Sr NWEA Account Executive - West, Pacific Team

HMH

3d•$105,000 - $120,000•Remote

About The Position

NWEA, a division of HMH, supports students and educators through research, assessment solutions, policy and advocacy services, professional learning, and school improvement services. HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators, and improve student outcomes. The Senior Account Executive role on the Partner Accounts team is responsible for acquiring new customers (partners) for NWEA’s portfolio of products and services and increasing NWEA’s leadership position in an assigned geography. This role specifically focuses on selling to prospect districts with 1500-25,000 student enrollments in US Western States, with a primary focus on California. The Senior Account Executive partners with an Account Manager who handles renewals, retention, and growth of existing customer relationships. The role involves identifying and building strategic relationships in district accounts, lead development and qualification, establishing territory plans, and managing a sales pipeline. Collaboration with internal teams such as Marketing, Partner Support, Professional Learning, and Proposals is expected. This role requires a high level of travel.

Requirements

Able to successfully move deals through the sales cycle, negotiate and close deals.
Proven track record of selling success and ability to exceed personal and team goals.
Skilled in analyzing and translating complex partner requirements into NWEA business offering, resulting in sound business and relationship decisions.
Assist in defining and evaluating deliverables, parameters and language for partnership and agreements and contracts.
Aptitude to inspire, unify and work with cross-organizational teams.
Consistently apply proven sales methodology (i.e., Miller Heiman, Strategic Selling).
Strong organizational skills.
Exhibit excellent written and verbal communication skills, including strong presentation skills.
Demonstrate commitment to the NWEA mission and culture.
Ability to successfully manage sales relationships, pipeline, and opportunities in CRM system, (Salesforce experience preferred).
Exhibit knowledge of education market, school and business operations and functions with ability to have impactful conversations with senior school and district contacts and administrators.
Strategic focus in developing and executing territory plans.
Effectively work with Partner Accounts team and NWEA organization with demonstrated ability to work effectively with a wide range of individuals and independently.
Must be able to perform the physical and intellectual requirements of the role, with or without accommodation.

Nice To Haves

Diverse personal network of educators is a plus.
Experience with NWEA products, services, procedures, and implementation preferred.
Deep understanding of K-12 education industry and assessment methods.

Responsibilities

Drive revenue growth through acquisition of new partners in the assigned territory.
Drive lead development, qualification, and conversion into opportunities and closed sales.
Actively prospect and close opportunities for NWEA Products and Services, including MAP Growth, MAP Reading Fluency, and Professional Learning.
Demonstrate strategic ownership of assigned territory through knowledge of funding, state initiatives and regulatory mandates.
Develop and own a territory strategy to penetrate and grow assigned geographic region.
Personally participate in and facilitate partner participation in informing NWEA product strategies, design, timelines, and development.
Provide mentorship and coaching to fellow Account Executives as assigned.
Act as a strategic and knowledgeable liaison between partners and multiple divisions of NWEA.
Consistently act as a partner advocate, while keeping NWEA mission and objectives in the forefront of all decisions.
Manage complex sales cycles with multiple stakeholders, both internal and external.
Demonstrate current knowledge of NWEA products and services and the education market, including issues, trends, relevant laws, and competition; inform partners about features and benefits of products and services on a regular and proactive basis using consultative sales process.
Use Salesforce to manage prospect opportunities and pipeline for new products and services; keep data accurate and up to date; use Salesforce for prospect, pipeline and regional reports and dashboards.
Present price, credit, and terms in accordance with standard procedures and/or contractual requirements.
Accurately process and schedule partner transactions including quotes and orders.
Travel as required, up to 50%
Perform other duties as assigned to ensure the success of the team and the entire organization.