Outside Sales Consultant

Job Summary:

We are in search of anOutside Sales Representativetoexpandourmarketpresence in North America.Working face to face and virtually,yourprimary focus will be toestablishand maintain relationshipswith customers including district/state Superintendents, Chief Technology officers,Library Directors,Directors of Curriculum and Instruction, business officials and other district administrators and staff.

Successfulcandidates will have a proventrack recordof building strong pipelines, executing up-sell andcross-sell sellingstrategies,and rapidly closing business. Our ideal candidates are self-motivated, apply a consultative approach, havestrong execution skills,arefocused, responsible,accountable,and have a proven history of exceeding sales quotasin excess of$1M annually.

Key Responsibilities:

• Sales Strategy:Develop and execute a comprehensive sales strategy to target andacquiredistrict-level customers. This may involve cold calling, prospecting, networking, andleveragingexisting market relationships.

• 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 3x sales pipeline.

• Client Engagement:Establishand maintain relationships with district administrators, department heads, and other key stakeholders within potential and existing districts. Understand their businessobjectivesand pain points.Travel to customer locations as needed, attend trade shows, and conferences.

• 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. Provide product demonstrations and presentations as needed.

• Customized Solutions:Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges. This may involve working closely with other teams such as product development or customer support.

• Negotiation and Contracting:Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements.

• Market Research:Stayup-to-datewith K-12 market trends, and competitors toidentifynew business opportunities andmaintaina competitive edge.

• Reporting:Maintainaccurateand up-to-date records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software. Provide regular reports to management.

• Collaboration:Collaborate with our Marketing,Successand Sales Developmentteamsto expand pipeline and increase velocity.

Qualifications:

• Significant direct sales experiencewith sales of multipleEdTechSaaS solutions and services.

• Experience calling on IT buyerpersonas

• Proventrack recordofconsistently meeting and exceeding sales quotas.

• Excellent verbal and written communication skills.

• Highly motivated.

• Strong senseof integrity and ethics.

• Entrepreneurial mindset.

• Detail oriented.

• Team player with collaborative personal style.

• Adaptable to changing market conditions and customer requirements.

#REMOTE#LI-CH1