Account Executive - Tampa, FL, or Dallas and surrounding areas

Excelsior•Albany, NY

8d•Hybrid

About The Position

Excelsior University, an accredited, not-for-profit university, is seeking an Account Executive for its Center for Executive and Professional Education (CEPE). This role is responsible for business-to-business consultative sales and key account management, focusing on creating and implementing account strategies, developing senior-level contacts, generating new accounts in a virtual/remote environment, and driving the sales process from lead to contract signature. The position requires outstanding relationship-building and consultative selling skills, an entrepreneurial mindset, and creative problem-solving abilities. Depending on location, this position may require working from a home office, with specific expectations for onsite work for Albany and St. Petersburg/Tampa staff. Travel, including regional and national, may be required.

Requirements

5+ years of Sales experience, preferably in talent and leadership development consulting and B2B sales.
A passion for helping leaders excel and improving business outcomes.
Business development, account leadership, and large sale closing skills are essential.
Capability and experience in working with senior executives from major corporations.
Demonstrable success leveraging consultative sales methods and practices.
Knowledge and experience in working with a variety of industries, or ability to quickly assimilate information about diverse industries and business models.
Proven track record of sales in professional services industry.
Proficiency in Word, Excel, PPT.
Demonstrated capability in leveraging social media (e.g., LinkedIn) to make connections and generate leads
Understanding and experience with account management and new business development
Closing skills in line with a high-level sales process in professional services
Ability and desire to work with multiple, diverse stakeholders across complex organizations and different populations and recognize opportunities for growth.
Strong project management experience and the ability to prioritize and manage multiple tasks and priorities effectively.
Demonstrate creativity, enthusiasm, and openness to innovation.
Ability to master a wide body of knowledge and information.
Interpersonal, oral, written communication, and presentation building and delivery skills.
Organizational, analytical, decision making, and problem-solving skills.
Ability to excel working fully remote or hybrid in a professional, private, and quiet workspace managing multiple priorities and meeting deadlines and goals.
Ability to review/prepare accurate detailed documents.
Self-disciplined with proven ability to work independently and with initiative to successfully achieve goals and objectives.
Ability to travel. Conference attendance, partner/student engagements, and off-site meetings will be required.
Occasional weekend/evening hours and overnight travel.
A valid U.S. driver’s license.
Bachelor’s degree from a regionally accredited institution required.
At least 5 years of work experience in a related role, such as sales, business development and account management, marketing, admissions, or recruiting required.

Nice To Haves

Knowledge and relationships within Human Resources, Learning and Development, and Organizational Development fields preferred.
Ability to use Salesforce CRM preferred.
Learning and development industry experience preferred.
Experience working in Higher Education or other learning-related field with adult learners a plus, as is additional professional work experience.

Responsibilities

In conjunction with the Senior Director for C4L, set aggressive yet achievable sales targets, and a detailed annual sales plan aimed at achieving these targets
Prospects, acquires, and retains high value client engagements
Able to use performance consulting skills to diagnose client needs and propose educational solutions with business impact
Leads key accounts to achieve and maintain required level of client satisfaction, revenue, profitability and margins
Forecasts sales pipeline and manages time and activities to address pipeline fluctuations
Utilizes value-based pricing to establish the Center for Leadership as a high value, differentiated brand
Convert marketing qualified leads into sales opportunities.
Inform the development of campaigns to reach target markets in efficient and effective ways.
Leverages partnerships, faculty, and external relationships to be sources of leads and additions to the Excelsior University learning community
Leverage social media (e.g., LinkedIn) to make connections and generate leads
Deliver on revenue, margin, and client satisfaction metrics, adjusting processes and policies as needed based on market demand and goal achievement
Leverage digital tools; Salesforce, ZoomInfo, etc. as needed to support growth
Support a community of practice with talent/learning and business leaders through targeted outreach and events
Develop relationships across the university to align C4L initiatives with institutional priorities and academic offerings.
Collaborate with other CEPE, C4L, and SPA team members to ensure best use of resources and best practices.
Ensure consistency with Excelsior’s brand to ensure delivery of a consistent, branded, and accurate message.
Other duties as assigned.