Job title: Account Executive
Location: Northeast Region (Remote)
Who we are:
Illumia is an industry leader in bringing the best integrated technology solutions to education, healthcare, and business campuses worldwide. Illumia was built on the collective expertise of Transact Campus + CBORD, and brings together people, technology, and insight to pioneer the art of the experience across the communities we serve. Be a part of this exciting organization and improving the lives of people doing mission-critical work.
Why join our team?
We strive to provide the best customer experience in the industry and have succeeded with a single, strong motivating principle: We serve our user community.
Our success and growth are directly attributed to our people. Our newly named company is dedicated to fostering a culture of integrity, respect, and continuous personal development. We maintain an entrepreneurial spirit, where creativity, innovative problem-solving, and learning agility drive our day-to-day actions.
What you will be doing:
As Account Executive, you will be responsible for Net New and Account Management Expansion within the territory selling payments software solutions in the higher education market. You will meet or exceed sales objectives of the assigned territory by promoting and selling the Illumia payment software solutions through a consultative selling approach that effectively aligns the products to customer business objectives, while demonstrating a quantifiable value proposition for the customer.
Specific responsibilities will include:
- Selling payments software solutions in the higher education market
- Generating new sales into accounts and prospects
- Expanding existing account sales within the territory
- Meeting and exceeding established sales quotas
- Making prospecting a part of the regular routine, ensuring that new prospects are being added to the pipeline on a consistent basis
- Managing a complex, enterprise sales process with a 12 month to 24 month purchasing cycle
- Expanding the revenue opportunity within new accounts by selling incremental follow-on business
- Taking on the role of 'Virtual CEO' on all RFPs; working with the Proposals team to have a complete understanding of the institution needs including understanding of the platform the institution requires, partner requirements, price sensitivity, incumbent product, potential objections or concerns, Illumia’s strategic value proposition, and any other relevant information necessary for a successful sales process
- Continually learning about new products and improving selling skills; attending training events throughout the year and participating in self-paced tutorial learning when appropriate
- Being well informed about higher education student account software and payment industry trends and being able to talk intelligently about the industry
- Becoming familiar with all Illumia partner relationships and how they relate to sales.
- Becoming proficient with D365; effectively using the CRM tool to enter all sales information into this system for support accurate and proper forecasting/reporting
- Keeping abreast of competition, competitive issues, and products
- Attending and participating in sales meetings, product seminars, and trade shows
- Preparing written presentations, reports, and price quotations
- Leading in contract negotiations
- Managing sales pipeline
- Effectively and efficiently employing resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale
- Defining and executing territory sales plans
- Developing positive relationships with other employees in Marketing, Product Support, Global Services, Finance, Engineering and other departments, as needed
- Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales team
Additional Information:
- You will report to the Vice President of Sales
- Daily/weekly interaction with Client Success Manager(s), Account Managers and Executives, the Vice President of Sales, and the CRO as needed.
- Defining solution requirements/demo planning and working with Solution Engineers, Product Management, and Professional Services.
- Contract communications with Contracts Management and Finance Team.
- Developing new logo campaigns with Sales Development Representative(s)
- Other duties as assigned.
The Requirements:
- Demonstrated ability to navigate complex campus buying environments, including IT, finance, and bursar stakeholders
- Proven track record closing payments deals with multi-year contract structures and enterprise-level contract values
- Prior experience selling payments solutions in the higher education market, ideally with direct exposure to Illumia platform of offerings
- Bachelor’s degree preferred
- 4+ years’ enterprise software sales experience
- Knowledge of the Higher Ed or public-sector market
- Successful achievement of software sales goals, using a consultative selling methodology
- Ability to manage a pipeline of 25+ accounts at any given time
- Ability to work in a team environment
- Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
- This position requires the AE to work out of a home office
- Travel: Expect 50-60%+
Essential Functions of the job:
The duties and responsibilities described in this job description are intended to represent the essential functions of the position as defined under applicable federal, state, and local labor laws, including the Americans with Disabilities Act (ADA). These functions are the fundamental job duties required for successful performance.
Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions unless such accommodations impose an undue hardship on the organization.
This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities. Duties may be added, removed, or modified at any time in accordance with business needs and applicable law.
This position is classified as [Exempt/Non-Exempt] under the Fair Labor Standards Act (FLSA) and applicable state wage-and-hour laws.
What you get when you join our team:
- Flexible time off to include paid holidays and volunteer time.
- Robust health, dental, and vision insurance plans on your first day of employment
- Employer-paid life insurance/AD&D/short-term and long-term disability insurance
- Comprehensive employee assistance program (EAP)
- Flexible spending account (FSA) or health savings account (HSA)
- Matched 401(k)
- Employee stock purchase plan
Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity, or commissions.
Illumia is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, gender, age, religion, national origin, marital status, disability, sexual orientation, protected military/veteran status, or any other protected factor.