Sales Enterprise Client Account Executive - Higher Education, Social Impact

Blackbaud•Charleston, SC

2d•Remote

About The Position

As a key member of the Blackbaud Enterprise Sales Team, the Enterprise Client Account Executive (CAE) will be responsible for identifying cross-sell and upsell opportunities within the assigned territory of existing Higher Education customers. The ideal candidate will be responsible for the full sales cycle, from lead to close and will also help internal teams continue to innovate by sharing knowledge of client challenges as well as their understanding of Blackbaud's portfolio of our offerings to Higher Education institutions. The Account Executive must be able to consultatively navigate through large, complex Higher Education organizations positioning Blackbaud's software, services and training as a best of breed high-end enterprise solution. We want you to work with these customers to uncover needs and opportunities to expand the use of our products and services, helping them to achieve success with their fundraising, financial, academic, website, and organizational goals.

Requirements

8+ years’ experience in positioning and selling large, complex SaaS CRM and/or ERP software solutions within Higher Education sector
Proven experience developing and managing Requests for Proposals (RFPs).
Knowledge and experience working within a solution-selling or consultative selling methodology
Experience selling/navigating a complex sale
Experience in both acquiring new business and cultivating existing relationships for business
A proven track record of consistent over quota achievement within a solutions software vendor
Entrepreneurial drive and work ethic

Nice To Haves

Nonprofit industry experience a plus

Responsibilities

Managing sales activities to exceed assigned revenue objectives.
Providing tactical and strategic plans with specific measurable time frames to penetrate an account.
Generate new sales opportunities to ensure an adequate pipeline.
Collaborate with Client Success Managers (i.e. Account Managers) to generate additional revenue from existing client base.
Following up on leads, completing RFP's etc.) into accounts to establish additional relationships.
Executing on the plan to position Blackbaud as solution of choice.
Becoming a 'trusted business advisor' and establish Executive relationships at senior levels within client accounts.
Differentiating Blackbaud's solution by positioning professional services.
Provide and or coordinate appropriate resources such as online demonstrations and proposals when needed to educate clients and advance sales cycles.
Working closely with professional services to present a total solution.
Build and maintain an accurate pipeline and timely sales forecasts to management.
Identifying internal teams, providing direction and leadership in each sales engagement.
Develop a deep understanding of customer industry trends.