Account Executive - Higher Education (Remote)

Jaggaer • Durham, NC

11h • Remote

About The Position

JAGGAER is leading the Autonomous Commerce revolution, a self-governing B2B commerce experience between buyers, suppliers, things (IoT), and partners. Leveraging AI and machine learning, our intelligent procurement solutions provide enterprise buyers and suppliers with smart-match recommendations that align buyer needs with supplier capabilities. Our solutions autonomously execute many repetitive, behind-the-scenes tasks to facilitate enterprise commerce. We are over 1,250 employees strong, all focused on customer success. For more information, visit www.jaggaer.com WHAT WE ARE LOOKING FOR: We seek an experienced Account Executive (AE) to join our SLED team. As an AE, you have sold complex SaaS solutions to Higher Education and have a rolodex of prior relationships. As a successful candidate, you are an accomplished sales professional, ideally with experience in Spend Management. You have a tenacious approach to net new sales in targeted accounts. A consistent, proven track record of performance is required. True comprehension and the ability to navigate and penetrate complex sales environments are required. Track record in Spend Management and/or past software sales experience in the following areas, including Sourcing, Procurement, Finance, Contracts, and Supplier Performance. As an AE, you can prospect, identify solution gaps and/or sales opportunities, and articulate them confidently to prospective customers. In doing so, candidates will utilize Salesforce to manage their day-to-day operations. Day-to-day operations include prospecting, opportunity management, forecasting, and proposal generation. You will be an independent, autonomous, and creative performer with a passion for customer outcomes as a result of utilizing JAGGAER solutions. You must also be a team player who can work effectively with others across the JAGGAER organization. This position is for focused individuals who thrive in an environment of change and who have demonstrated a highly successful sales track record. The AE role provides high visibility and extraordinary rewards.

Requirements

• Prior experience selling into Higher Education is required.
• A minimum of 7 years of demonstrable success selling complex software solutions, preferably SaaS.
• Experience/track record in meeting/exceeding quota selling software solutions.
• Active in seeking new sales opportunities thru prospecting.
• Strong understanding of procurement solutions and technology.
• Proficiency in the sales processes and account/territory planning.
• Proficiency in solution selling running complex results driven sales cycles.
• Ability to take ownership of all facets of the sales process.
• Personal ambition to close.
• Proven ability to build and deliver credible business value propositions at all levels within an organization (ex. C-level, VP-level).
• Strong presentation and writing skills.
• BA/BS degree required
• Ability to travel to meet with prospects/customers, attend conferences, etc.
• This is a remote position, but ideal candidate will reside in a Metro area within North America.

Responsibilities

• Focusing on net new customers with a disciplined approach to territory and account management
• Owning the full Sales Cycle from prospect to close.
• Engaging partners where appropriate
• Identification of prospect “White Space”
• Articulating desired prospect business outcomes
• Making timely decisions about which opportunities JAGGAER will pursue; Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business.
• The AE will manage and coordinate every aspect of specific sales opportunities—from prospecting to contract signature
• Must be capable of driving and closing a sale, writing proposals, and negotiating contracts with people at all levels.
• Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested
• AE is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers
• AE should achieve 4x quota coverage in pipeline
• AE should utilize JAGGAER prospecting tools in their day to day activity
• AE should document pipeline building activity
• AE is required to enter all sales activity into Salesforce.com (SFDC)
• As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on
• AE will contribute to the development of solutions being proposed for prospects
• AE will assist in identification of the customer Return on Investment
• AE will assist in gathering information for services Statement of Work
• AE will be able to white board solution maps for customers
• AE will be able to land and expand solutions
• As JAGGAER develops the solution for an AE’s account, the AE must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale
• AE should be able to strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER’s unique offerings
• Ability to execute on mutually agreed upon closing/project plans with prospects

Benefits

• JAGGAER offers a variety of programs to help you manage your overall wellness and be your best self.
• At JAGGAER you’ll find great medical plans, adoption benefits, wellness reimbursement, generous parental leave, 401(k) match, a flexible work environment, no limit vacation days for exempt employees and much more!

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level