Senior Account Manager - Silicon Valley, CA

Overview:

At PowerSchool, we are a dedicated team of innovators guided by our shared purpose of powering personalized education for students around the world. From the central office to the classroom to the home, PowerSchool supports the entire educational ecosystem as the global leader of cloud-based software for K-12 education. Our employees make it all possible, and a career with us means you’re joining a successful team committed to engaging, empowering, and improving the K-12 education experience everywhere.

Team Overview

Our Sales team serves the critical role of getting our products into the hands of our customers. This talented team works hard to build and maintain relationships with our clients, as well as looks for new business opportunities to expand our reach.

Description

The Senior Account Manager also known as Senior Account Representative, Strategic Sales will have ownership over and carry a quota for assigned territories and named accounts in the California Silicon Valley area. Successful candidates will be experts at developing champion relationships, telling a complex and powerful value proposition story, hunting for new business, and end-to-end pipeline and relationship management including expanding and up-selling. 

Your day-to-day job will consist of:

• Ability to work with both existing and new customer base to promote new products and services with emphasis on building new relationships and establishing new logos. 
• Develop and execute on quality account plans, across all key roles and total TAM. 
• Find, progress and close new logo and cross-sell business with both K-12 districts and State DOE (dependent on state strategy). 
• Will work face to face and virtually, building relationships with customers including district/state Superintendents, Chief Information Officers, business officials and other district administrators, teachers and staff – top down and bottom up. 
• Build and maintain a 4x pipeline with excellent forecast accuracy practices. 
• Ability to meet and/or exceed revenue goals and activity measurements 
• Proactively address client business issues and challenges, overcome objections and obstacles. 
• Develop tailored proposals with executive-level summaries, be able to put together complex multi-year contracts. 
• Requires the individual to become well versed in PowerSchool products and services, beyond basic features and benefits 
• Maintain a home office, be self-directed and focused on achievement of sales goals and expectations. 
• Other duties as assigned. 

Qualifications

To be considered for and to perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.  

History of success in building and executing territory plans for accounts that have minimal existing footprint. Key to success in this role will be the ability to build relationships quickly to accelerate pipeline generation in these underpenetrated accounts. 

• Proven history of carrying and attaining quarterly/annual quota targets (with a minimum of $1.5m as an annual target) 
• Ideal target experience of 6-10 years of enterprise SaaS sales experience 
• Proven experience in managing long, complex sales cycles (9+ months) and orchestrating various groups (Sales, Solution Engineers, Marketing, Engineering, Executives, etc) in flawless sales execution across an accounts multiple buying personas. 
• Master at profiling under penetrated accounts, strategizing on ways to develop net-new relationships at all levels of the account, including the c-suite.  
• Experience (preferred) in managing and State-level agency relationships/accounts (e.g. a State’s Department of Education) and consortiums 
• K-12 or EdTech experience preferred, but by no means a hard requirement 
• Ideally has experience from selling business applications (e.g. CRM, ERP, Analytics) 
• Target companies – Salesforce.com, Microsoft, SAP, Oracle, ServiceNow, IBM, Workday and other smaller EdTech companies.
• History of success in building and executing territory plans for accounts that have minimal existing footprint. Key to success in this role will be the ability to build relationships quickly to accelerate pipeline generation in these underpenetrated accounts. 
• Strong executive presence with experience in calling on c-suite level of customers. 
• •  

Compensation & Benefits

PowerSchool offers the following benefits:

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
• Flexible Spending Accounts and Health Savings Accounts
• Short-Term Disability and Long-Term Disability
• Comprehensive 401(k) plan
• Generous Parental Leave
• Unrestricted paid time off (known as Discretionary Time Off - DTO)
• Wellness Program, including ClassPass & Employee Assistance Program
• Tuition Reimbursement
• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage

A reasonable estimate of the base compensation range for this position is $100,100 - $149,700 USD plus applicable commission. This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant's skills and prior relevant experience and training; licensures, degrees, and certifications; internal equity; internal pay ranges; and market data/range parameters.

EEO Commitment

PowerSchool is committed to a diverse and inclusive workplace. PowerSchool is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Our inclusive culture empowers PowerSchoolers to deliver the best results for our customers. We not only celebrate the diversity of our workforce, we celebrate the diverse ways we work. If you have a disability and need an accommodation regarding our recruiting process, please let us know by emailing accomodations@powerschool.com.

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