Account Representative

Your New Role:

Sales

Following a strategic territory selling plan and daily calling plan coordinated with the help and direction of Sales Management, the ideal candidate will work to grow Sage's presence with our mid-tier market accounts and establish new products in our subject areas by:

• Employing outbound calling and email campaigns to connect with customers, persuasively conducting quality remote sales calls, and gaining Vantage and MBC demonstrations through professional selling techniques. This will be accompanied by occasional well-orchestrated campus visits to high-value customers.
• Successfully positioning self and Sage as a strategic business partner within social science and business departments at targeted mid-tier campuses, working in a consultative manner to address customer needs.
• The ability to target and make 75-100 daily outbound virtual sales calls is essential during the key selling seasons.
• Conducting effective sales calls to grow new revenue via well-planned video calls, telephone, and email exchanges, and in-person visits with the goal of progressing territory pipeline and taking new market share.
• Identifying and dynamically qualifying new sales leads in assigned territory; assertively selling to those identified targets while growing existing business by placing it into recurring revenue models to meet set sales goals.
• Effectively deploying key sale enablement tools during the course of daily selling and nimbly using insights that the tools provide to accelerate pipeline movement.
• Growing market share at the territory and key title level each selling season through strong internal partnerships, as well as through personal drive and resilience to achieve success.
• Confidently and successfully demonstrate Sage technology and employing sales enablement tools in sales calls.
• Ensuring data within the CRM system is accurate by maintaining and updating the sales pipeline daily.
• Overall, a Sage Account Representative is innovative, persuasive, and resilient in meeting the needs of prospects and customers. They are well established in their market, persistent and purposeful in growing their Sage business.

• With a well-established presence with their mid-tier accounts, the Sage rep collects and communicates market feedback and product information to Product, Technology, and Sales Management Teams.
• Develops deep product knowledge through learning programs to be able to persuasively articulate value proposition of Sage products in a competitive landscape.
• Successfully addresses objections and misconceptions while answering questions of prospective customers effectively either independently or through collaboration with internal team members and specialists.
• Provides Product and Digital Learning Teams with market development leads, faculty advocates, and potential textbook authors.

• Strategically performs and completes Lead Generation (identifying courses, decision makers, enrollments, and product-in-use information) for targeted course markets at accounts identified within assigned territory.
• Strategically works on sales opportunities in CRM to prioritize pipeline and optimize revenue during sales campaigns.
• Strategically connects with customers through planned team calling days, as well as individual outreach via video calls/phone calls and email.
• Maintains a willingness to learn and incorporate emerging technologies, including AI solutions, into daily workflows to improve effectiveness and better serve customers.
• Completes expense reports on a timely basis, handles annual travel and expense budget effectively.

• Required to attend bi-annual sales meetings, sales-specific training meetings, and other mandatory company-wide meetings as determined by management.
• Occasional travel to strategic accounts to support high-revenue sales opportunities. This travel requirement will not exceed 10%.

• Provides excellent customer service when working with potential or existing customers by providing information, resources, and troubleshooting in a timely manner.
• While engaging with customers and authors, takes appropriate actions to ensure they have a positive experience and image of the company.
• Effectively works with current customers to cross-sell and referral sell when working with installed base of business.

Any combination equivalent to, but not limited to, the following:

• Bachelor’s degree required with evidence of high academic achievement.
• Demonstrated record of success in academic and professional background.
• 1 to 3 years sales experience required, along with a creative, persuasive, strategic, and persistent sales demeanor.
• Hunter mentality, self-reliant and success oriented.
• Strong technology demonstration skills.
• Must be equally adept at working independently and within a team.
• Proficient in PC environment and experienced with Microsoft Word, Excel,…