Description
Echo360 is looking for a proven top sales performer to manage our Higher Education (HE) West territory.The role will entail a high degree of account management activity as we renew and expand our strategic accounts. If you are flexible, creative and proactive with an ability to achieve personal performance targets while working collaboratively in a fast-paced sales environment, we’re looking for you. This role will report to the VP of Sales. The successful candidate for this position will be instrumental in renewing and expanding revenue stream from the current customer base. The AM must demonstrate the skills, experience, and gravitas required to effectively engage with provosts, deans, and CIOs, as well as collaborate with faculty, instructional designers, and IT professionals.
While being a self-starter and comfortable functioning independently, the AM must also work well in team scenarios such as new business pursuit with Solution Engineers, Account Executives (AEs) and Customer Success Managers (CSMs). The ideal candidate thrives in a growth company environment and excels at developing and executing sales expansion strategies in competitive markets. The AM must be highly effective at positioning business value, managing complex sales cycles, and building enduring relationships with key client stakeholders. Strong qualification skills and proficiency at structured sales cycle management are also essential qualities for achieving success.
This role is remote, and the AM will work from their home office, preferably based near a major metropolitan area in their assigned territory. Candidates should expect frequent travel to higher education customer campuses within the territory, along with other Echo360 and industry events. This position is FULLY REMOTE; we will consider candidates who are located in many, but not all, states within the United States. For US-based positions, candidates must be eligible to work in the United States for any employer.
Requirements
- Consistently exceed quarterly and annual regional sales bookings targets
- Develop and execute plans to penetrate and grow sales in assigned territory
- Personally contact and engage senior academic and technical leaders, including Presidents, Provosts, and Deans, and CIOs, to understand their top strategic challenges and position Echo360 to help them achieve their objectives
- Build and manage a robust pipeline of qualified sales opportunities based on Echo360’s sales methodology
- Closely track all active sales opportunities in Salesforce.com, including meetings, activities, communications, competitive intelligence, proposals, and contacts
- Rapidly follow up on leads generated by Marketing campaigns and personally prospect for new business via cold calling, email campaigns, personal networking, and referrals
- Collaborate with Echo360 Marketing to create territorial market awareness and execute demand creation campaigns
- Effectively articulate the Echo360 value proposition while delivering presentations and proposals to clients’ decision makers, both online and in person
- Maintain detailed knowledge of Echo360 products and compelling customer use cases
- Develop thorough understanding of competitive solutions to overcome objections, defend existing clients, and pursue consolidation strategies in accounts with installed competitive products
- Handle essential sales administrative duties include preparation of proposals, quotes, contracts, and accurate sales forecasts
- Communicate weekly with VP Sales regarding bookings performance, sales strategies/tactics, operational status, and personnel matters
The ideal candidate for this role will have/be:
- 5+ years of sustained, proven success selling enterprise technology SaaS solutions to higher education institutions
- Strategic thinker who can analyze competitive markets and develop/execute impactful business plans to achieve sustained sales and revenue growth
- Exceptional executive presence to effectively engage at all levels of higher education institutions from senior leadership to entry-level team members
- Verifiable record of gaining access to key client decision makers at senior levels of universities and colleges
- Proven proficiency at executing a structured sales cycle including identification, positioning, qualification, discovery, proposal, contracting and closing
- Strong higher education market knowledge including understanding of current trends in teaching/learning and use of academic technology
- Excellent verbal and written communications skills
- Bachelor’s degree
Additional Job Details
The base salary range for this position is $70,000 - $85,000 annually. Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills and experience. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work.
About Echo360:
Echo360 is a leading provider of advanced video content management and engagement solutions to the global higher education, K-12, corporate, and government industries. The company’s cloud based Echo360 platform allows instructors, students, and administrators to easily create, edit, share, and manage all types of video recordings, as well as live stream video in real time. The platform supports diverse teaching and learning modalities and instructional strategies, including traditional classroom, online and hybrid course delivery, flipped classroom, peer-to-peer learning, and self-paced learning.
Echo360 is designed to promote active learning, provide real-time assessment of student comprehension, and generate learner analytics to identify struggling students and ensure student success.Learn more about Echo360 at www.echo360.com.
We’re looking for individuals who can support our DNA:
Maniacally Mission Driven - We embrace our roles as agents of transformation: enabling the kind of inspired learning that changes people’s lives.Massively Collaborative – We support each other and work together for the greater good. By joining forces, our collective potential is mighty.Relentlessly Inventive - We see the potential to deliver breakthrough solutions and are empowered to deliver them.Moving at the speed of bright - Velocity is something we put at the core of everything we do. Not only because technology is moving fast, but because our learners are moving even faster.
Benefits
Echo360 offers generous benefits including medical, dental, vision, life & disability insurance, a 401(k) plan with company match and an unlimited PTO policy.Echo360 is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
