Account Executive

Job not on LinkedIn

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🇺🇸 United States – Remote

💵 $145k - $150k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Acquia

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

💼 Consulting

🏥 Healthcare

📣 Marketing

💰 Secondary Market on 2018-08

Consulting • Healthcare • Marketing

Acquia is a company that provides the Acquia Digital Experience Platform (DXP), which is built on the industry-leading Drupal open-source CMS. The platform is designed to help organizations manage their digital presence more effectively, with a suite of tools that include content management, SEO optimization, customer data management, and more. Acquia offers solutions for various industries, such as healthcare, government, and retail, to enhance their digital customer journeys. The platform integrates with over 80 tools, facilitating collaborative content creation and optimized delivery. Acquia is recognized as a leader in digital experience platforms and is committed to accessibility and customer success.

📋 Description

• Own new business and expansion across an assigned territory of colleges, universities, community colleges, and university systems in the United States and Canada • Identify, manage, and close deals across Acquia's higher education customer and prospect base • Run every opportunity using MEDDICC and maintain qualification in Salesforce • Drive accurate forecasting, deal reviews, and pipeline inspection with leadership • Build mutual action plans covering institutional decision and procurement processes • Engage senior campus leaders and central web, IT, and digital teams • Navigate decentralized campus environments and build consensus across stakeholders • Quantify business value and tie it to economic buyer priorities • Manage public and institutional procurement, including RFPs, cooperative purchasing, consortia, and multi-stakeholder approvals • Monitor competitors in the higher education CMS and DXP market • Turn client feedback into strategies for new business and competitive risk management • Influence client decisions and advocate for client needs • Collaborate with Account Management, Renewals, Solutions Consulting, Product, Professional Services, demand generation, and marketing teams • Handle full-life-cycle sales as an individual contributor and maintain qualified pipeline coverage • Engage implementation and channel partners to drive and co-sell opportunities • Represent Acquia in higher education and Drupal communities, conferences, user groups, and regional events • Travel to campus visits, client meetings, and industry events across the US and Canada as needed

🎯 Requirements

• Bachelor's degree or equivalent experience • Demonstrated mastery of the MEDDICC sales methodology; MEDDPICC or a similar framework also considered • Track record using MEDDICC to qualify, forecast, and close complex, multi-stakeholder enterprise deals • Strong sales and new-business origination experience in enterprise software, preferably CMS, DXP, or SaaS solutions • Experience selling into higher education institutions; experience with both US and Canadian institutions is a strong plus • Familiarity with higher education procurement, including formal RFPs, cooperative and consortium purchasing, and board or committee approval processes • Experience negotiating large strategic deals across prospecting, proposal development, negotiation, and ongoing relationship management • Proven ability to build and coach internal champions and gain access to economic buyers in complex organizations • Consistent forecast accuracy and strong CRM hygiene; Salesforce preferred • Working knowledge of web accessibility requirements, including ADA Title II, WCAG, and AODA in Ontario, security, data privacy, and governance of large, multi-site web estates • Strong understanding of the SaaS business model for solutions delivery • Experience and know-how working in a fast-paced technology environment • Confident presentation skills and presence in front of senior campus leadership • Communication skills to articulate a value proposition across organizational and functional levels • French language proficiency is a plus for engaging institutions in Québec and other francophone communities

🏖️ Benefits

• Competitive healthcare coverage • Wellness programs • Take-it-when-you-need-it time off • Parental leave • Recognition programs • Variable compensation • Benefits information provided via linked resources

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