Strategic Account Executive
4 months ago
Our Vision
We power schools and enable great teaching worldwide, by creating intelligent online products and services to make the greatest difference in education.
**Basic scope and primary objectives**:
The Strategic Accounts team maintains and expands relationships with strategically important large customers. This role is designed to develop strategies that benefit the business and consumer in a win-win relationship. Working closely with most internal teams, from product development to marketing you will be directly responsible for managing and growing a set of existing high-worth Accounts PLUS identifying and building a network of new strategic Accounts within other areas e.g. Local Authorities and Education Bodies.
Existing accounts will be large Multi-Academy Trusts (MATs) and School Groups who are Tes’ highest value customers (£250k/annum+). They will likely procure centrally via their Trust HQ, but you will need to work across the Trust at both HQ and school level and develop and maintain a complex matrix of relationships across users/implementers, influencers and decision makers. You will manage and grow your existing Accounts and acquire and develop new Accounts by working with them to develop a deep and sophisticated understanding of their needs/challenges, ensuring they are getting maximum value from any existing subscriptions, retaining and upselling these and cross-selling in other Tes software solutions. In doing so, you will need to develop and negotiate complex bespoke commercial proposals/deals.
This is a relatively senior level individual contributor sales role within the UK sales organisation and as such you will be managing some of Tes’ most complex and highest value customers. You will also be expected to achieve ambitious revenue and growth targets set by the business. You will build and maintain the highest level of product knowledge across the entire Tes software product portfolio and be able to demonstrate these products at an expert level.
You will be comfortable with change and contribute to Tes’ change agenda by promoting a positive attitude and culture towards change, selling the benefits and involving others both internally and within your Accounts. You will encourage and lead innovative thinking and continuous improvement working with different stakeholder groups in the business to influence policy and plans that meet the needs of our highest value Accounts. Equally you will anticipate the effect of change both internally and within your Accounts to maximise commercial impact and/or reduce risk/exposure.
Whilst you will not directly manage others, you will be a role-model of best practice and will motivate others to action and gain the respect of other team members and the wider sales-team.
You will have strong business acumen and analytical thinking skills and be able to address complex strategic issues and opportunities within your Accounts.
Travel will be required to be successful in this role but it is envisaged that some of your work can be done virtually.
Key role responsibilities
- Identify and build a network of new Strategic Accounts achieving new business targets.
- Retain and grow the revenue base across the entire software portfolio within your set of Strategic Accounts via retention, upsell and cross-sell, achieving ambitious growth targets.
- Build and manage a network of complex and sophisticated commercial relationships (from C-level to Head of Function/School) relationships across your set of Accounts to maximise sales opportunities.
- Create new models and frameworks, to develop execute on strategic plans for all your Accounts
- Build bespoke proposals and negotiate profitable commercial deals.
- Achieve monthly, quarterly and annual revenue targets and other critical success metrics.
- Build and manage a pipeline of sales opportunities through the sales funnel applying
consistent sales process and methodology.
- Accurate revenue and opportunity forecasting.
- Identify and respond to critical market data and turn complex ideas into simple plans for customers and internal stakeholders. Build and maintain a level of expert market and product knowledge, including competitor offerings and product positioning.
- Maintain the CRM at all times.
- Build and maintain product knowledge and use this expertise to maximise sales opportunities.
**Education and experience requirements**:
- Experience in a B2B sales role with demonstrable evidence of exceeding revenue targets across a multi-product portfolio (ideally software solutions).
- Demonstrable experience of operating in and selling successfully at C-level (ideally within the Education Industry (e.g. MATs, Groups, LA’s).
- Experience of building and maintaining a network of sophisticated commercial relationship across a range of high-level stakeholders who operate within a matrix structure. You can hold credible conversations at C-level within a MAT/Group/LA.
- Exceptional communication and pres
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