[Hiring] Outside Sales Consultant/Account Executive @Follett Software, LLC

Role Description

We are in search of an Outside Sales Representative to expand our market presence in North America, specifically in CT, DC, MA, MD, NC, and VA. Working face to face and virtually, your primary focus will be to establish and maintain relationships with customers including:

• District/state Superintendents
• Chief Technology Officers
• Library Directors
• Directors of Curriculum and Instruction
• Business officials and other district administrators and staff

Successful candidates will have a proven track record of:

• Building strong pipelines
• Executing up-sell and cross-sell strategies
• Rapidly closing business

Our ideal candidates are self-motivated, apply a consultative approach, have strong execution skills, are focused, responsible, accountable, and have a proven history of exceeding sales quotas in excess of $1M annually.

Position Scope:

• Sales Strategy: Develop and execute a comprehensive sales strategy to target and acquire district-level customers.
• Revenue Growth: Meet or exceed sales quotas and targets by consistently securing new district-level customers and upselling/expanding existing customers.
• Pipeline Development: Build and maintain a 3x sales pipeline.
• Client Engagement: Establish and maintain relationships with district administrators, department heads, and other key stakeholders. Understand their business objectives and pain points.
• Product Knowledge: Gain in-depth knowledge of Follett’s products and services to effectively communicate how they can meet the unique needs of our K-12 clients.
• Customized Solutions: Collaborate with clients to understand their specific requirements and provide tailored solutions.
• Negotiation and Contracting: Negotiate pricing, terms, and contracts with clients to close deals.
• Market Research: Stay up-to-date with K-12 market trends and competitors to identify new business opportunities.
• Reporting: Maintain accurate records of sales activities and client interactions using CRM software.
• Collaboration: Collaborate with Marketing, Success, and Sales Development teams to expand pipeline and increase velocity.
• Other tasks and duties as assigned.

Qualifications

• Bachelor’s degree in Business, Marketing, Education, or a related field; EdTech or software sales certifications are a plus.
• 3-5 years in B2B or SaaS outside sales, with a focus on EdTech solutions.
• Experience selling multiple EdTech SaaS solutions and engaging IT buyer personas.
• Proven track record of consistently meeting and exceeding sales targets.
• Exceptional verbal and written communication skills, with a customer-centric approach.
• Motivated, ethical, detail-oriented, adaptable, and entrepreneurial.
• Residence in sales territory preferred.

Work Environment

• This role is remote and only open to candidates currently located in the United States and able to work without sponsorship.
• It requires a suitable space that provides a private and quiet workplace.
• Work hours and schedules may be adjusted as needed.

Physical Requirements

• Perform tasks in a home office environment with frequent virtual meetings.
• Prolonged sitting with sustained visual focus on digital screens.
• Frequent use of keyboard and mouse, involving repetitive hand movements.
• Occasionally adjust position or move within the workspace to reach items.
• Travel requirements: Heavy (greater than 50%).

EEO

Follett Software provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We are committed to providing reasonable accommodations to individuals with disabilities and disabled veterans.

If you are interested in applying for employment and need assistance or an accommodation in the application process due to a disability, please contact us by email at [email protected] .

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