Supported by Sales leader, drives new business efforts and account management/client success efforts across a small defined geographical territory, working to maximise opportunities for growth against a strategic growth plan with new and existing clients, manages all client/customer interactions, demos, meetings, etc to close out the sale, then hands to T&I team to implement and then manages the account to optimise Client Success, working on renewals/upsell and cross-selling activity.
Forecasts, owns, and achieves annual sales targets within territory. Generates and closes qualified leads to expand business throughout assigned territory from new and existing clients. Developing daily plans which utilise sales best practices to optimise sales calls and time.
Builds a pipeline of new business through inbound, warm leads and outbound prospecting via a multi-touch strategy, using various media to drive and attract potential new business, working with the SDR team to successfully qualify opportunities through effective and personalised discovery. Leaning into the needs of the client and understanding their pain points and levers in order to craft the best solution to their needs.
Targets, builds and maintains lasting relationships with potential new and develops the relationship with existing clients. Navigating educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers. Upselling and cross-selling with existing clients.
Work closely with the immediate team and internal stakeholders including marketing, client success, T&I, Sales Engineers and Product Solution Specialists to ensure a first class client experience (speedy responses, complete responses, accurate, well presented data and carefully worded professional communications).
Carry out Pitches and Product Demonstrations which have been tailored to meet your customer's pain points and needs.
Effectively communicate our unique value proposition through social channels, onsite/online pitch/demos and industry events.
Manage essential data tracking activity and progress in Salesforce CRM and any other systems required, covering prospecting, forecasting, quoting, administration, and account metrics. Provide accurate forecasts and sales activity data by documenting sales activity within company CRM
Keep up-to-date with and leverage developments in the territory such as growth opportunities, market trends, channel partnerships, and State/Government policy changes.
Working with SDR and Sales Operations functions, carry out strategic research to maintain pipeline and drive your sales activities.
Meet or exceed quarterly and annual sales goals.
Participate in network building opportunities within territory including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions.
Identify and report trends to Product Owners and Executive team to develop our products and roadmap.
Carefully develop itineraries and effectively utilize personnel and other resources to achieve sales objectives - making effective use of time, especially when on the road and in person.
