Account Executive - Tampa, FL, or Dallas and surrounding areas

Account Executive - Tampa, FL, or Dallas and surrounding areas
Locations
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Home Office 7 Columbia Circle West Dr Albany, NY 12203, USA

Description
Excelsior University is an accredited, not‑for‑profit university with a main campus in Albany, New York and an educational site in St. Petersburg, Florida. Excelsior has been delivering on its mission to provide educational opportunities to students since 1971. The institution has a long history of welcoming learners from diverse backgrounds, particularly those who do not see themselves reflected in traditional higher education. Excelsior is committed to student support and academic excellence and believes education is for everyone.

The Center for Executive and Professional Education (CEPE) at Excelsior University is a comprehensive, multi‑division learning ecosystem that supports individuals and organizations across the full employee lifecycle through partnership programs managed by Strategic Partnership and Alliance and Center for Leadership (C4L) teams. The Center will deliver programming in three key areas: career readiness and workforce essentials; professional and career advancement; and executive leadership and education. Through these integrated learning pathways, the Center will strengthen Excelsior University’s position in the national workforce development landscape, expand opportunities for adult and professional learners, enhance partnerships with employers and community organizations, and generate substantial long‑term revenue growth for the institution.

Reporting to the Senior Director of the Center for Leadership, the account executive is responsible for business‑to‑business consultative sales and key account management. The role requires outstanding relationship building and consultative selling skills combined with the ability to hit and exceed sales and profitability targets. Key activities include creating and implementing account strategy, senior‑level and mid‑level contact development, new account generation in a virtual/remote environment, driving the sales process from lead to contract signature. Capabilities in and understanding of complex business concepts and critical leadership attributes are required to support a consultative selling approach. An entrepreneurial, growth mindset and creative problem‑solving skills are needed to support the continued growth and expansion of client services.

Depending on location, this position may require the ability to work from a home office. Albany‑based and St. Petersburg/Tampa staff are expected to work onsite for a minimum of two days per week. Candidates in other locations will work remotely. This position may require some regional and national travel (including weekend and overnight travel).

Essential Duties and Responsibilities

In conjunction with the Senior Director for C4L, set aggressive yet achievable sales targets, and a detailed annual sales plan aimed at achieving these targets

Prospect, acquire, and retain high‑value client engagements

Use performance consulting skills to diagnose client needs and propose educational solutions with business impact

Lead key accounts to achieve and maintain required levels of client satisfaction, revenue, profitability, and margins

Forecast sales pipeline and manage time and activities to address pipeline fluctuations

Utilize value‑based pricing to establish the Center for Leadership as a high‑value, differentiated brand

Convert marketing qualified leads into sales opportunities and inform the development of campaigns to reach target markets efficiently and effectively

Leverage partnerships, faculty, and external relationships to generate leads and additions to the Excelsior University learning community

Leverage social media (e.g., LinkedIn) to create connections and generate leads

Deliver on revenue, margin, and client satisfaction metrics, adjusting processes and policies as needed based on market demand and goal achievement

Use digital tools, such as Salesforce and ZoomInfo, to support growth

Support a community of practice with talent/learning and business leaders through targeted outreach and events

Develop relationships across the university to align C4L initiatives with institutional priorities and academic offerings

Collaborate with other CEPE, C4L, and SPA team members to ensure best use of resources and best practices

Ensure consistency with Excelsior’s brand to deliver a consistent, branded, and accurate message

Other duties as assigned

Qualifications

5+ years of sales experience, preferably in talent and leadership development consulting and B2B sales

A passion for helping leaders excel and improving business outcomes

Business development, account leadership, and large‑sale closing skills are essential

Capability and experience in working with senior executives from major corporations

Knowledge and relationships within Human Resources, Learning and Development, and Organizational Development fields preferred

Demonstrable success leveraging consultative sales methods and practices

Knowledge and experience in working with a variety of industries, or the ability to quickly assimilate information about diverse industries and business models

Proven track record of sales in the professional services industry

Proficiency in Word, Excel, and PowerPoint

Demonstrated capability in leveraging social media (e.g., LinkedIn) to make connections and generate leads

Experience with Salesforce CRM preferred

Understanding and experience with account management and new business development

Closing skills aligned with a high‑level sales process in professional services

Learning and development industry experience preferred

Ability and desire to work with multiple, diverse stakeholders across complex organizations and populations, recognizing opportunities for growth

Strong project management experience and the ability to prioritize and manage multiple tasks and priorities effectively

Demonstrated creativity, enthusiasm, and openness to innovation

Ability to master a wide body of knowledge and information

Interpersonal, oral, written, and presentation skills

Organizational, analytical, decision‑making, and problem‑solving skills

Ability to excel working fully remote or hybrid in a professional, private, and quiet workspace while managing multiple priorities and meeting deadlines and goals

Ability to review and prepare accurate detailed documents

Self‑disciplined, with proven ability to work independently and with initiative to achieve goals and objectives

Ability to travel; conference attendance, partner/student engagements, and off‑site meetings will be required, including occasional weekend/evening hours and overnight travel

A valid U.S. driver’s license

Education and/or Experience
Bachelor’s degree from a regionally accredited institution required. At least five years of work experience in a related role such as sales, business development, account management, marketing, admissions, or recruiting required. Experience working in higher education or other learning‑related fields with adult learners is a plus, as is additional professional work experience.

The hiring salary range for this position is $100,000.00 – $110,000.00.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

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