Sales Executive – Academia Software (West Coast)

The Sales Executive – Academia Software (West Coast) is expected to identify prospects, generate leads, make sales calls, and handle the sales cycle, proposal, and contract negotiation through deal closure.

Leveraging your strong interpersonal skills, you will engage with and present to a variety of stakeholders from diverse academic departments, across executive leadership and operational staff.

You will address workflow needs and gaps, aligning to product use and benefits, outline competitive advantages, develop and share commercial terms and facilitate technical follow-up as necessary to close the sale. You will also assess the sales process and request participation from executive leadership when required.

You will generate new leads through prospecting and networking, including cold calling, utilizing expertise in business development and leveraging external industry networks and resources and internal account managers, solution consultants, renewals team and field/product marketing teams to exceed sales targets.

About You – experience, education, skills, and accomplishments

• Bachelor’s Degree or equivalent relevant work experience
• 5 years of relevant experience
• 3 years of sales experience as an individual contributor in selling Software as a Service (SaaS) applications into a major vertical

It would be great if you also have . . .

• Experience selling SaaS solutions into Higher Education or Educational Technology environment
• Experience selling SaaS solutions relevant to Teaching & Learning workflows and stakeholders
• Knowledge of enterprise sales and qualification methodologies such as MEDDPICC, Challenger, SPIN, Solution, etc.
• Proven sales track record with deal sizes $25k-$250k
• Ability to thrive in a dynamic environment
• Excellent negotiation, verbal, written communication and presentation skills, executive presence
• Proficiency in Salesforce, Microsoft Office Suite (especially with PowerPoint)

What will you be doing in this role?

• Employs team selling, collaborating with Clarivate Academic and Government Account Managers on opportunities in territory (US/Canada) to prospect/generate leads, qualify and scope opportunities, make sales presentations and close deals.
• Influences and motivates others in a matrixed sales organization (including indirect reports to the Product Sales Manager) to support and drive towards shared goals.
• Focuses on new business as part of expanding the Ex Libris/Clarivate teaching and learning software product portfolio with primary emphasis on our Alethea solution
• Leads RFP coordination and development as needed; collaborates with RFP team, solutions consultant and product management teams to ensure alignment of solutions with prospect/client goals and objectives.
• Maintains awareness of all proposals and leads discussion with client as needed.
• Fosters client satisfaction and ensures that issues are resolved, working with colleagues in customer support and customer success as relevant.
• Act as a representative and present at various industry conferences and events
• Partner with field and product marketing on demand generation campaigns and lead management from conferences and events
• Development and maintain in-depth knowledge the Ex Libris/Clarivate higher-education software solutions

About the Team

The Academic Software product sales team managers are thought leaders within the market as it relates to helping universities achieve their goals for student success and engagement, improved learning outcomes, streamlined library services and expanded access to scholarly resources. We are a collaborative team sharing best practices amongst the team and working in tandem with Account Managers, Customer Success, Product Management and more.

Our customer stakeholders reside within the Provost’s Office, Centers for Teaching & Learning/Excellence, Academic Technology and University Libraries. We do travel frequently as customer meetings are required to build relationships and to further connect the value of our solutions to the needs of our clients.

Hours of Work

• This position requires weekday (Monday - Friday) attendance with scheduling flexibility available around core working hours. Some weekend attendance is required, typically for travel and industry/trade events.
• Frequent domestic travel is required (estimated at around 50%).

At Clarivate, we are committed to providing equal employment opportunities for all qualified persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.