Account Executive, Acquisition

SUMMARY

At Skillsoft, we propel organizations and people to grow together through transformative learning experiences. We believe every team member has the potential to be AMAZING. Join us in our quest to transform learning and help individuals unleash their edge.

The Account Executive, Acquisition will prospect for new opportunities, applying a hunter mentality with a strategic, solution-selling approach. This requires needs-based, relationship sales to a diverse spectrum of industries. This individual will have a track record of over-quota achievement and will grow an ambitious pipeline of business as a result of outbound prospecting, creativity, and simple hard work. This will require the ability to navigate through complex organizations and sell to multiple decision-makers, including the “C Suite”.

KEY RESPONSIBILITIES

• Drive top-line revenue growth through new customer acquisition.
• Sell Skillsoft Platform and Content solutions directly to corporate decision makers.
• Win by representing a solution line, identifying business issues and risk to solve, building a targeted value proposition to win with key competitive differentiators.
• Partner with Specialist reps on cross-sell opportunities for new customers.
• Partner with Growth reps on upsell opportunities in a land-and-expand sales motion.
• Influence prospects at the senior leadership level.
• Hunter by nature and working style. Selling is based on math….X number of outreaches, Y conversations, Z meetings to build 4-5X coverage in pipeline.
• Develop a thorough understanding of Skillsoft sales plays.
• Outline measurable and defined business objectives and goals with timelines, (related to revenue and growth of whitespace).
• Provide management, feedback and recommendations on pipeline health, risk, opportunity, and progress.

PREFERRED SKILLS & QUALIFICATIONS

• Minimum 5+ years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives with outstanding quota attainment history.
• Experience working with Hong Kong-based Enterprise customers, demonstrated experience doing business in Cantonese.
• Experience in the learning, human capital, human capital technology space is preferred but not required.  Enterprise technology experience is valued.
• Ability to identify and qualify a diverse set of opportunities based on an Enterprise customer’s digital transformation maturity and existing technology investments
• Demonstrated experience in building technology investment business cases to showcase ROI from platform and process consolidation
• Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale.
• Advanced understanding of customer’s business, demonstrating solutions loves to debate, respectfully challenge their thinking, has a broad view/perspective.
• Ability to prospect with a structured activity model to maximize revenue growth.
• Expert at collaborating and leveraging subject matter expertise in a matrixed sales environment.
• Ability to operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude.
• Negotiate effectively based on value and time to close.
• Expert knowledge/usage of Salesforce.com required, proficiency in sales tools such as 6sense, Value360, LinkedIn Navigator preferred
• Commitment and ownership of your – and your team’s – success.
• Willingness to take ownership – and solve – problems.
• Willingness to acknowledge, and own mistakes – recognition of humility as a key aspect of continuous improvement