Account Executive, Higher Education
2 days ago
D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift.
New models of teaching and learning enable a personalized, student-centric experience - and deliver improved retention, engagement, satisfaction, and results for learners of all ages - in schools, campuses, and companies.
D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.
D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns - and by doing so, we will help improve human potential globally.
**Job Summary**:
**How You Will Make an Impact**:
- Exceed revenue objectives within your assigned territory
- Make prospecting an integral part of your regular routine ensuring new prospects are being added to the sales funnel on an ongoing basis
- Manage a complex, solution sale with a 12-18 month purchasing cycle
- Move the sale through the entire sales process actively engaging other D2L resources as necessary to ensure success
- Take an active role in RFP processes when required
- Continually learn about new products and improve selling skills
- Attend training events throughout the year and participate in self-paced tutorial learning when appropriate
- Be well informed about current industry trends and speak intelligently about the higher education industry in the assigned area/region
- Understand all D2L Partner relationships and how they relate to D2L sales
- Effectively use the sales CRM tool to enter all sales information into this system
- Attend and participate in sales meetings, product seminars and trade shows
- Prepare written presentations, reports and price quotations
- Lead contract negotiations
- Build and manage a quantifiable 12-month sales pipeline
- Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process
- Develop positive relationships with other employees in Marketing, Professional Services, Finance, Engineering and other departments as needed
- Travel up to 25% of the time (about 1-2 times per month)
**What You'll Bring to the Role**:
Must Have:
- 1-2 years' sales experience in the e-learning, education, and/or complex solution software sales industries
- Must have strong understanding of SaaS sales cycles and dealing with top decision makers within education
- Proven success prospecting, building a pipeline, and moving opportunities through the sales cycle
- Strong ability to propose, present and discuss solutions with C-level and other decision-makers
- Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
- Track record of successful achievement of assigned quotas
- Ability to manage a pipeline of 50+ accounts at any given time
- Collaborative mindset to work in a team environment
- Strong leadership, motivational, and presentation skills as well as exceptional written and verbal communication skills
- Must be able to travel 25% of the time
Nice to Have:
- Background as a Business Development Representative is an asset
- Knowledge of the Higher Education/e-learning industry is preferred
- Working knowledge of web and database technology
- Knowledge of MEDDPICC sales methodology is an asset
**Location Information**:This role can be performed from your home office within Ontario or from one of our vibrant office locations in Kitchener or Toronto.
**Why we're awesome**:
At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L:
- Impactful work transforming the way the world learns
- Flexible work arrangements
- Learning and Growth opportunities
- Tuition reimbursement of up to $4,000 CAD for continuing education through our Catch the Wave Program
- 2 Paid Days off for Catch the Wave related activities like exams or final assignments
- Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
- Retirement planning
- 2 Paid Volunteer Days
- Competitive Benefits Package
- Home Internet Reimbursements
- Employee Referral Program
- Wellness Reimbursement
- Employee Recognition
- Social Events
- Dog Friendly Offices at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne.
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