Job Title: Account Management Representative

Location: Remote (USA)

Position Overview: As an Account Management Representative specializing in IT certifications and learning products, you will be responsible for managing and growing existing accounts and generating net new customers across verticals including military, govt., commercial, academic and corporate accounts. This role requires a strategic approach to building and maintaining relationships with key stakeholders, understanding their training & certification needs, and positioning our IT certification, training, and learning solutions to address those needs effectively.

Build market for new products and solutions creatively and can manage both short term tactical goals as well as long term strategic goals for the business.

Key Responsibilities:

Account Management:

Cultivate and maintain strong relationships with customers including military, government agencies, commercial, academic, and corporate entities, and their influential decision-makers. Conduct thorough assessments of clients' IT training goals, challenges, and priorities to deliver bespoke solutions. Serve as the primary liaison for clients, promptly addressing inquiries, resolving issues, and ensuring their utmost satisfaction.

New Business Development:

Identify and pursue new sales opportunities within customer segments as assigned. Conduct market research to identify potential clients and understand industry trends in IT training. Develop and implement strategic sales plans to penetrate target accounts and expand market share.

Consultative Selling:

Engage in consultative selling practices, adeptly pinpointing clients' specific IT training needs and recommending tailored certification and learning products. Deliver compelling product demonstrations and presentations, effectively showcasing the advantages and benefits of our IT certification and learning offerings. Collaborate with internal teams to customize training solutions and proposals to meet client requirements.

Pipeline Management:

Manage the sales pipeline effectively, from prospecting to closing deals. Track and report sales activities and results using CRM software. Forecast sales projections accurately and consistently.

Team Collaboration:

Collaborate with cross-functional teams, including marketing, product development, and customer success, to ensure alignment and support in achieving sales objectives. Share insights and feedback from the field to contribute to product enhancements and market strategies.

Business Travel:

This job includes frequent business travel up to an extent of 50%

Key Requirements

Prior Sales / Account Management experience

Several years managing accounts to foster and grow them by cross-selling / upselling solutions.  Self-starter who is able to identify new opportunities and drive new customer acquisition.

Preferred Requirements

Government Procurement Expertise and complex regulatory experience:

Navigate complex procurement processes, including RFPs, RFIs, and contract negotiations. Knowledge of government procurement regulations, policies, and procedures at the federal, state, and local levels. Position our solutions to align with procurement requirements and objectives across corporate and govt. entities.

Navigating Complex Regulatory Environments: 

Must know how to navigate through various regulations and compliance standards specific to the government sector. This includes understanding laws such as the Federal Acquisition Regulation (FAR) and state/local procurement laws. Defense Federal Acquisition Regulation Supplement (DFARS), and various defense acquisition directives Strong knowledge of organizational structure of government agencies to effectively target sales efforts.

           Maintaining Compliance and Transparency:

Ensuring compliance with all applicable laws, regulations, and ethical standards is paramount when selling to government entities. Sales professionals should uphold the highest standards of integrity, transparency, and accountability throughout the sales process.

Qualifications:

Bachelor's degree in Business Administration, Marketing, IT, or related field (preferred). Proven track record of success in sales, particularly in IT certification and training sales or related field. Prior experience of selling education products and services into government/military accounts desired. Strong understanding of IT training and certification needs within government/military organizations. Strong understanding the education ecosystem in USA with respect to vocational skills. Excellent communication, negotiation, and presentation skills. Ability to work independently and as part of a team in a fast-paced, dynamic environment. Proficiency in CRM software esp. Salesforce and Microsoft Office suite. Pearson IT Specialist Certification would be preferred.