Account Executive, Transact

Blackboard   •  

Seattle, WA

Industry: Technology

  •  

5 - 7 years

Posted 35 days ago

The Opportunity:

Through transformative payments and credential-driven transactions and privileges, Transact partners with institutions to help them make their student and family experience mobile-centric, personal and individualized, and completely connected all across campus. Our open enterprise-class cloud platform enables mission-critical capabilities that translate into superior student and family experiences, integration with every aspect of campus life, and richer institutional insight.

This connected campus experience includes integrated tuition and fee payments, comprehensive dining and retail credential-driven transactions, configurable security and privilege management, and automated attendance and events. At each interaction across these capabilities, capture meaningful data so campus leaders can make informed decisions and take proactive action. Transact solutions easily integrate with your campus systems and partners with a broad, open ecosystem, maximizing existing investments, evolving quickly, and delivering a personalized solution.

Transact is headquartered in Phoenix, AZ and has served the education community for over twenty-five years. Visit transactcampus.com to learn more.


The Responsibilities:

As Account Executive, you will be responsible for Net New and Account Expansion within the territory. You will meet or exceed sales objectives of the assigned territory by promoting and selling the Transact solutions through a consultative selling approach that effectively aligns the products to customer business objectives, while demonstrating a quantifiable value proposition for the customer.

Specific responsibilities will include:

  • Generating new sales into accounts
  • Expanding existing account sales within the territory
  • Meeting and exceeding established sales quotas
  • Making prospecting a part of the regular routine, ensuring that new prospects are being added to the pipeline on a consistent basis
  • Managing a complex, enterprise sales process with a 12 month to 24 month purchasing cycle
  • Expanding the revenue opportunity within new accounts by selling incremental follow-on business
  • Taking on the role of "Virtual CEO" on all RFPs; working with the RFP team to have a complete understanding of the institution needs including understanding of the platform the institution requires, partner requirements, price sensitivity, incumbent product, potential objections or concerns, Transact's strategic value proposition, and any other relevant information necessary for a successful sales process
  • Continually learning about new products and improving selling skills; attending training events throughout the year and participating in self-paced tutorial learning when appropriate
  • Being well informed about higher education commerce and security industry trends and being able to talk intelligently about the industry
  • Becoming familiar with all Transact partner relationships and how they relate to Transact sales.
  • Becoming proficient with SalesForce.com; effectively using the sales force automation tool to enter all sales information into this system for support accurate and proper forecasting/reporting
  • Keeping abreast of competition, competitive issues, and products
  • Attending and participating in sales meetings, product seminars, and trade shows
  • Preparing written presentations, reports, and price quotations
  • Assisting in contract negotiations
  • Managing sales pipeline
  • Effectively and efficiently employing resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale
  • Defining and executing territory sales plans
  • Developing positive relationships with other employees in Marketing, Product Support, Global Services, Finance, Engineering and other departments, as needed
  • Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales team

The Requirements:

  • Bachelor's degree preferred
  • 5+ years' enterprise sales experience
  • Knowledge of the Higher Ed or public-sector market
  • Successful achievement of $2M+ quotas, using a consultative selling methodology
  • Ability to manage a pipeline of 25+ accounts at any given time
  • Ability to work in a team environment
  • Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
  • This position requires the AE to work out of a home office
  • Travel: Expect 50-60%+