Account Executive - Higher Education (Remote)
Jaggaer, Durham, North Carolina, United States, 27701
Account Executive (AE)
JAGGAER is leading the Autonomous Commerce revolution, a self-governing B2B commerce experience between buyers, suppliers, things (IoT), and partners. Leveraging AI and machine learning, our intelligent procurement solutions provide enterprise buyers and suppliers with smart-match recommendations that align buyer needs with supplier capabilities. Our solutions autonomously execute many repetitive, behind-the-scenes tasks to facilitate enterprise commerce. We are over 1,300 employees strong, all focused on customer success. We seek an experienced Account Executive (AE) to join our SLED team. As an AE, you have sold complex SaaS solutions to Higher Education and have a rolodex of prior relationships. As a successful candidate, you are an accomplished sales professional, ideally with experience in Spend Management. You have a tenacious approach to net new sales in targeted accounts. A consistent, proven track record of performance is required. True comprehension and the ability to navigate and penetrate complex sales environments are required. Track record in Spend Management and/or past software sales experience in the following areas, including Sourcing, Procurement, Finance, Contracts, and Supplier Performance. As an AE, you can prospect, identify solution gaps and/or sales opportunities, and articulate them confidently to prospective customers. In doing so, candidates will utilize Salesforce to manage their day-to-day operations. Day-to-day operations include prospecting, opportunity management, forecasting, and proposal generation. You will be an independent, autonomous, and creative performer with a passion for customer outcomes as a result of utilizing JAGGAER solutions. You must also be a team player who can work effectively with others across the JAGGAER organization. This position is for focused individuals who thrive in an environment of change and who have demonstrated a highly successful sales track record. The AE role provides high visibility and extraordinary rewards. Principal Responsibilities
Focusing on net new customers with a disciplined approach to territory and account management Owning the full Sales Cycle from prospect to close. Engaging partners where appropriate Identification of prospect "White Space" Articulating desired prospect business outcomes Making timely decisions about which opportunities JAGGAER will pursue; Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. The AE will manage and coordinate every aspect of specific sales opportunitiesfrom prospecting to contract signature Must be capable of driving and closing?a sale, writing proposals, and negotiating contracts with people at all levels. Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested AE is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers AE should achieve 4x quota coverage in pipeline AE should utilize JAGGAER prospecting tools in their day to day activity AE is required to enter all sales activity into Salesforce.com (SFDC) As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on AE will contribute to the development of solutions being proposed for prospects AE will assist in identification of the customer Return on Investment AE will assist in gathering information for services Statement of Work AE will be able to white board solution maps for customers AE will be able to land and expand solutions As JAGGAER develops the solution for an AE's account, the AE must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale AE should be able to strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER's unique offerings Ability to execute on mutually agreed upon closing/project plans with prospects Position Requirements
Prior experience selling into Higher Education is required. A minimum of 7 years of demonstrable success selling complex software solutions, preferably SaaS. Experience/track record in meeting/exceeding quota selling software solutions. Active in seeking new sales opportunities thru prospecting. Strong understanding of procurement solutions and technology. Proficiency in the sales processes and account/territory planning. Proficiency in solution selling running complex results driven sales cycles. Ability to take ownership of all facets of the sales process. Personal ambition to close. Proven ability to build and deliver credible business value propositions at all levels within an organization (ex. C-level, VP-level). Strong presentation and writing skills. BA/BS degree required Ability to travel to meet with prospects/customers, attend conferences, etc. This is a remote position, but ideal candidate will reside in a Metro area within North America. Success in This Position
You are highly collaborative and a team player: You independently initiate collaborative problem-solving sessions with co-workers, other departments, and/or partners which result in a plan to close more deals. You are proactive: You proactively seek the help needed to be successful. You don't wait to be instructed and are very entrepreneurial in your approach to business. You are hungry to succeed: You go above and beyond, spend the extra time, make the extra call, have one more prep session to get it right. You are a networker: You're active on social media, involved in business associations, leverage your network, embrace partners. Represent JAGGAER's values: Be passionate, humble, empathic, accountable, and transparent with the customer and co-workers to transcend the customer experience. What We Offer
At JAGGAER, we are committed to supporting you and your family's well-being. Your health is a priority, and we offer a range of programs to help you stay well and thrive. Our benefits include exceptional medical, dental & vision plans, adoption assistance, wellness reimbursements, generous parental leave, 401(k) matching, flexible work options, unlimited vacation for exempt employees, and more! Our Values
At JAGGAER, our business is about people. Our products are built on intellectual property, but the real differentiator is the teams behind themthe way we collaborate, innovate, solve problems, and deliver for customers.
