Director, Sales & RVP
Regional Vice President – Corporate & Association Verticals
(Location: Washington DC Headquarters preferred but not required)
Working side-by-side with our clients, Blackboard is pioneering e-Education across the globe. Our suite of products – targeted to primary and secondary schools, higher education, corporate and government markets – delivers on the promise of the internet for online teaching and learning. Across courses, campuses, organizations, companies, government agencies, and communities, Blackboard is powering the educational age around the globe.
Blackboard’s Business and Government line of business is focused on selling our teaching and learning solutions to corporations, government agencies and associations. Our Bizgov team has grown dramatically over the past few years with aggressive marketing, working with industry analysts and partners and by positioning our solutions as complementary to traditional LMS systems in the marketplace.
Blackboard seeks a consultative Sales Leader who possesses a proven track record of leading and coaching a focused vertical sales team in the corporate space to: (i) retain and grow existing clients, (ii) identify and develop new client opportunities, (iii) construct comprehensive capture strategies and (iv) work with an internal cross-functional teams on the above to maximize customer satisfaction and upsell as well as new client capture. Reporting to the Vice President of Business and Government, the RVP will meet or exceed revenue objectives of the assigned Corporate and Association verticals by promoting and selling the Blackboard product suite and consulting services through professional sales techniques and long-term customer relationships. The RVP responsibilites will extend beyond sales and will include an integral role in terms of cultivating a satisfied client, marketing messaging and strategy, pricing, product bundling, partner management and general go to market management.
Overall, he/she must be focused on meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members. Accordingly, the RVP will spend time working with salespeople to coach, counsel, and mentor them in all aspects of sales effectiveness as well as time with the BizGov leadership team members to develop and execute on strategic and operational objectives.
Specifically responsibilities include:
Leading the new sales and client retention activites of 8 Sales Professionals (AEs) who are focused on the Corporate, Association and Non-Profit/NGO verticals.
Directing and assisting AEs on defining and executing territory sales plans, prepare written presentations, reports & price quotations as well as assist in contract negotiations.
Directing and assisting AEs in client development and retention.
Meeting and exceeding a national team on new sales quota and a renewal book of business.
Working closely with Marketing to create awareness and demand leading to high quality lead management and close prospect qulaification.
Managing a complex, enterprise solution sale with a 6 month to 18 month purchasing cycle. Moving the sale through the entire sales process in close coordination with AEs, Consulting and other internal orgs.
Assisting clients with crafting a solution built around strategic consulting services.
Delivering the consistent value messaging that ensures the client views Blackboard as a strategic partner, and positions us for a larger relationship moving forward.
Leading strategic meetings across a diverse client base at the executive level.
Participating in Bizgov team meetings to formulate and deliver on Bizgov strategies.
Assessing a client’s business problem and recommending appropriate solutions.
Being well informed about current industry trends and being able to talk intelligently about the training and employee education industry.
Continually learning about new products and improving selling skills. The National Sales Director will be required to attend training events throughout the year and will be expected to participate in self-paced tutorial learning when appropriate.
Attending and participating in sales meetings, product seminars and trade shows.
Becoming familiar with all Blackboard Partner relationships and how they relate to Blackboard sales.
Effectively using the sales force automation tool to enter all sales information into this system (SalesForce.com).
Effectively and efficiently engaging Blackboard internal resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale.
Bachelors degree required.
Minimum 5 years of enterprise software sales and 4 years of sales management experience required.
Previous / current experience in education technology focused companies a plus but not required.
Successful track record selling Consulting Services also required.
Proven and successful track record uncovering and closing new business required.
Proven ability to establish strategic initiatives for large high-value client relationships.
Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with executive level decision-makers.
Successful achievement of multi-million dollar national team quotas using consultative enterprise/solution selling techniques.
Ability to design and embrace operational and strategic market development efforts.
Extremely high energy and stamina to perform consistently at a high level in a demanding environment.
Excellent written and verbal communication skills; strong business acumen
Must be highly organized and able to prioritize; self-motivated.
Must be able to travel 30 – 40% of the time.
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, color, religion, sex, national original, age, religion, disability, marital status, sexual orientation, gender identity or expression, military/veteran status, or any other protected factor.