Enterprise Account Executive - Higher Education Vertical

About the Role

Key Responsibilities

• Manage the day-to-day sales and account management of established high-value enterprise clients.
• Identify, upsell, and expand new and existing opportunities within assigned accounts while ensuring retention.
• Understand and communicate the value proposition of Shipping, Locker, MailStream OnDemand, and expansion solutions.
• Engage with C-Suite, Operations, and Finance leaders within accounts to uncover problems and KPIs to drive business outcomes.
• Interact daily with end users, acquisition partners, contracts management, accounts payable, IT personnel, security IT personnel, and other account influencers.
• Diagnose problems accurately and work inside and outside of the internal chain of command to resolve issues quickly.
• Partner with internal resources for customer contacts, validating applications, identifying new sales opportunities, conducting discovery, and lead generation.
• Uncover new and organic opportunities.
• Log all sales activity in approved sales automation tools such as Salesforce, MS Outlook, and Seismic.
• Manage business pipeline with accurate opportunity stages and forecasting categories.
• Provide precise monthly and quarterly sales forecasts.
• Work with Product Specialists and Pre-Sales Consultants to meet target and retention objectives.
• Attain sales quota through retention and organic growth of current clients.
• Acquire new logos in the mailing and shipping space.
• Perform other duties as required.

Requirements

• SaaS sales experience in the shipping/mailing space.
• 8 years of combined Enterprise Sales and Account Management experience across multiple industries, selling hardware and software solutions.
• Experience engaging with end users to C-level executives during the sales process.
• Strong business acumen, hierarchy understanding, and operational knowledge.
• Experience with challenge, SPIN, and thought selling techniques.
• Proven ability to manage and negotiate complex contract terms and conditions.
• Knowledge of technology sales processes (software and hardware) and drivers of such sales.
• High proficiency in account research, identifying key personas, and sales tools such as Salesforce, Adobe Pro, MS Teams, MS Outlook, MS Excel, MS Word, and MS PowerPoint.
• Valid Driver's License with a clean driving record.

Nice to Have

• Experience with outbound and inbound shipping/mailing software and hardware platforms.
• Experience with customer communications software and hardware platforms.

Qualifications

• Experience with SaaS sales in the shipping/mailing industry.
• 8+ years of enterprise sales and account management experience.
• Proficiency with sales automation tools and technical platforms.
• Valid driver's license and clean driving record.

Benefits & Perks

• Opportunity to grow and develop your career.
• Inclusive environment encouraging diverse perspectives and ideas.
• Challenging and unique opportunities to contribute to a transforming organization.
• Comprehensive benefits globally (PB Live Well).