Account Representative

The Account Representative - US College sells to higher education faculty by telephone, e-mail, virtual meetings, and well-orchestrated in-person trips, in a hybrid working environment based out of our Thousand Oaks, CA office. With a hunter mentality, their objective is to grow market share in our mid-tier markets by successfully establishing new business with Sage Vantage, my Business

Course and other digital or print content that meets course needs. The ideal candidate is an independent, self-starter whose responsibilities include conducting well-structured consultative virtual /video and phone base sales calls, persuasively demonstrating technology product capabilities, establishing relationships with faculty members and other customers to gain new business and grow revenue. With a strong drive, ample product knowledge, and active listening skills, this person is confident and persuasive while interacting with customers.

The ability to systematically sell to a large geographic territory through multiple channels is a daily requirement. Sage Account Representatives maintain our sales database (MSCRM), which allows them to juxtapose account growth outreach with maintenance activities, resulting in successful adoption of new materials, digital product renewals and retention and/or expansion of the current base of Sage products. Account Representative strategic account visits will not exceed 10% of their annual selling efforts.

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…