Job Summary:

We are in search of an Outside Sales Representative to expand our market presence in North America. Working face to face and virtually, your primary focus will be to establish and maintain relationships with customers including district/state Superintendents, Chief Technology officers, Library Directors, Directors of Curriculum and Instruction, business officials and other district administrators and staff.

Successful candidates will have a proven track record of building strong pipelines, executing up-sell and cross-sell selling strategies, and rapidly closing business. Our ideal candidates are self-motivated, apply a consultative approach, have strong execution skills, are focused, responsible, accountable, and have a proven history of exceeding sales quotas in excess of $1M annually.

Key Responsibilities:

• Sales Strategy: Develop and execute a comprehensive sales strategy to target and acquire district-level customers. This may involve cold calling, prospecting, networking, and leveraging existing market relationships.

• Revenue Growth: Meet or exceed sales quotas and targets by consistently securing new district-level customers and upselling/expanding existing customers.

• Pipeline Development: Build and maintain 3x sales pipeline.

• Client Engagement: Establish and maintain relationships with district administrators, department heads, and other key stakeholders within potential and existing districts. Understand their business objectives and pain points. Travel to customer locations as needed, attend trade shows, and conferences.

• Product Knowledge: Gain in-depth knowledge of Follett’s products and services to effectively communicate how they can meet the unique needs of our K-12 clients. Provide product demonstrations and presentations as needed.

• Customized Solutions: Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges. This may involve working closely with other teams such as product development or customer support.

• Negotiation and Contracting: Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements.

• Market Research: Stay up-to-date with K-12 market trends, and competitors to identify new business opportunities and maintain a competitive edge.

• Reporting: Maintain accurate and up-to-date records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software. Provide regular reports to management.

• Collaboration: Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity.

Qualifications:

• Significant direct sales experience with sales of multiple EdTech SaaS solutions and services.

• Experience calling on IT buyer personas

• Proven track record of consistently meeting and exceeding sales quotas.

• Excellent verbal and written communication skills.

• Highly motivated.

• Strong sense of integrity and ethics.

• Entrepreneurial mindset.

• Detail oriented.

• Team player with collaborative personal style.

• Adaptable to changing market conditions and customer requirements.

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