Senior Director, EAB Technology Sales

11 - 15 years experience  •  Business Services

Salary depends on experience
Posted on 09/21/17
Washington, DC
11 - 15 years experience
Business Services
Salary depends on experience
Posted on 09/21/17

The Role in Brief:
Our staff represents The Advisory Board Company at higher education institutions across the country. We hire persuasive leaders with a knack for teaching and explaining concepts—someone who's comfortable listening to CEOs and then mapping their problems to our solutions. As our ambassadors and connectors, marketers are pivotal to the growth of our firm. They help launch new programs and lines of business while generating revenue and expanding our impact on an industry that matters to everyone.

Specific Responsibilities:
- Prospect and build new business within an assigned territory; acquire new clients successfully and negotiate to expand memberships for existing clients
- Build relationships by meeting with provosts, deans, and other academic leaders to discuss their strategic and operational challenges, present best practice solutions and effectively sell the vision of their capabilities
- Conduct onsite presentations, including a technical demonstration, to educate prospective members on our services
- Meet quarterly and annual revenue goals through management of a sales pipeline with pursuits in various stages of the evaluation process
- Maintain up-to-date knowledge of competitors
- Provide insights from marketing visits to inform future research initiatives and new product development inquiries
- Manage team member to goals, provide formal feedback, and guidance on professional development

Basic Qualifications:
- Bachelor’s Degree from an accredited college or university 
- Must possess a minimum of ten years post-undergrad experience in at least two of the following:
- Relevant higher education industry experience 
- Experience in Sales, Account Management, and/or the equivalent
- Technology experience (SAAS)
- Must possess a minimum of five years of commercial experience – track record of successful sales/ownership over a personal revenue target
- Proven ability to meet and exceed goals
- Ability to conduct presentations and facilitate group discussions
- Proven negotiation and persuasion skills 
- Willingness to travel domestically at least 50%
- Valid Driver’s License 

Ideal Qualifications: 
- Desire to succeed in a sales environment and sell prospects on the current and future proposition of a product
- Experience selling SAAS products, preferably in the higher education industry
- Engaging and memorable presentation style; demonstrated ability to build rapport and credibility quickly with an executive-level audience 
- Proven track record of success in achieving revenue quotas and sales targets 
- Demonstrated ability to use active listening to diagnose a problem and map a solution in the moment
- Demonstrated creativity and initiative when it comes to problem solving and/or project ownership
- Resilience and comfort with ambiguity – ability to be flexible and adaptable in a changing environment 
- Ability to manage a Sales Associate to goal, coach and provide constructive formal and informal feedback 
- Receptive to feedback, coaching and constructive criticism; ability to learn from mistakes 
- Proven experience managing multiple, competing priorities, strong prioritization and organizational skills 
- Excellent writing, critical thinking and negotiation skills
- Consultative-based sales experience
- Experience identifying market trends, presenting in a leadership forum and leveraging to inform overall go-to-market strategy

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