Federal Government Account Executive
Blackboard, Virginia, MN, United States
About The Role
Government Account Executives are responsible for new customer acquisition exclusively in the federal, state, and local government markets. They meet and often exceed sales objectives of the assigned territory by promoting and selling the Blackboard suite of products and services through a consultative selling approach that effectively aligns the products to customer mission objectives while demonstrating a quantifiable value proposition to the customer.
Description Account Executive
Remote - United States
Responsibilities
Managing a complex, enterprise solution sales with a 6 to 18 month purchasing cycle as well as moving the sale through the entire sales process
Taking a lead role in the RFP/sales process
Owning the client relationship post-sale with the help of a Customer Success Manager
Making prospecting a part of the regular routine and listening to a prospect’s needs and goals and matching an appropriate Blackboard offering as well as targeting and closing “green-field” accounts
Creating and implementing a market development plan for the designated territory and knowing all Blackboard Partner relationships including systems integrators, small businesses and channel partners
Staying well-informed about current industry trends and being able to talk intelligently about the training/learning (including edtech) industry
Effectively using sales tools including Salesforce to manage outbound, pipeline and forecast; bid boards, market data, and open source data and AI to support prospecting
Preparing written presentations, proposals, reports, and price quotes
Creating pipeline through industry events, product seminars, and trade shows
Leading all aspects of the sales process including channel activity and contract negotiations and being comfortable working with GSA and similar contract vehicles
Effectively and efficiently employing Blackboard human capital at appropriate stages in the sales cycle while defining and maintaining a sales plan and executing against it
Developing effective relationships with Marketing, Product Management, Consulting Services, Channel, Renewals, and other departments as needed
This role requires approximately 75% travel.
Required Skills And Experience
At least 5 years of experience in direct, complex solution software sales in the Federal government market with SaaS offerings
Success in selling FedRAMP and IL4 solutions
Proficiency in prospecting and developing a greenfield; proven success building a pipeline, moving opportunities through the sales cycle, and proposing, presenting, and discussing solutions with decision-makers
Experienced in leveraging channel and other partners to meet prospect functionality and/or procurement requirements
Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
Fluency in written and spoken English
US Citizen
Preferred Skills And Experience
Knowledge of the eLearning/training/education industry
Willingness to perform market development initiatives
About Blackboard Blackboard advances teaching excellence and unlocks the full potential of technology to deliver meaningful outcomes. We empower institutions to deepen connections between educators and learners, inspire engagement, and drive long-term academic success across the full learner journey. For more information, please visit www.blackboard.com.
The expected salary range for this position is ($95,600 - $115,000). The range reflects base salary only and does not include additional compensation such as sales incentives or benefits. Placement within the pay range will depend on a variety of factors, such as experience, skills, internal parity, and location.
This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
Blackboard is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression,protected military/veteran status, or any other legally protected factor.
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Description Account Executive
Remote - United States
Responsibilities
Managing a complex, enterprise solution sales with a 6 to 18 month purchasing cycle as well as moving the sale through the entire sales process
Taking a lead role in the RFP/sales process
Owning the client relationship post-sale with the help of a Customer Success Manager
Making prospecting a part of the regular routine and listening to a prospect’s needs and goals and matching an appropriate Blackboard offering as well as targeting and closing “green-field” accounts
Creating and implementing a market development plan for the designated territory and knowing all Blackboard Partner relationships including systems integrators, small businesses and channel partners
Staying well-informed about current industry trends and being able to talk intelligently about the training/learning (including edtech) industry
Effectively using sales tools including Salesforce to manage outbound, pipeline and forecast; bid boards, market data, and open source data and AI to support prospecting
Preparing written presentations, proposals, reports, and price quotes
Creating pipeline through industry events, product seminars, and trade shows
Leading all aspects of the sales process including channel activity and contract negotiations and being comfortable working with GSA and similar contract vehicles
Effectively and efficiently employing Blackboard human capital at appropriate stages in the sales cycle while defining and maintaining a sales plan and executing against it
Developing effective relationships with Marketing, Product Management, Consulting Services, Channel, Renewals, and other departments as needed
This role requires approximately 75% travel.
Required Skills And Experience
At least 5 years of experience in direct, complex solution software sales in the Federal government market with SaaS offerings
Success in selling FedRAMP and IL4 solutions
Proficiency in prospecting and developing a greenfield; proven success building a pipeline, moving opportunities through the sales cycle, and proposing, presenting, and discussing solutions with decision-makers
Experienced in leveraging channel and other partners to meet prospect functionality and/or procurement requirements
Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
Fluency in written and spoken English
US Citizen
Preferred Skills And Experience
Knowledge of the eLearning/training/education industry
Willingness to perform market development initiatives
About Blackboard Blackboard advances teaching excellence and unlocks the full potential of technology to deliver meaningful outcomes. We empower institutions to deepen connections between educators and learners, inspire engagement, and drive long-term academic success across the full learner journey. For more information, please visit www.blackboard.com.
The expected salary range for this position is ($95,600 - $115,000). The range reflects base salary only and does not include additional compensation such as sales incentives or benefits. Placement within the pay range will depend on a variety of factors, such as experience, skills, internal parity, and location.
This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
Blackboard is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression,protected military/veteran status, or any other legally protected factor.
#J-18808-Ljbffr