Account Executive

Account Executive Class Creator, a Global Payments company, is looking for a dynamic Account Executive to join their growing sales Class Creator knows that creating great classes is one of the most complex processes in a school. With so many data points, requirements, requests, and restrictions it can quickly turn into a nightmare, especially when using traditional methods such as placement cards, sticky notes, and spreadsheets. We don't mean to blow our own trumpet, but we have helped more schools create classes than anyone else on the planet. As our Account Executive you will continue to bring this amazing product to educators around the US. What Part Will You Play? Generate revenue through sales to new and/or existing key accounts within a geographic area or market. Collect information to better understand business issues, problems, and opportunities and to identify sales prospects. Prepare quantitative, qualitative, and financial data for use in pricing and sales presentations. Ensure sales plans and key account strategies are implemented and sales/financial goals are obtained. With significant support from internal resources and leadership, researches target prospects and develops pipeline in the assigned territory, assigned portfolio or with assigned accounts for new sales and/or for existing sales. For existing clients, conducts penetration analysis and reviews influencing factors and strategy of client to determine action plan. For new sales, identifies business opportunities, conducts cold calls and determines which relationships to nurture. For North America Segment, typically handles 100k or less accounts on file and typical accounts would include schools and districts. Acts as a front line sales person. Seeks support internally in order to effectively nurture old and new relationships, to execute and create the cold call plan, and to establish the relationship plan for new and existing business on a smaller scale. With guidance from more experienced internal resources, develops an understanding of the territory, conducts sufficient research, determines the appropriate timing for the client contact and determines the appropriate contacts for prospects. Creates, maintains and sustains Strategic Sales Plan (SSP) for identified top prospects in assigned area or accounts. Is responsible for closing the sale. Needs general guidance for closing deals and identifies internal resources for assistance with SSP. Creates the solution design plan. Sizes the work needed for the conversion and helps client understand the work effort for the transition and the correct mix to offer. Assesses the customer's business and reviews solution design options with the client, considering the client's vision, goal, objectives, pain points and target state and makes recommendations for the delivery option. Requires a tremendous amount of support for the large or mega prospects and may need guidance with the smaller prospects, such as schools or districts. With guidance from internal resources, creates and modifies the sales project plan with the intent to close the sale. Conducts stage assessments from time to time with assistance. Identifies and orchestrates the correct internal resources, such as within pricing, IT, implementation, etc. to meet with the client at the appropriate time based on the objectives of the client. Conducts ongoing communication with various internal groups regarding the client and makes request for assistance with the sales project plan as needed. Understands the dynamics of the industry, is knowledgeable regarding key trends in the market and discusses with clients current product offering and developing products. Supports the negotiation of the master agreements and service level agreements. May negotiate for small prospects, such as schools or districts. With support from internal resources, manages the sales presentation and sales process, including identifying the objectives of the meeting, setting the agenda, and following-up on action items, as needed. Identifies internal resources to attend the meeting with the prospect to assist with questions, etc. What Are We Looking For in This Role? Bachelor's Degree Relevant Experience in sales, account management, sales development Typically Minimum 3 years experience Experience in education is a plus What Are Our Desired Skills and Capabilities? Skills / Knowledge - Having wide-ranging experience, uses professional concepts and company objectives to resolve moderately complex issues in creative and effective ways. Having ownership of a sub-function, account or matrix management responsibilities, applies knowledge to meet goals, maintain relationships, propose opportunities to expand the business, and lead matrix teams. Some barriers to entry exist at this level (e.g., dept./peer review). Job Complexity - Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results. Networks with key contacts outside own area of expertise. Builds on/Maintains external relationships of assigned accounts. Supervision - Determines methods and procedures on new assignments and may coordinate activities of other personnel (Team Lead). Negotiation Skills - Ability to close a deal Interpersonal/Communication Skills/Building Relationships - Orchestrate work across internal and external teams Presentation Skills - Present sales presentation and sales process to client This position is eligible to be considered for remote hiring anywhere in the USA. About Class Creator: Class Creator empowers educators with all the tools they need to make the best classes for their students, teachers, and school community. Class Creator is a student placement software designed, developed and supported by teachers, and takes the hassle out of making classes, ensuring everything is organized and displayed clear. Class Creator helps schools all over the world create classes optimized for success, save time and eliminate mistakes. Key features include teacher surveys, placement alerts, algorithm sorting creating balanced classes, history saved for future years and manual editing (because no one knows your students like you do). Global Payments Inc. is an equal opportunity employer. Global Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law.