Senior Account Executive

Description

Senior Account Executive

Remote – Australia

The Opportunity:
Anthology delivers education and technology solutions so that students can reach their full potential and learning institutions thrive. Our mission is to empower educators and institutions with meaningful innovation that’s simple and intelligent, inspiring student success and institutional growth.

The Power of Together is built on having a diverse and inclusive workforce. We are committed to making diversity, inclusion, and belonging a foundational part of our hiring practices and who we are as a company.

For more information about Anthology and our career opportunities, please visit www.anthology.com.

Anthology’s business in Australia and New Zealand is progressive and diverse, and our experienced team has a reputation for being among the first to drive new initiatives within the company. We are bringing to market a new generation of cloud-delivered learning technologies, data, and course content accessibility software. Anthology has a significant customer base in ANZ, many of whom are renowned for a sophisticated understanding of teaching and learning. Our team meets and often exceeds sales objectives of the assigned territory by promoting and selling our suite of products and services through a consultative selling approach that effectively demonstrates a quantifiable value proposition to the customer.

As a Senior Account Executive, you will be responsible for the management of Anthology’s extensive customer base in a defined territory within Australia and for growing new business across out product portfolio throughout the region. Specifically, you will build an executive-level understanding of customer challenges in supporting enterprise-level e-Learning and positioning our solutions and technical services over time to achieve mutual success. You will be the single executive point of customer contact for Anthology and will work to keep key customer relationships in good health as well as direct the engagement of our Solutions Engineers, Consulting, and Services teams for customers and opportunities in your assigned territory. You may also take on existing customer portfolios, in which case you will be accountable for growing new business and for the retention of existing contracts.

Additionally, you will be responsible for developing trusted partnerships with customers based on well-developed situational fluency relevant to the education and technology sectors. You will define and execute account and sales territory sales plans and meet or exceed set sales quotas while adhering to Anthology’s values and sales rules of engagement. You will manage enterprise solution sales with 6-18 month purchasing cycles. You will also manage sales pipeline and effectively use the salesforce automation tool. This role requires approximately 40-50% travel.

Primary responsibilities will include:

• Quota carrying and responsible for driving new recurring sales revenue and new logos in the assigned territory through cultivating deals with direct end-user engagements and driving them to closure with support from cross functional teams
• Direct selling and engagement with end user to develop account opportunities
• Working with renewal team to ensure customer's timely renewal
• End to End ownership of opportunities through qualification, progression and closure
• Establishing trust and confidence with channels and customers with a consultative selling approach to address end user pain points
• Building demands in the Higher education industry
• Maintaining strong relationships with key executives and influencers in customer's organizations, in some cases, through partnership with the channel partners
• Generating proposals to build demand in the market
• Maintaining strong relationships with key executives and influencers in customer’s organizations
• Generating proposals to build demand in the market
• Participating in RFP/RFI
• Planning lead generation activities with field marketing support
• Weekly cadence for forecast, pipeline generation and sales stages hygiene
• Conducting quarterly/annual business review plan with regional Anthology’s leadership

The Candidate:

Required skills/qualifications:

• A bachelor’s degree (or equivalent) from well-recognized tertiary institution, preferably in related discipline
• Minimum 8 years of successful track record of enterprise sales experience in the software industry
• Proven ability to engage effectively at the executive-level
• Proven achiever with sales target
• Good communication skills and conversant with current SaaS technology trends
• Able to work with cross function teams (often across geographies and time zone) on solutioning proposal
• Understanding of the application of instructional technologies to varied teaching and learning environments, especially assessment and accreditation
• Understanding of enterprise level IT infrastructure, deployment methodologies, and cloud/SaaS environments
• Strong oral and written communication skills
• Exceptional ability to present to small and large groups of people who may have varied roles, experience, and perspectives
• A self-starter, self-motivated and able to work independently in a geographically dispersed team
• Fluency in written and spoken English

This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

Anthology is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression, protected military/veteran status, or any other legally protected factor.