Jan 18, 2020
Who We Are: What makes Discovery Education a GREAT fit for you? When you join Discovery Education, you'll be part of a fast-growing global team that empowers teachers with best-in-class digital curriculum that connects learning to the real-world so that every student can achieve to their highest potential. We're the global leader in standards-based digital curriculum for K-12 classrooms, positively impacting students by aligning with strategic partners and educational institutions to deliver award-winning digital textbooks, multimedia content, professional development and the largest networked learning community of its kind. For candidates interested in taking their next career step in the educational technology space, Discovery Education offers the fast pace and excitement of working for a startup, the support of an established organization, and the opportunity to be on the front lines of innovation in an industry that is always growing and transforming. Team members enjoy a high-energy, purpose-driven work environment - as well as tremendous opportunities to grow, learn and make a difference. If you like working with a curious, collaborative, high-performing team, Discovery Education is the place for you. What You'll Do: The Sales Account Manager, K12 Education, is responsible for the sales and account management efforts for Discovery Education (DE) in an assigned territory in the United States. She/he will demonstrate exceptional product and industry knowledge to effectively position DE products and services as must-have educational solutions for classrooms to contacts at varying professional levels. She/he will work with the Sales Director and team to achieve annual sales objectives while ensuring profitable growth aligned with DE business objectives. Account Management/Sales Goals: Conduct prospecting and new business development activity to open opportunities with new schools and districts Achieve assigned personal and territory sales objectives Maintain, share and track customer information on an on-going basis through customer files, Salesforce, shared drives and web 2.0 applications Use a top-down, consultative sales approach to build, maintain & strengthen relationships with all key decision makers and key influences within territory Understand goals and objectives for all accounts within assigned territory and have a thorough understanding of where sales opportunities exist (i.e. demographics, education trends, funding, other key external influences) Develop proactive approach to territory management, anticipating impact on Discovery Education products resulting from competition, industry trends, etc Negotiate proposals and contracts that ensure profitable growth aligned with Discovery Education business objectives Demonstrate exceptional interpersonal, written/verbal communication, organizational, follow-up, consultative sales and presentation skills Demonstrate ability when necessary to have difficult conversations with clients Travel approximately 40-70% of time (with seasonal variations) Manage high outbound activity volume whether traveling or in the office Product /Industry Knowledge: Demonstrate exceptional Discovery Education product knowledge to be successful in increasingly competitive environment Thoroughly understand deals/rates for all Discovery Education products as well as the overall goals and strategic vision of Discovery Education Maintain an understanding of industry trends, current events, product and technology developments by reading professional publications, researching all available resources prospect/product resources and participating in professional organizations Understand new technologies and industry trends and be able to speak to how they impact customers and Discovery Education Team Oriented Environment: Partner with company personnel (i.e. VP, Sales Director, DEN Account Manager, Marketing, Account Services, Legal, Finance, etc.) to develop strategies to ensure that personal and territory sales goals are met Ensure proper implementation of new accounts with Partner Engagement and other post-sales teams Build value with customer by implementing strategies to ensure usage of Discovery Education products and services Properly merchandise key activities in territory to decision makers Communicate territory and pipeline updates with regular cadence to management team Proactively share information with department that you've learned in the field to support other reps/regions meeting their objectives Fiscal Responsibility: Adhere to budget by managing travel, sales and account management expenses. Who You Are: The ideal candidate has a history of exceeding revenue and growth targets in a hunting/customer acquisition model and is capable of building and maintaining a pipeline of through outbound prospecting and high activity metrics. They will also have experience navigating complex organizations and selling to multiple decision makers and demonstrate a thorough understanding of K12 institutions. Mission-Driven: Passionate about Discovery Education's vision to transform teaching and learning, experience in education or ed-tech industry a plus Communication Skills: Excellent written and oral communication as well as strong interpersonal skills Leadership: Demonstrate exceptional leadership; strong work ethic driven by a sense of urgency, flawless organization skills, and ability to inspire others to act and fulfill Discovery Education's mission Collaborative: Positive, solution-oriented team player with the ability to work as part of a team in a fast-paced, high-energy environment; team player/ builder with the humility to be focused on the success of the collective over individual Hustle: The courage and confidence to work hard and with passion; committed to getting the job done; sustain effort in the face of adversity. Maintain consistency and focus over time with a positive "never give up" attitude Self-Motivation and Self-Starter: Driven self-starter with the ability to do what needs to be done without being micromanaged; ability to manage/prioritize multiple tasks, proactively manage numerous projects, and prioritize competing timelines; demonstrate a problem solving/solution-oriented approach Learning Orientation: Always willing to learn something new, not rigid in beliefs or expectations Sense of Humor: Because we all need to laugh sometimes Specifics: Technical Skills: Proficiency in Microsoft Office is required, especially in Excel (V-Lookups, Graphs, Charts, etc) Knowledge & Skills: Basic knowledge of R/personnel practices and principles. Experience with applicable labor, pay and benefits laws and regulations. HRIS experience strongly desired, preferred familiarity with ADP Workforce Now Professional Experience: Approximately 3-5 years in sales and account management experience with a proven track record of territory management, consultative sales and exceptional client relations. Education industry experience preferred. Education: Bachelor's degree or an equivalent combination of skills, training and experience Flexibility/Travel: Remote work with the ability to travel 40-70% of the time Legal right to work in the United States Discovery Education is an equal opportunity employer. Discovery Education is committed to being an employer of choice, not just a good place to work, but a great and inclusive place to work. To that end, we strive to recruit and maintain a workforce that meaningfully represents the diverse and culturally rich communities that we serve. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disabled status or, genetic information.
San Francisco, CA, USA