TEAM
gives us a common set of expectations for how we work together across products, cultures, and geographies. Transparency
Openness Builds Trust Candor strengthens relationships, speeds decision-making, and ensures problems are solved togetherwith customers, teammates, and partners. Entrepreneurial Spirit
Own It, Drive It, Make It A scrappy, customer-obsessed, problem-solving mindset is at the cornerstone of both organizational and personal growth Accountability
Thumbs In, Not Fingers Out We take responsibility ourselves before pointing elsewhere Metrics-Driven Results
Outcomes Over Activities Data and evidence guide our decisions, help us course-correct quickly, and ensure we're delivering real impact EEO
JAGGAER is a proud equal opportunity/affirmative action employer supporting workforce diversity. We do not discriminate based upon race, ethnicity, ancestry, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), marital status, caregiver status, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, genetic information, military, or veteran status, mental or physical disability, or other applicable legally protected characteristics. Accessibility
JAGGAER is committed to providing access and reasonable accommodation to applicants. If you are a qualified individual with a disability or a disabled veteran and you think you may require an accommodation for any part of the recruitment process, please send a request to: hr@jaggaer.com All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
JAGGAER is leading the Autonomous Commerce revolution, a self-governing B2B commerce experience between buyers, suppliers, things (IoT), and partners. Leveraging AI and machine learning, our intelligent procurement solutions provide enterprise buyers and suppliers with smart-match recommendations that align buyer needs with supplier capabilities. Our solutions autonomously execute many repetitive, behind-the-scenes tasks to facilitate enterprise commerce. We are over 1,300 employees strong, all focused on customer success. We seek an experienced Account Executive (AE) to join our SLED team. As an AE, you have sold complex SaaS solutions to Higher Education and have a rolodex of prior relationships. As a successful candidate, you are an accomplished sales professional, ideally with experience in Spend Management. You have a tenacious approach to net new sales in targeted accounts. A consistent, proven track record of performance is required. True comprehension and the ability to navigate and penetrate complex sales environments are required. Track record in Spend Management and/or past software sales experience in the following areas, including Sourcing, Procurement, Finance, Contracts, and Supplier Performance. As an AE, you can prospect, identify solution gaps and/or sales opportunities, and articulate them confidently to prospective customers. In doing so, candidates will utilize Salesforce to manage their day-to-day operations. Day-to-day operations include prospecting, opportunity management, forecasting, and proposal generation. You will be an independent, autonomous, and creative performer with a passion for customer outcomes as a result of utilizing JAGGAER solutions. You must also be a team player who can work effectively with others across the JAGGAER organization. This position is for focused individuals who thrive in an environment of change and who have demonstrated a highly successful sales track record. The AE role provides high visibility and extraordinary rewards. Principal Responsibilities
Focusing on net new customers with a disciplined approach to territory and account management Owning the full Sales Cycle from prospect to close. Engaging partners where appropriate Identification of prospect "White Space" Articulating desired prospect business outcomes Making timely decisions about which opportunities JAGGAER will pursue; Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. The AE will manage and coordinate every aspect of specific sales opportunitiesfrom prospecting to contract signature Must be capable of driving and closing?a sale, writing proposals, and negotiating contracts with people at all levels. Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested AE is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers AE should achieve 4x quota coverage in pipeline AE should utilize JAGGAER prospecting tools in their day to day activity AE is required to enter all sales activity into Salesforce.com (SFDC) As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on AE will contribute to the development of solutions being proposed for prospects AE will assist in identification of the customer Return on Investment AE will assist in gathering information for services Statement of Work AE will be able to white board solution maps for customers AE will be able to land and expand solutions As JAGGAER develops the solution for an AE's account, the AE must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale AE should be able to strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER's unique offerings Ability to execute on mutually agreed upon closing/project plans with prospects Position Requirements
Prior experience selling into Higher Education is required. A minimum of 7 years of demonstrable success selling complex software solutions, preferably SaaS. Experience/track record in meeting/exceeding quota selling software solutions. Active in seeking new sales opportunities thru prospecting. Strong understanding of procurement solutions and technology. Proficiency in the sales processes and account/territory planning. Proficiency in solution selling running complex results driven sales cycles. Ability to take ownership of all facets of the sales process. Personal ambition to close. Proven ability to build and deliver credible business value propositions at all levels within an organization (ex. C-level, VP-level). Strong presentation and writing skills. BA/BS degree required Ability to travel to meet with prospects/customers, attend conferences, etc. This is a remote position, but ideal candidate will reside in a Metro area within North America. Success in This Position
You are highly collaborative and a team player: You independently initiate collaborative problem-solving sessions with co-workers, other departments, and/or partners which result in a plan to close more deals. You are proactive: You proactively seek the help needed to be successful. You don't wait to be instructed and are very entrepreneurial in your approach to business. You are hungry to succeed: You go above and beyond, spend the extra time, make the extra call, have one more prep session to get it right. You are a networker: You're active on social media, involved in business associations, leverage your network, embrace partners. Represent JAGGAER's values: Be passionate, humble, empathic, accountable, and transparent with the customer and co-workers to transcend the customer experience. What We Offer
At JAGGAER, we are committed to supporting you and your family's well-being. Your health is a priority, and we offer a range of programs to help you stay well and thrive. Our benefits include exceptional medical, dental & vision plans, adoption assistance, wellness reimbursements, generous parental leave, 401(k) matching, flexible work options, unlimited vacation for exempt employees, and more! Our Values
At JAGGAER, our business is about people. Our products are built on intellectual property, but the real differentiator is the teams behind themthe way we collaborate, innovate, solve problems, and deliver for customers.
TEAM
gives us a common set of expectations for how we work together across products, cultures, and geographies. Transparency
Openness Builds Trust Candor strengthens relationships, speeds decision-making, and ensures problems are solved togetherwith customers, teammates, and partners. Entrepreneurial Spirit
Own It, Drive It, Make It A scrappy, customer-obsessed, problem-solving mindset is at the cornerstone of both organizational and personal growth Accountability
Thumbs In, Not Fingers Out We take responsibility ourselves before pointing elsewhere Metrics-Driven Results
Outcomes Over Activities Data and evidence guide our decisions, help us course-correct quickly, and ensure we're delivering real impact EEO
JAGGAER is a proud equal opportunity/affirmative action employer supporting workforce diversity. We do not discriminate based upon race, ethnicity, ancestry, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), marital status, caregiver status, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, genetic information, military, or veteran status, mental or physical disability, or other applicable legally protected characteristics. Accessibility
JAGGAER is committed to providing access and reasonable accommodation to applicants. If you are a qualified individual with a disability or a disabled veteran and you think you may require an accommodation for any part of the recruitment process, please send a request to: hr@jaggaer.com All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.