SLED Growth Account Manager

Skillsoft

5d•Remote

About The Position

At Skillsoft, we believe skills fuel growth. Our mission is to empower every organization and every learner to turn constant change into continuous growth. As part of the team, your skills will help organizations understand what skills they have, what they need next, and how to apply them in ways that drive real performance and progress. Skillsoft is hiring an experienced State, Local, and Higher Education (SLED) Account Manager to lead account renewals and growth with a process-oriented mentality and a strategic, growth mindset, with a solution-selling approach. In this role, you will have the opportunity to excel in creating renewal plays to accentuate Skillsoft’s strengths in alignment with each client’s strategic and tactical training / development initiatives. This individual will have a track record of exceeding quota and will secure a 95%+ renewal rate while growing an impressive upgrade pipeline of business as a result of strong interpersonal client relationships, prospecting, and deal creativity. It will be imperative that this person have a sales system that allows them to stay 90 – 120 days ahead of renewals and 2 – 3 quarters ahead in the sales cycle for upgrades They will be navigating public sector buying and contracting processes, be familiar with State, Local Government and Education buying cycles, fiscal periods, and contracting vehicles. This individual should come to Skillsoft with a strong ability to communicate up and down a client’s organization, have a hardworking - hustle mindset, positive energy, and tenacious work ethic.

Requirements

2-5 years of professional SLED sales experience preferred, ideally in PaaS, SaaS, B2B, and/or Safety/Legal compliance software, with a Bachelor’s degree or equivalent experience
Solid understanding of selling into State, Local & Higher Education Contracts
Proficient in Salesforce and MS Office Suite
Excellent written / verbal communication skills to interact with all levels of leadership
Must reside in Central or East Time Zones to support East Regional clients with the ability to travel up to 10-20%
Experience and ability to exceed sales targets, with a deep understanding of the sales cycle and the ability to leverage each stage to drive progress
Advanced knowledge and usage of Salesforce.com for pipeline management and reporting
Strong experience in networking within a structured activity model to maximize revenue growth
Skilled at creating a client-specific point-of-view aligned to partnering with Skillsoft to drive an improved business outcome
Ability to thrive in a matrixed sales environment, collaborate across teams, and exhibit a positive, winning attitude with an agile mindset
Expertise in negotiating deals based on value, with the ability to close effectively and efficiently
Adept at understanding complex client requirements and articulating solutions that address their needs
Proactive problem-solver with a strong sense of ownership and accountability

Nice To Haves

Advanced degrees or technical certifications
Familiarity with MEDDPIC or similar methodologies

Responsibilities

Drive revenue growth by navigating customers (renewal space) and enhancing existing customer relationships through upgrades
Position Skillsoft’s solutions to key decision-makers, influencing their purchasing decisions
Collaborate with cross-functional reps to identify and pursue cross-sell opportunities, while gaining a comprehensive understanding of Skillsoft sales strategies
Partner with VAT (cross-departmental) reps and leaders to drive upsell opportunities using a land-and-expand approach
Leverage the unique competitive differentiators of our solution lines to win business
Engage and influence senior leadership prospects to drive decision-making and close deals
Work closely with sales, marketing, and support teams to advance key opportunities and increase market share
Take ownership of meeting preparation, including thorough research, establishing agendas, delivering tailored presentations, and ensuring timely follow-up communications
Define measurable business objectives and growth targets related to whitespace opportunities, with clear timelines
Provide management with ongoing feedback on pipeline health, risks, opportunities, and progress