaS, B2B, enterprise software to IT management with a Bachelor’s degree or equivalent mix of experience and education
• History of exceeding sales targets, with a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale
• Proficient in Salesforce and MS Office Suite
• Advanced understanding of customer’s business, loves to debate, pushes the customer, has a broad view/perspective
• Ability to prospect with a structured activity model to maximize revenue growth with exceptional documentation
• Experience understanding complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements
• Skilled at demonstrating solutions and speaking the language of corporate buyers and respectfully challenge their thinking
• Ability to collaborate and leverage subject matter expertise in a matrixed sales environment
• Experience presenting and communicating concisely to VP, SVP, and C-Level Executives
• Be self-driven and able to operate with a sense of urgency, competitive, and demonstrate a positive, winning attitude

Responsibilities

• Drive top-line revenue growth through new customer acquisition using a hunter mentality
• Partner with related portfolio management, scheduling, operations, delivery, marketing in the successful advancement of critical opportunities and market penetration
• Achieving targeted new pipeline, sales activity, and quota goals on a monthly, quarterly, and annual basis for assigned territory
• Establish and grow a Global Knowledge and Skillsoft presence within a designated region
• Utilize provided tools within a recommended cadence to increase growth within accounts and the territory as whole,  using such tools as: Sales Intel, LinkedIn, CRM, Spend Reports, Sales Plays, etc
• Determine customer business drivers and objectives
• Effectively research and document utilizing our CRM for pipeline development, activity management, opportunity management and forecasting
• Negotiate effectively based on value and time to close
• Meeting prep with research, agendas agreed on by prospect and a tailored presentation coupled with impeccable follow-up
• 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 in the learning, human capital, human capital technology space