What are the responsibilities and job description for the Account Sales Manager position at Expatiate Communications?
The Account Manager manages and sells Expatiate's products and services, focuses on Practice and Instruction within the assigned territory, and achieves revenue goals through prospecting, new business, customer renewals, cross-sell, and up-sell opportunities. The Account Manager has meaningful sales experience and expertise in cultivating and long-term developing customer relationships, maintaining high product renewal rates, and collaborating with Customer Success partners and members of the Account Executive team. You will be the primary account contact for customers, increasing customer loyalty and retention while driving business value and expansion.
Description
Expatiate Communications is a leader in special education, redefining the way special education programs are designed and delivered. By leveraging data and technology, we focus on improving academic outcomes and providing equitable access to all students. We develop and implement innovative and sustainable special education programs for Education Agencies, charter schools, families, schools, districts, and County Offices of Education.
This position requires regular travel within assigned territories for customer engagements, conferences, and other revenue-generating activities.
Salary Range: The base range for this position is $51,100 - $70,300, with a total target compensation (TTC) range of $100,000 - $135,000. This range is based on national market data and may vary by experience and location.
Responsibilities:
- Proactively drive new business, cross-sell, up-sell, and renewal opportunities by engaging multiple decision-makers to ensure communication and agreement throughout the life of the opportunity.
- Identify growth opportunities with schools, districts, and other partners, conduct outreach, and use solution selling skills and sales knowledge to prospect new business.
- Use internal and external networks to increase opportunity value.
- Effectively manage the assigned territory and make and close sales calls (including cold calls).
- Grow assigned book of business to exceed revenue goals.
- Understand and sell solutions aligned to customers’ unique problems and strategic objectives.
- Leads across the account team and internal and external partners to develop winning solutions that bring value to both the customer and Expatiate.
- Consistently close business that has progressed past needs development and independently develop persuasive presentations to overcome late-stage deal obstacles to win customer confidence and support.
- Knows customer workflows and contacts and how they integrate into decision-making processes.
- Know the competition and how strategies and tactics work in the marketplace.
- Builds rapport based on factual accuracy and expertise across offerings, delivering on expectations and proactively providing market insights that inspire customers to think of Expatiate as a partner.
- Manage follow-ups with key leads and accounts.
- Conduct key sales presentations and provide follow-up and pre-sale product training in-person or virtual.
- Document interactions in the CRM system according to established processes.
- Ability to manage a territory/region and hit target goals.
- Leverage prior teaching or sales experience to develop new ideas and sales strategies.
- Provide recommendations (product, marketing, process, etc) based on customer feedback.
- Perform additional duties as assigned.
Preferred Qualifications:
- Experience in education sales.
- Knowledge of education customers, their organizational structures, and leadership personas.
- Possesses a deep knowledge of the K-12 education space, including public, private, and parochial schools.
- Strong understanding of K-12 districts and school administrative roles, funding, purchasing process, buying cycles, policies, practices, trends, and school board oversight.
- Possess strong technical knowledge of standard tools and trends in the edtech space; staying current on probable future state policies, practices, and information affecting customer businesses.
Required Qualifications:
- 3 years of prior experience in sales.
- Bachelor's degree (B. A.) from a four-year college or university.
- In lieu of education, the company will accept 7 years of education sales experience.
- Proficient in collaboration tools (e.g., Outlook, Slack, Microsoft Teams, etc.
- Familiarity with CRMs and other sales technology (e.g., HubSpot, Dynamics, Salesforce)
- Excellent written and verbal communication skills, including presentation skills.
- Strong analytical and problem-solving skills.
- Detail-oriented with strong organizational and multitasking abilities.
- Ability to function well in a high-paced environment.
- Valid driver’s license and excellent driving record.
- Able to commute within assigned regions/territories.
Regular Full-Time Benefits:
- Medical
- Dental
- Vision
- Long Term Disability
- Health FSA
- Dependent Care FSA
- 401K
Individual compensation packages are based on various factors unique to each candidate, including skill set, experience, qualifications, geography, and other job-related reasons. Expatiate Communications is an equal-opportunity employer. Expatiate Communications considers all qualified applicants and employees for hiring, placement, and advancement without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status.
Salary
$51,100 - $135,000 per year
Job Type: Full-time
Pay: $51,100.00 - $135,000.00 per year
Schedule:
- 8 hour shift
- Monday to Friday
Application Question(s):
- Please list the CRM software(s) you are familiar with?
- This position requires regular travel. Are you comfortable and available to travel as needed?
- Do you have reliable means of transportation to fulfill the travel requirements of this role?
- Do you have a valid driver’s license and a clean driving record?
- The base salary range for this position is $51,100 - $70,300, with a total target compensation range of $100,000 - $135,000. Does this align with your salary expectations?
- Please list the certifications and licenses that you have related to this position.
- Do you have experience in education sales? If so, please provide a brief summary.
Education:
- Bachelor's (Preferred)
Experience:
- Sales: 3 years (Required)
Ability to Commute:
- Pasadena, CA 91101 (Required)
Willingness to travel:
- 50% (Preferred)
Work Location: In person
Salary : $51,100 - $135,000
