Note: The job is a remote job and is open to candidates in USA. HMH is a learning technology company that provides K–12 curriculum, assessment, intervention, professional learning, and connected education solutions. The Senior Account Executive will acquire and grow Charter, Private, and Parochial school partners across an assigned Western U.S. territory, managing lead generation, strategic territory planning, complex sales cycles, and Salesforce pipeline activity. The role collaborates across HMH and NWEA teams, mentors account executives, and travels approximately 25%.
Responsibilities
- Drive revenue growth through acquisition of new partners in the assigned territory
- Drive lead development, qualification, and conversion into opportunities and closed sales
- Actively prospect and close opportunities for NWEA Products and Services, including MAP Growth, MAP Reading Fluency with Coach and Professional Development
- Work cross-functionally across the HMH division to prospect and close opportunities from products and services outside the NWEA specific portfolio
- Demonstrate strategic ownership of assigned territory through knowledge of funding, state initiatives and regulatory mandates
- Develop and own a territory strategy to penetrate and grow assigned geographic region
- Personally participate in and facilitate partner participation in informing NWEA product strategies, design, timelines, and development
- Provide mentorship and coaching to fellow Account Executives as assigned
- Act as a strategic and knowledgeable liaison between partners and multiple divisions of NWEA
- Consistently act as a partner advocate, while keeping NWEA mission and objectives in the forefront of all decisions
- Manage complex sales cycles with multiple stakeholders, both internal and external
- Demonstrate current knowledge of NWEA products and services and the education market, including issues, trends, relevant laws, and competition; inform partners about features and benefits of products and services on a regular and proactive basis using consultative sales process
- Use Salesforce to manage prospect opportunities and pipeline for new products and services; keep data accurate and up to date; use Salesforce for prospect, pipeline and regional reports and dashboards
- Present price, credit, and terms in accordance with standard procedures and/or contractual requirements. Accurately process and schedule partner transactions including quotes and orders
- Travel as required, average 25%
- Perform other duties as assigned to ensure the success of the team and the entire organization
Skills
- Bachelor's degree in education, business or a related field required, or equivalent combination of education and experience
- Proven success in generating qualified opportunities
- Able to successfully move deals through the sales cycle, negotiate and close deals
- Proven track record of selling success and ability to exceed personal and team goals
- Skilled in analyzing and translating complex partner requirements into NWEA business offering, resulting in sound business and relationship decisions
- Assist in defining and evaluating deliverables, parameters and language for partnership and agreements and contracts
- Aptitude to inspire, unify and work with cross-organizational teams
- Consistently apply proven sales methodology (i.e., Miller Heiman, Strategic Selling)
- Strong organizational skills
- Exhibit excellent written and verbal communication skills, including strong presentation skills
- Demonstrate commitment to the NWEA mission and culture
- Ability to successfully manage sales relationships, pipeline, and opportunities in CRM system (Salesforce experience preferred)
- Exhibit knowledge of education market, school and business operations and functions with ability to have impactful conversations with senior school and district contacts and administrators
- Strategic focus in developing and executing territory plans
- Effectively work with the Integrated Solutions team, NWEA organization and HMH colleagues with demonstrated ability to work effectively with a wide range of individuals and independently
- Must be able to perform the physical and intellectual requirements of the role, with or without accommodation
- 5+ years field sales experience and selling to the educational market
- Experience with NWEA products, services, procedures, and implementation
- Diverse personal network of educators is a plus
Benefits
- Commissions
- Remote work
- Average 25% travel
Company Overview