Position Overview:
Skillsoft is currently seeking an experienced, professional sales executive with a history of over-performance in quota attainment to join our outside field sales team. As a Regional Business Manager at Skillsoft Corporation you will sell complex enterprise solutions supported by the best sales talent, training and tools in the e-learning industry. Our Regional Business Managers are passionate and enthusiastic about sales and understand how to sell value – not products – to our customers and prospects. Regional Account Executives work remotely from home offices to manage all aspects of sales cycles within an assigned named account list.
Position Responsibilities:
Win new business and develop existing accounts for the leading global provider of e-learning content, technology and services.
Take a lead “account management” role for base business, ensuring regular touch points with key stakeholders and decision makers to ensure on-going alignment and business fit with customers.
Protect renewal of base business while developing a pipeline of growth business through upgrades and new name, new business accounts.
Work effectively and constructively with internal account teams, taking a lead role in setting the objectives and vision for the base territory.
Application of Challenger Sales Methodology for pipeline development
Thorough use of Salesforce.com to record and manage contacts, activities, opportunities, Risk-Renewal-Factor (RRF) and projection of sales pipeline.
Set face to face meetings with business leaders and decision makers including “C” level executives within our target marketplace.
Deliver customer presentations that are professional and clearly articulate the Skillsoft value proposition.
Close sales in complex, long sell cycle situations.
Develop a thorough understanding of the Skillsoft consultative and solution selling process.
Apply solution and consultative sales skills to manage account cycles.
Leverage prospecting skills to identify, qualify and close new business.
Desired Skills and Experience:
A minimum of 10 years successful sales experience is required.
Sales experience must demonstrate ability to exceed sales targets.
A formal understanding of and experience with Solution / Consultative Selling is required.
Must have the ability to prospect and manage a designated territory to maximize revenue growth.
Must have the ability to call high in an organization and interact with senior level corporate management.
Must have the ability to operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude.
Must have the ability to clearly articulate the company’s offerings and develop solutions for customers and prospects.
Professional and impactful presentation skills.
Able to demonstrate and apply “Challenger Rep” attributes – Teach, Tailor, Take Control
Effective collaboration when working with account teams – Learning Consultants, Solution Services, and Business Development Consultants.
Must possess strong business acumen and hold effective and constructive two-way business conversation
Strong relationship building skills are essential.
Exceptional overall communication skills required.
A keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale is required.
Demonstrate commitment, loyalty and appreciation for the organization. Convey a high-level of concern for all employees, while helping to ensure that both their needs and those of the organization are met
Education and Certifications:
Bachelor’s Degree preferred in relevant field
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