Account Executive - Compliance

March 21

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Skillsoft

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We propel organizations and people to grow together through transformative learning experiences.

Elearning • Training • Learning Solutions • Courseware • Learning Management System (LMS)

1001 - 5000

Description

• The Account Executive - Compliance will prospect for new opportunities, applying a hunter mentality with a strategic, solution-selling approach. This requires needs-based, relationship sales to a diverse spectrum of industries. This individual will have a track record of over-quota achievement and will grow an ambitious pipeline of business as a result of outbound prospecting, creativity, and simple hard work. This will require the ability to navigate through complex organizations and sell to multiple decision-makers, including the 'C Suite'. • Drive top-line revenue growth through new compliance customer acquisition (whitespace) and upgrades with existing customers. • Sell Skillsoft Legal and EHS solutions directly to corporate decision makers. • Partner with reps on cross-sell opportunities for new customers. • Partner with Retention-focused reps on upsell opportunities in a land-and-expand sales motion. • Win by representing a solution line(s) with key competitive differentiators. • Influence prospects at the senior leadership level. • Hunter by nature and working style. Selling is based on math….X number of outreaches, Y conversations, Z meetings to build 4-5X coverage in pipeline. • Partner with related sales, marketing, and support resources in the successful advancement of critical opportunities and market penetration. • Develop a thorough understanding of Skillsoft sales plays. • Meeting prep with research, agendas agreed on by prospect and a tailored presentation coupled with impeccable follow-up. • Outline measurable and defined business objectives and goals with timelines, (related to revenue and growth of whitespace). • Provide management, feedback and recommendations on pipeline health, risk, opportunity, and progress.

Requirements

• Minimum 5+ years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives with outstanding quota attainment history. • Experience in the Legal and EHS learning technology space is preferred. • Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale. • Advanced understanding of customer’s business, loves to debate, pushes the customer, has a broad view/perspective. • Ability to prospect with a structured activity model to maximize revenue growth. • Skilled at demonstrating solutions and speaking the language of corporate buyers and respectfully challenge their thinking. • Ability to collaborate and leverage subject matter expertise in a matrixed sales environment. • Ability to operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude. • Negotiate effectively based on value and time to close. • Ability to understand complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements. • Expert knowledge/usage of Salesforce.com • Commitment and ownership of your – and your team’s – success. • Willingness to take ownership – and solve – problems. • Bias towards action. • An adaptive, agile mindset. • Willingness to acknowledge, and own mistakes – recognition of humility as a key aspect of continuous improvement. • Disciplined, process-oriented approach to customer acquisition.

Benefits

• Target base salary range for this job requisition is anticipated to be approximately $110,000k annualized with average on target earnings including commissions of approximately $220,000k annually. • We also offer full benefits. • The company may modify salaries, salary ranges and/or Pay Plans from time to time as it deems necessary.