Senior Enterprise Solutions Executive

Senior Enterprise Solutions Executive – Army / Navy Territory

Reports to: Director, NA Enterprise Accounts

Status: Full-Time

About Us

Learning Tree International is one of the world’s leading providers of instructor-led and blended training solutions to major organizations, including Commercial, Federal, State and Local Governments spanning the full spectrum of technology, leadership and professional development.

Through the deployment of innovative, leading edge learning technologies we help clients create and implement strategic learning programs that are aligned with company objectives. Our solutions include identifying employee skills gaps through online assessments, designing and delivering tailored learning curricula using off-the-shelf and customized content, and assessing learning outcomes.

Learning Tree’s training solutions encompass a full spectrum of disciplines and technologies including Cloud, Cyber, Web Development, Mobile, Project & Program Management, Business Analysis, Agile Development, Change Management, AWS, DevOps, Data Science, Business Intelligence and a full suite of leadership and soft-skills courses.

Learning Tree is a training provider for most major technology brands including AWS, Microsoft, Red Hat, Oracle, SAP, Scrum Alliance, PMI, IIBA, ISC2, Cisco, Adobe, etc.

https://www.learningtree.com/about-us/#

Position Summary

In this hunter/farmer role, you will be responsible for identifying new prospects, converting them into clients, and supporting and growing an existing base of clients in your assigned territory. You will accomplish this through your ability to sell the company's products and services in a consultative manner and create solutions that address client needs. You will be responsible for meeting and exceeding an annual revenue quota from a portfolio of named accounts, focused on selling our training solutions.

Role And Responsibilities

• Develop and cultivate sales opportunities within new and existing client contacts through virtual and face-to-face communications.
• Actively manage a robust client portfolio to develop tactical and strategic relationships to better serve our clients.
• Develop strategic accounts identified within the territory and proactively manage their growth and development culminating in revenue growth.
• Expand client service offerings within existing customers by leveraging a diverse product portfolio and learning services resulting in revenue growth.
• Identify client needs and work collaboratively to design/develop learning solutions to meet client performance expectations.
• Develop a strategic business plan and update monthly to successfully achieve territory quota.
• Develop business solutions based on customer needs that effectively articulate and differentiate our products' value proposition.
• Partner with internal resources to develop winning proposals and deliver compelling presentations to win new business.
• Use tools and technology to leverage efforts, including Salesforce.com, LinkedIn, and other social media channels.
• Build and maintain accurate multi-year pipeline of sales opportunities.
• Responsible for meeting annual revenue objectives and goals (quotas) for assigned accounts, with annual target revenue responsibility.
• Develop an individual development plan to broaden skillsets and deepen knowledge of position to increase sales performance.
• Use tools like LinkedIn Sales Navigator, GovWin, Gov/Spend, to prospect for new prospects, RFPs, and contracts.
• Actively participate in RFP responses including solution design, writing and team collaboration.
• Document Sales activity and customer contacts within Learning Tree provided CRM database.
• Participate routinely in networking events and associations to broaden your market presence and subject matter expertise.

Professional Experience, Qualification and Skills

• Mandatory EdTech experience required.
• Five to ten years of sales experience in a complex business environment with emphasis on selling training or other intangible services to the Federal Government, Department of Defense.
• Previous success in a Sales or Business Development role required.
• Experience with new business development and maintaining relationships.
• Strong written, verbal communication, and presentation skills; strong conceptual and analytical skills.
• Strong customer-centered selling skills.
• Team player mentality.
• Strong business acumen.
• Knowledge of marketing needs, competition, and latest industry trends.
• Independent; self-driven; well organized; inspires confidence in self, the product, and the company.
• Prior experience interacting with C-Level decision makers within an organization.
• Works well under pressure. Demonstrates sound business judgment, common sense, and insight.
• Able to articulate a specific process for uncovering new opportunities from scratch without the use of a lead generation function; able to use cold calling, networking, and LinkedIn Sales Navigator to get to decision makers and make a strong case for Learning Tree.
• Proven track record of success enterprise selling solutions.
• Prior background of working in education, IT training solutions, Federal, State and Local Government, Consulting Services.
• Demonstrated ability to meet and exceed a minimum sales quota.
• Excellent computer skills (MS Word, MS Excel, MS PowerPoint, and MS Outlook.
• If in the DC Metro area, ability to work in a hybrid work model which includes working in the Herndon office two days per week or as needed based on project assignments.

Education

• Bachelor’s degree required, advanced degree or equivalent experience preferred.

Location: Hybrid/Herndon, VA