[Hiring] Senior Account Executive @HMH

Role Description

The Senior Account Executive role on NWEA’s Integrated Solutions team is responsible for acquiring new Charter, Private and Parochial customers (partners) for our growing portfolio of products and services and increasing NWEA’s leadership position in an assigned geography. The Senior Account Executive, PPC-West Team, focuses on selling to prospective large Charter Management organizations, Diocese, and Private school networks, in addition to schools of all sizes in these markets in the US.

The Senior Account Executive partners with an Account Manager who is focused on renewals, retention, and growth of existing customer/partner relationships.

The key areas of work include:

• Acquiring new partners and building strategic relationships in accounts from Charter, Private, and Parochial markets.
• Lead development and qualification.
• Establishing territory plans focused on selling activity.
• Successfully managing a sales pipeline of opportunities.
• Collaborating with the extended NWEA organization including Marketing, Partner Support, Professional Learning, Proposals, and other Partner Accounts teams.
• Expected travel: 25% on average.

Responsibilities

• Drive revenue growth through acquisition of new partners in the assigned territory.
• Drive lead development, qualification, and conversion into opportunities and closed sales.
• Actively prospect and close opportunities for NWEA Products and Services, including MAP Growth, MAP Reading Fluency with Coach, and Professional Development.
• Work cross-functionally across the HMH division to prospect and close opportunities from products and services outside the NWEA specific portfolio.
• Demonstrate strategic ownership of assigned territory through knowledge of funding, state initiatives, and regulatory mandates.
• Develop and own a territory strategy to penetrate and grow assigned geographic region.
• Participate in and facilitate partner participation in informing NWEA product strategies, design, timelines, and development.
• Provide mentorship and coaching to fellow Account Executives as assigned.
• Act as a strategic and knowledgeable liaison between partners and multiple divisions of NWEA.
• Consistently act as a partner advocate, while keeping NWEA mission and objectives in the forefront of all decisions.
• Manage complex sales cycles with multiple stakeholders, both internal and external.
• Demonstrate current knowledge of NWEA products and services and the education market, including issues, trends, relevant laws, and competition.
• Use Salesforce to manage prospect opportunities and pipeline for new products and services; keep data accurate and up to date.
• Present price, credit, and terms in accordance with standard procedures and/or contractual requirements.
• Accurately process and schedule partner transactions including quotes and orders.
• Perform other duties as assigned to ensure the success of the team and the entire organization.

Qualifications

• Proven success in generating qualified opportunities.
• Able to successfully move deals through the sales cycle, negotiate and close deals.
• Proven track record of selling success and ability to exceed personal and team goals.
• Skilled in analyzing and translating complex partner requirements into NWEA business offerings.
• Aptitude to inspire, unify, and work with cross-organizational teams.
• Consistently apply proven sales methodology (i.e., Miller Heiman, Strategic Selling).
• Strong organizational skills.
• Exhibit excellent written and verbal communication skills, including strong presentation skills.
• Demonstrate commitment to the NWEA mission and culture.
• Ability to manage sales relationships, pipeline, and opportunities in CRM system (Salesforce experience preferred).
• Exhibit knowledge of education market, school and business operations, and functions.
• Diverse personal network of educators is a plus.
• Strategic focus in developing and executing territory plans.
• Effectively work with the Integrated Solutions team, NWEA organization, and HMH colleagues.
• Must be able to perform the physical and intellectual requirements of the role, with or without accommodation.

Education and Experience

• Bachelor’s degree in education, business, or a related field required, or equivalent combination of education and experience.
• Preferred 5+ years field sales experience and selling to the educational market.
• Experience initiating, acquiring, and growing mid-sized and strategic accounts.
• Experience with NWEA products, services, procedures, and implementation preferred.
• Deep understanding of K-12 education industry and assessment methods.

Benefits

• Salary Range: $100,000 - $115,000 + commissions.
• Our culture & benefits: https://careers.hmhco.com/culture_benefits