Job Description

Role Summary:
As a Senior Client Sales Executive, you will manage client relationships across multiple Higher Education accounts, gain a deep understanding of your clients' needs and keep client satisfaction at an all-time high. In this role, you will be responsible for achieving sales targets by identifying opportunities to sell additional products and services within our existing account base. Working closely with the Customer Success Team, you will look for opportunities to expand the D2L product and service offering within accounts by proactively identifying the right D2L products, services, and events to meet customer needs in an effort to directly support the customers' strategic goals. You will also meticulously manage renewals and take pride in surpassing industry-leading retention standards.
Vertical:
How You Will Make an Impact:

• Drive results: Exceed revenue objectives within your assigned territory and lead the end-to-end renewal process, consistently meeting your book of business targets.
• Leverage the CRM: Identify revenue opportunities within each client account and forecast them accurately in the CRM.
• Lead the sales cycle: Managing a complex, solution sale; moving the sale through the entire sales process.
• Account planning: Develop and maintain account plans for your assigned account base. Forecast and manage the end-to-end contract renewal process .
• Relationship management: Manage and grow client relationships across ~50-90 accounts. Conduct regular meetings with clients (on the phone and virtually) to foster the relationship and uncover or advance sales opportunities.
• Be a strategic partner: Understand your clients' business goals and identify opportunities to align D2L products and services with their vision.
• Collaborate cross-functionally: Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process. Productively work alongside other D2L stakeholders on the client's account team.
• Professional development and upskilling: Be well informed about current industry trends and be able to speak intelligently about the education industry while constantly striving to improve knowledge through self-learning, Revenue Enablement-hosted initiatives and other training opportunities.
• Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows.
• Travel: Travel up to 25%

What You'll Bring to the Role:

• 5+ years in a sales-oriented, client-facing account management role (successful SaaS or complex solution sales experience in EdTech, HCM, or eLearning is preferred).
• Proven ability to manage a book of business and experience managing a quota.
• Track record of successful achievement of assigned quotas.
• Experience with enterprise-level web-based applications.
• Experience with learning-related enterprise systems (Learning Management Systems, Training and Assessment Systems, or similar) is an asset.
• Strong knowledge of the North American Higher Education system.
• Strong understanding of enterprise software sales cycles and dealing with top decision makers.
• Proficiency in Salesforce and other sales tools such as Terret (formerly BoostUp) and Gong.
• Self-motivated, detail-oriented, and committed to excellence.
• Working knowledge of web and database technology.
• Familiarity with AI tools and using AI to further business goals.
• Effective communication, listening, negotiating and time management skills.
• Proven team player and ability to work well with others.
• Excellent customer service skills.
• Achievement-oriented, with the ability to multitask and handle multiple clients in a dynamic, fast-paced environment.
• Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders.
• Collaborative mindset.
• Solid account planning and forecasting skills.
• Skilled in value based, consultative selling methodologies (Familiarity with MEDDPICC, Solution Selling or similar sales methodologies.)
• Willing to travel up to 25% and able to travel freely between the US and Canada or other countries and hold a valid passport.
• Bachelor's degree recommended (technical, business or education-related is ideal)

Skills Required