Sr Account Exec - Center for Model Schools

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K-12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students' potential and extend teachers' capabilities.

HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Job Title:Senior Account Executive, Mid-Atlantic / East

Location:Mid-Atlantic / East

For over 30 years, The Center for Model Schools, formerly the International Center for Leadership in Education, has been dedicated to ensuring that every child attends a model school. Teachers and leaders from the classroom to the boardroom can partner with us for shoulder-to-shoulder support to make this happen.

Job Responsibilities:

Through effective relationship building, the Senior Account Executive is accountable for acquiring and providing service solutions to new customers that meet the needs of school districts in an assigned territory. The Senior Account Executive, works with a regional team, led by a Director, focused on selling prospect districts from 10,000-25,000 in student enrollment. Sr. Account Executive partners with a Director of Professional Learning who is focused on ensuring renewals, retention, and growth of existing customer/partner relationships. This Sr. Account Executive position should reside in a state within the territory.

The Senior Account Executives' key areas of work is focused on acquiring new partners and includes identifying and building strategic relationships in district accounts, lead development and qualification, establishing territory plans that focus selling activity and successfully managing a sales pipeline of opportunities.

• Drive revenue growth through acquisition of new partners in the assigned territory.
• Drive lead development, qualification, and conversion into opportunities and closed sales.
• Design strategies that address customer needs and issues while meeting assigned quota.
• Strategically plans sales calls by outlined objectives and action steps.
• Read the market, recognize trends, and communicate that information to leadership
• Identify the processes and procedures specific to each district, and the key issues for each account.
• Respond to customers' requests and problems with appropriate timeliness and concern.
• Develop professional credibility and trust with the customer.
• Provide timely and complete information needed for consultants and outside resources to perform effectively in the territory.
• Converse comfortably with customers and understand their needs.
• Effectively communicate the features, advantages, and benefits of each product.
• Gain and display a thorough knowledge of state and local adoption timelines in order to be at the right place at the right time.
• Manage complex sales cycles with multiple stakeholders, both internal and external.
• Demonstrate current knowledge of NWEA products and services and the education market, including issues, trends, relevant laws, and competition; inform partners about features and benefits of products and services on a regular and proactive basis using consultative sales process.
• Use Salesforce to manage prospect opportunities and pipeline for new products and services; keep data accurate and up to date; use Salesforce for prospect, pipeline and regional reports and dashboards.
• Present price, credit, and terms in accordance with standard procedures and/or contractual requirements. Accurately process and schedule partner transactions including quotes and orders.

Skills and abilities

• Able to successfully move deals through the sales cycle, negotiate and close deals.
• Proven track record of selling success and ability to exceed personal and team goals.
• Skilled in analyzing and translating complex partner requirements into CMS business offering, resulting in sound business and relationship decisions.
• Assist in defining and evaluating deliverables, parameters and language for partnership and agreements and contracts.
• Aptitude to inspire, unify and work with cross-organizational teams.
• Strong organizational skills.
• Exhibit excellent written and verbal communication skills, including strong presentation skills.
• Demonstrate commitment to the CMS mission and culture.
• Ability to successfully manage sales relationships, pipeline, and opportunities in CRM system (Salesforce experience preferred).
• Exhibit knowledge of education market, school and business operations and functions with ability to have impactful conversations with senior school and district contacts and administrators.
• Diverse personal network of educators is a plus.
• Strategic focus in developing and executing territory plans.
• Must be able to perform the physical and intellectual requirements of the role, with or without accommodation.

Education and Experience:

• This position requires a bachelor's degree in education, Business, Marketing or Liberal Arts or equivalent combination of education and experience.
• Preferred 6 - 10 years field sales experience
• Must be able to travel up to 50% of the time through a combination of domestic air travel and driving a car.
• Educational Services sales experience preferred
• Preferred Classroom Teaching or School Leadership experience.

The Information Technology organization is transforming to realize our mission: Become a leader in HMH's digital transformation, and as a strategic partner, innovate and deliver highest value, competitive advantage solutions across all corporate and business functions. Our ambition is to be a digital leader through innovation and develop and deliver leading edge technology such as robotic process automation and artificial intelligence to solve some of HMH's greatest operational business challenges. Our professionals will have business relevant skills to connect our HMH partners to technologies that propel the businesses to deliver the greatest value for HMH and our customers.

We are building a team of IT professionals with an insatiable appetite to learn, a relentless focus on customer service, a technological curiosity toward future possibilities, and a creativity in solving business challenges with leading technologies. Our team will find ways to work together, create a sense of community where it's safe to take risks and learn together, develop our careers, and all have an opportunity to work on new technologies. We will work together, learn together and have fun together. As a team, we will lead HMH's digital transformation.