Edtech.com's Summary

Learning A-Z is hiring a National Account Specialist. The role involves covering open sales territories temporarily in cases like vacations or leaves, advancing existing sales using Salesforce records, supporting account renewals, and meeting sales quotas. The Specialist engages with customers using consultative sales techniques, manages pipelines, maintains communication, and collaborates with sales managers and representatives.

Highlights

Use consultative sales to identify and meet customer needs and advance sales deals.
Support renewal processes for assigned accounts from 6 months before renewal to purchase order receipt.
Manage sales pipelines by adding new opportunities and updating existing ones.
Maintain detailed customer interaction records in Salesforce CRM.
Coordinate with Inside Sales Managers and field sales representatives while covering different territories.
Require 1-3 years sales experience or transferable skills with proven goal achievement.
Proficiency in Salesforce CRM and Microsoft Office (Outlook, PowerPoint, Word, Excel).
Basic knowledge of cloud technologies and strong communication, negotiation, and relationship-building skills.
Preferred qualifications include a Bachelor's degree, inside sales and K-12 marketplace experience.
Remote work with requisite reliable internet; Cambium offers benefits to support home office setup.

National Account Specialist Full Description

National Account Specialist (NAS)

Location: Remote, US. [Must reside and work from the US]

Job Overview:

ExploreLearning | Learning A-Z is combining strengths to equip teachers with research-based curriculum solutions that target the gating factors to student success and spark the joy of learning. One partner intentionally focused on valuing K-12 teachers as essential to unlocking future-critical literacy, math, and science skills for all students.

The National Account Specialist (NAS) is a self-motivated and driven individual that will perform many duties of a traditional sales representative, but is not assigned a permanent territory. The NAS covers open territories as needed in situations such as vacations, family leave, long-term illness and terminations. The NAS may cover one territory for an extended period of time or may cover several territories at the same time for a brief period. In addition, the NAS will support the renewal process for assigned accounts in partnership with the account owner.

The expectation is to meet and exceed quotas to help us develop and grow loyal customer relationships across our diverse products and markets. The ideal candidate is someone who is humble, hungry and smart. Our NAS team is focused on growing our impact and building trust and rapport internally and externally.

Job Responsibilities:

Sales & Customer Engagement

Use consultative sales techniques to understand the needs that prospective customers have and demonstrate NewCo's solution(s) to best meet those needs
Close any sales in process, in the territory being covered; by working with notes from SalesForce.com (SFDC) previously provided by the absent rep, the NAS moves the sales forward to completion. This may include sending out quotes and getting orders processed
Invest in existing opportunities by scheduling meetings, demonstrations, webinars, sending proposals, and securing new agreements and renewals
Perform cost-benefit and needs analysis for prospective clients
Meet and exceed all targets and quotas
Adheres to Inside Sales metrics on a daily and weekly basis
Record and maintain detailed records of all interactions in CRM tool (SalesForce.com)

Renewals & Pipeline Management

Effectively work assigned renewals through the renewal process starting at 6 months prior to renewal up to the point of a purchase order is received
When potential sales/opportunities are identified, the NAS adds it to the pipeline for the area being covered or updates the information already in the pipeline

Communication & Follow-Up

Check voicemail, email and faxes to maintain effective daily communications with customers being covered
Follow-up as needed on any marketing or sales initiatives in territory being covered
Follow-up on activities set-up by traditional Inside Sales Representative, calling customers as needed and ensuring the customer's needs are taken care of

Collaboration & Direction

While covering for the open territory, the NAS takes direction from the Inside Sales Manager of that territory and partners with field sales representatives of that territory
Responsible to effectively report and carry out all assignments given by the reporting Inside Sales Manager, who may be different from the covering territory's Inside Sales Manager
The NAS must work with the Sales Manager to gather needed information
Must be flexible and effective in various situations. There is often short notice for the assignment and sometimes there is insufficient background information on pending sales or customers being served
Performs other duties as assigned

Professional Development

Continually increase product and job expertise by participating in training and educational opportunities
Keep abreast of best practices and market trends
Keep abreast of funding sources and educational initiatives in the assigned territory

Job Requirements:

1 - 3 years of experience in sales or transferable skills
Proven track record of success, including meeting and exceeding goals
Basic knowledge of cloud technologies
Excellent business acumen, communication/presentation skills, negotiation skills and ability to build relationships
Demonstrated organizational and time-management skills
Ability to multi-task, prioritize, and manage time effectively
Experience to use and understand CRM applications (i.e. Salesforce highly preferred)
Experience with Microsoft Office products (Outlook, PowerPoint, Word, Excel)
Ability to proactively build and expand a robust sales pipeline
Ability to work efficiently in a high-pressure, fast-paced, and demanding environment
Enthusiastic, passionate, and open to feedback

Preferred Qualifications:

Bachelor's degree
Inside Sales experience proactively making outbound calls
Sales experience in K-12 marketplace

Why Work With Us?

When you work with Learning A-Z, you'll be helping students across the globe develop the comprehension, curiosity, and continued joy of learning they need to succeed in today's world.

We've been awarded numerous accolades from a wide variety of edtech organizations. Our flagship products Reading A-Z, Raz-Kids, and Raz-Plus are beloved by teachers and students alike, and are currently used by approximately 1/5 of public students in the United States.

To learn more about our organization and the exciting work we do, visit www.learninga-z.com.

Remote First Work Environment

Our Remote First approach gives employees the flexibility and trust they need to effectively balance work with life. It creates a culture in which all employees are valued and where success is measured in results. It allows us to work collaboratively, inclusively and for greater positive impact, regardless of our individual locations.

If you will be working remotely, either occasionally or on a permanent basis, you must have a reliable internet connection through a cable or fiber-optic broadband service with minimum speeds of 10 Mbps download and 5 Mbps upload.

The successful candidate will be expected to actively participate in video-based interviews during the recruiting process and ongoing virtual meetings with their camera on, as part of their role.

As part of our Remote-First benefits, Cambium offers reimbursement to help cover the cost of setting up your home or remote office.

An Equal Opportunity Employer

We are dedicated to fostering a culture that celebrates unique backgrounds, ideas, and experiences. All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, age, religion, sex (including pregnancy, gender, gender identity/expression, or sexual orientation), national origin, protected veteran status, disability, or genetic information (including family medical history).

We will provide reasonable accommodations for qualified individuals with disabilities. You may request an accommodation during the recruiting process with your Talent Acquisition team member.

Original Job Description