Echo360 is looking for a proven top sales performer to manage our Higher Education (HE) North territory, currently encompassing New England, New York, Michigan, Wisconsin, Minnesota, and Canada. The ideal MAP candidate will have demonstrated sustained over-quota performance selling SaaS solutions to senior academic and technical executives in higher education. We are seeking an impactful sales professional who is capable of both winning large numbers of new clients and expanding recurring bookings in existing installed accounts.
The MAP must demonstrate the skills, experience, and gravitas required to effectively engage with university presidents, provosts, deans, and CIOs, as well as collaborate with faculty, instructional designers, and IT professionals. While being a self-starter and comfortable functioning independently, the MAP must also work well in team scenarios such as new business pursuit with Solution Engineers and account management with Customer Success Managers.
The ideal candidate thrives in a growth company environment and excels at developing and executing sales expansion strategies in competitive markets. The MAP must be highly effective at positioning business value, managing complex sales cycles, and building enduring relationships with key client stakeholders. Strong qualification skills and proficiency at structured sales cycle management are also essential qualities for achieving success.
This role is remote, and the MAP will work from their home office, preferably based near a major metropolitan area in their assigned territory. When health and safety guidelines permit, candidates should expect frequent travel to higher education customer campuses within the territory, along with other Echo360 and industry events.
Reports to: Senior Vice President (SVP), Sales
Primary Responsibilities:
- Consistently exceed quarterly and annual regional sales bookings targets
- Develop and execute plans to penetrate and grow sales in assigned territory
- Personally contact and engage senior academic and technical leaders, including Presidents, Provosts, and Deans, and CIOs, to understand their top strategic challenges and position Echo360 to help them achieve their objectives
- Build and manage a robust pipeline of qualified sales opportunities based on Echo360’s sales methodology
- Closely track all active sales opportunities in Salesforce.com, including meetings, activities, communications, competitive intelligence, proposals, and contacts
- Rapidly follow up on leads generated by Marketing campaigns and personally prospect for new business via cold calling, email campaigns, personal networking, and referrals
- Collaborate with Echo360 Marketing to create territorial market awareness and execute demand creation campaigns
- Effectively articulate the Echo360 value proposition while delivering presentations and proposals to clients’ decision makers, both online and in person
- Maintain detailed knowledge of Echo360 products and compelling customer use cases
- Develop thorough understanding of competitive solutions to overcome objections, defend existing clients, and pursue consolidation strategies in accounts with installed competitive products
- Handle essential sales administrative duties include preparation of proposals, quotes, contracts, and accurate sales forecasts
- Communicate weekly with SVP, Sales regarding bookings performance, sales strategies/tactics, operational status, and personnel matters
The ideal candidate for the MAP position will have/be:
- 5+ years of sustained, proven success selling enterprise technology SaaS solutions to higher education institutions
- Strategic thinker who can analyze competitive markets and develop/execute impactful business plans to achieve sustained sales and revenue growth
- Exceptional executive presence to effectively engage at all levels of higher education institutions from senior leadership to entry-level team member
- Verifiable record of gaining access to key client decision makers at senior levels of universities and colleges
- Proven proficiency at executing a structured sales cycle including identification, positioning, qualification, discovery, proposal, contracting and closing
- Strong higher education market knowledge including understanding of current trends in teaching/learning and use of academic technology
- Excellent verbal and written communications skills
- Bachelor’s degree