Offer summary

Qualifications:

7+ years of software sales experience, particularly in higher education and enterprise sectors., Strong oral and written communication skills, with the ability to negotiate and overcome objections., Proficiency in Salesforce.com and other sales tools like Salesloft., Demonstrated success in exceeding revenue targets and building relationships with senior-level decision makers..

Key responsibilities:

Develop and execute strategies to acquire and grow customers in the higher education space.

Identify new prospects and qualify leads to maintain a strong sales pipeline.

Build and maintain effective relationships with key decision makers and partners.

Achieve annual revenue targets through new customer acquisition and expansion of existing accounts.

Job description

Description

EDU/Strategic Account Executive

Location: Remote, United Kingdom

Who We Are:

CrashPlan® provides cyber-ready data resilience and governance in a single platform for organizations whose ideas power their revenue. With its comprehensive backup and recovery capabilities for data stored on servers, on endpoint devices, and in SaaS applications, CrashPlan’s solutions are trusted by entrepreneurs, professionals, and businesses of all sizes worldwide. From ransomware recovery and breaches to migrations and legal holds, CrashPlan’s suite of products ensures the safety and compliance of your data without disruption.

Position Summary:

This role is responsible for developing plans to grow our revenue directly by acquiring and growing customers in the higher education space along with named Strategic accounts. Will manage to a set of defined revenue targets (new, renewal & upsell) and drive a regular cadence of territory reviews and account plans. Establish connections and relationships with key decision makers, typically at the Director, VP, and CIO/CISO level and you will work alongside the Solutions Consulting team, the Channel Account Management team and SDR team to develop business value and propositions around the CrashPlan solution. You are driven, results oriented, and innovative. You thrive on autonomy. You operate like an owner both independently from home as well as collaboratively within a team environment.

Ultimately, this role will build long-term, strategic business relationships that will lead to increased revenue growth, revenue retention and increased client satisfaction.

Key Responsibilities:

Have an intimate understanding of CrashPlan’s products and align that with a variety of customer targets and needs, while making sure all prospective customers are aware of the technical and business value that our products offer
Identifying new prospects and qualifying leads to build and sustain a strong sales pipeline, building rapport with new prospects, and moving the sales process forward through onsite and virtual meetings, phone, email, events, campaigns and internet marketing activities
Ability to understand competitive positioning and value proposition in market
Building and maintaining effective partner relationships in territory
Achieving or exceeding annual territory revenue requirements via acquisition of new customers and expansion of existing customer base
Developing and executing account strategy for accounts and opportunities within your assigned geographic region
Qualifying and understanding prospect priorities and providing compelling presentations of CrashPlan’s solutions that incorporate strategic objectives, ROI, and TCO metrics
Managing product demonstrations and evaluation activities with the help of the Solutions Consulting team
Establishing access and relationships with key decision makers, typically at the Director, VP, and CIO/CISO level
Building rapport with new and existing customers and moving the sales process forward through both online & onsite meetings, phone, email, events, campaigns and marketing activities
Capture, maintain, and forecast accurate and relevant prospect information using tools such as ZoomInfo, Salesloft and Salesforce

Required Qualifications:

7+ years of software sales experience, selling to higher education and enterprise customers directly and through the Channel
Ability to travel approximately 25%+ including internationally

Preferred Qualifications:

Previous experience in selling into the higher education vertical, through the acquisition of new customers and an expansion of existing customer base
Previous experience in selling to IT & Security leaders
Demonstrated track record of exceeding booking and revenue targets selling to senior level buying influences including CIOs
Strong oral and written communication skills as well as ability to leverage your virtual network to create new connections and accelerate sales momentum by demonstrating the ability to overcome customer objections, negotiate win-win deals in complex enterprises, and acquire new customers
Demonstrated success solving problems while sustaining good relationships
Ability to work both independently from home as well as collaboratively within a team environment
Strong working knowledge of Salesforce.com and other Sales Tools, such as Salesloft

CrashPlan values workplace diversity and ensuring an environment of mutual respect. Employment opportunities are available to all applicants without regards to race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law. We believe that diversity and inclusion are critical to our success, and we seek to recruit, develop, and retain the most talented people from a diverse candidate pool. We are proud to be an equal opportunity employer

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