Strategic Account Director - Blackboard - Adelaide

Job description
This senior role within our expanding team will develop new business in a select group of key state education departments at senior levels and retain and expand business with a select portfolio of strategic accounts in SA, QLD, Tasmania and the Northern Territory.
The Strategic Account Director will play an integral role in the success of the group, working with clients in the K12 and Higher Education sector across the full range of our solutions including Blackboard Learn as well as Enterprise Moodle (represented by our Open Source brand, “NetSpot, Certified Moodle Partner”).
You will be working in a rewarding commercial environment where your industry knowledge and networks, consultative skills and management experience will be highly valued.
Enabled and supported by our world class talented software and services teams and supported by Blackboard’s regional Platform Sales managers, Solution Engineers and experienced regional management you will take on an existing client portfolio and leads pipeline and will lead activities positioning Blackboard at an executive level to grow new business over the short and medium term. You will also work to keep key client relationships in good health, maximising annual contract renewals and ideally will meet or exceed sales objectives with an assigned set of strategic customers. You will access customers within a defined territory, selling diverse and large technology solutions, including software and services to K12 and higher education and building long-term customer relationships.

Specifically s/he will be responsible for:
Meeting and exceeding set sales quotas while adhering to Blackboard and NetSpot’s values and sales rules of engagement.
Networking and positioning at executive levels, making business development and prospecting a part of the regular routine ensuring that new key prospects are being added to the pipeline on a consistent basis.
Managing a complex, enterprise solution sale with a 6 month to 30 month purchasing cycle. Moving the sale through the entire sales process ending after the transition to Account Manager. This includes taking an active role in the RFP process.
Maximising the retention of client accounts through proactive account management including client advocacy within the regional team for resolution of client issues and sponsorship of supporting resources
Continually learning about new products and improving selling skills.
Being well informed about current industry trends and being able to talk intelligently about the education industry
Effectively using the sales force automation tool to enter all sales information into this system (SalesForce.com).
Maintaining accounts receivables in compliance with objectives.
Keeping abreast of competition, competitive issues and products.
Attending and participating in sales meetings, product seminars and trade shows.
Preparing written presentations, reports and price quotations.
Assisting in contract negotiations.
Managing sales pipeline.
Ability to upsell and sell additional products/services into existing clients.
Defining and executing territory sales plans.
Develop positive relationships with other employees within NetSpot, the Open Source Services Group and Blackboard.

You will join a successful team which has developed a substantial client list and strong pipeline of new opportunities built on relationships of trust and integrity.
With an equal split between business development, sales and account management, the role essentially involves building an understanding of strategic client challenges in supporting enterprise level eLearning environments and positioning NetSpot and Blackboard solutions and technical services over time for mutual success.
The role offers a competitive executive OTE package including participation in the Blackboard company benefits program.
Desired Skills and Experience
PROFESSIONAL QUALIFICATIONS and EXPERIENCE
Proven relationships and executive solution selling experience with top-level leaders within state government departments
Experience with consultative enterprise/solution sales
Exceptional interpersonal, presentation and negotiation skills
Proven people leadership and management within a multi-disciplined virtual team
Highly developed client service and client satisfaction focus
Bachelors degree required
Excellent oral, written, and presentation skills
The ideal candidate must be willing to travel 20-40% of the time.

PREFERRED SKILLS:
Proven relationships and executive solution selling experience with top-level leaders within K12 state government departments
Solution selling experience within higher education institutions and consortiums
An understanding of working in a K12 department and tertiary education context with significant experience in the education sector (e.g. teaching, management, services, program management, consulting).
Professional experience with the Moodle LMS and a range or education technologies
An ability to manage a pipeline of 8+ premium accounts at any given time
An ability to achieve quotas of $800,000+
Demonstration of a working approach consistent with NetSpot’s core values around Open Source based solutions.
Successful achievement of $800k+ sales quotas.
Ability to craft a solution with appropriate products and services that meets business goals based on client discussions.

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