Watermark
Prospect Account Executive
🇺🇸 Remote - US
🕑 Full-Time
💰 $75K - $90K
💻 Sales
🗓️ September 16th, 2024
Edtech.com's Summary
Highlights
- Develop and execute an effective regional sales plan to achieve sales goals.
- Continuously prospect and generate new leads, contributing to 55% of pipeline requirements.
- Conduct consultative product demonstrations in partnership with a solutions engineer.
- Collaborate with key business stakeholders to develop replies to RFIs and RFPs.
- Requires a minimum of 2 years of B2B SaaS sales experience and a proven track record of quota attainment.
- Pay ranges from $75,000 to $90,000 plus commission.
- Occasional travel for conferences or specific opportunities.
- Preferred experience includes selling technology in higher education and familiarity with MEDDPICC selling methodology.
Prospect Account Executive Full Description
About Watermark
Watermark is a high-growth SaaS provider of assessment software for higher education institutions worldwide. Our global organization provides educational intelligence systems that help colleges and universities gain insights into student learning so they can improve the quality of educational programs, assess institutional effectiveness, and streamline the accreditation process.
Watermark supports over 1,700 higher education institutions, including the majority of the top 200 U.S. News & World Report colleges. There is a reason we’ve won EdTech’s Overall Higher EdTech Solution of the Year!… and we’re just getting started! Our phenomenal team of people is at the heart of everything we do — join us to experience the Watermark Workplace difference firsthand.
About The Role
The Prospect Account Executive in the Growth Segment, is the primary representative for Watermark within a multi-state region. The role is focused on understanding and solving the complex challenges of Watermark’s higher education institutions, while driving revenue growth within the region. The position carries an expectation that the candidate will develop and execute a regional growth plan based on monthly, quarterly, and annual growth targets established with company management.
Essential Duties and Responsibilities
• Represent the company as the Watermark solution expert in the sales process.
• Develop & execute an effective regional sales plan to achieve sales goals.
• Deliver consistent sales results against monthly/quarterly/annual sales goals.
• Effectively and aggressively prospect and generate new leads at current customers; contributing 55% of pipeline requirements
• Develop a long-term view of prospect strategic objectives and business model and how Watermark’s solutions support their goals and objectives.
• Seek out and deliver on new logo opportunities
• Create and deliver prospect-specific presentations and demonstrations, answer technical questionnaires, and define pilots/proofs of concept.
• Represent Watermark at trade-shows and conferences.
• Conduct consultative product demonstrations, in partnership with a solutions engineer, for higher education faculty and administration.
• Collaborate with key business stakeholders to develop convincing replies to RFIs and RFPs.
• Contact key prospects on a regular basis to build strong relationships.
• Exercise excellent judgment in qualifying and prioritizing prospects.
• Map and align Watermark’s functional solutions to prospects’ needs.
• Communicate prospects' requirements and needs for the Product team
• Provide feedback and collaborate with both product marketing and product council meetings based on learnings from the field
• Drive an effective sales process managing complex, outbound sales through MEDDPICC
Requirements:
• Minimum 2 years B2B SaaS sales experience
• Experience selling technology in higher education strongly desired
• Ability to build and maintain strong customer relationships
• High level of integrity, work ethic and a positive attitude
• Proven track record of quota attainment in previous roles
• Experience in a heavy prospecting role
• Ability to work well in a team environment
• In-depth understanding of the higher education assessment market is a plus
• High ability and willingness to collaborate across teams
• Inside sales position, with occasional travel for conferences or specific opportunities
• Experience with MEDDPICC selling, or similar methodology a plus
• Experience prospecting through cold calling, emailing, and LinkedIn
• Professional presence and communication skills
• Bachelor’s degree or equivalent work experience
Watermark is committed to fair and equitable pay practices for all qualified candidates. The pay range for this role is $75K - $90K (+ commission) and varies based on several factors including geographical location, level of experience related to the role, education/ licensure/certificates of the individual filling the role and other business and operational considerations.
At Watermark we are continually strengthening the rich diversity in our workplace — the primary reason we succeed and we’re proud to be an equal opportunity employer. We work together to provide an inclusive hiring experience where all qualified applicants receive equal consideration for employment without regard to race, color, religion, gender, gender identity or expression, family status, marital status, sexual orientation, national origin, genetics, neurodiversity, disability, age, veteran status, or any other non-merit based or legally protected grounds.
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