Account Executive II

Job Description

Does the idea of being responsible for handling and selling assigned products and services, with a focus on Assessment and Analytics, within assigned accounts/territory and achievement of revenue goals through prospecting, qualifying, and closing new business excite you? 

The Account Executive II has meaningful sales experience and brings developing expertise to customer engagement, solves customer problems with the appropriate Renaissance products. Responsible for cultivation and long-term maintenance of territory and customer relationships, new customer acquisition, and collaboration with Account Managers and other internal partners. Ensures seamless transition of newly acquired customers to appropriate Account Management and Customer Success partners.

This position requires regular travel for customer engagements, conferences, and other revenue-generating activities. 

Crucial Functions and Responsibilities: 

Sales Pursuit 

• Prospecting: Builds and drives plans to identify and qualify net growth opportunities through prospecting (in-person and virtual meetings, emails, phone calls, etc.) and campaigns. 
   
• Managing Opportunities: Manages opportunity pipeline, engages multiple decision makers to ensure communication and consensus through the life of the opportunity and uses networking for openings to increase opportunity value. Proactively identifies obstacles to the closing of the opportunity and creatively uses all available resources to overcome them. 
   
• Consultative Solution Selling: Researches and sells solutions aligned to customers’ unique problems and strategic objectives. Leads across the account team and cross functional internal and external partners to develop winning solutions. Adept at planning and implementing communications and prioritizing who/when to contact. 
   
• Closing Business: Consistently closes business that has progressed past needs development and independently develops persuasive presentations to overcome late-stage deal obstacles to win customer confidence and support. 

Industry Product Knowledge 

• K-12 Education Competence: Possesses a deep knowledge of the K-12 education space including public, private, and parochial schools. Strong understanding of K-12 districts and school administrative roles, funding, purchasing habits, policies, practices, trends, and school board oversight. 
   
• Domain Expertise: Possesses strong technical knowledge of common tools and trends in ed tech space; staying current on probable future policies, practices, and information affecting customer prospects or businesses 

Account and Customer Management 

• Customer-First Focus: Develops customer loyalty, satisfaction and executive-level advocates through demonstrated responsiveness and deep understanding of the customer’s needs serving as a trusted advisor. 
   
• Consultative Partner: Sales approach that is focused on understanding customer needs while building value through a cross functional approach. 
   
• Account Planning: Drives coordinated as well as personal account planning activities that leverage relationships and account contacts. Builds business plans, prioritizes efforts with an understanding of account potential and a grasp of competition, funding, policy, regional issues, customer needs and constraints. 
   
• Customer Retention: Builds and maintains customer loyalty and personal connections. Plans and delivers on objectives, asks for references and secures repeat business. 
   
• Strategic Account Planning: Develops long-term account plans that will drive strategic growth across territory and secure support of internal and external team members. Maintain accountability for plan execution and growth objectives. 

Business Management 

• Convert Strategy to Tactics: Implement sales strategy to achieve or exceed planned outcomes for the territory. 
   
• Internal Partnering: Collaborate with peers on campaigns, feedback initiatives and joint problem-solving while being an encouraging team member. 
   
• Influential Collaboration: Drives effective teamwork through influential leadership (leading without formal authority) and coordination of resources to achieve efficient results for both the customer and Renaissance 

Qualifications

Required Experience and Qualifications 

• Experience in educational software sales (5+ years) 
• Proficient in teamwork tools (e.g., Outlook, Teams, etc.) 
• Ability to manage full-cycle opportunities using CRM (e.g. Salesforce, MS Dynamics) 
• Familiarity with relevant legislation and policy for assigned territory 

Preferred Experience & Qualifications 

• Experience selling educational assessment and analytics products 
• Knowledge of educational market with targeted focus on assessment and instruction tools preferred 
• Demonstrated experience creatively solving problems with little structure or historical analogues to work from