Account Executive - Iowa

This is a field based position required to reside in the state of Iowa.

The Account Executive - College sells to Higher Education faculty within a designated geographical territory. With a hunter mentality, their objective is to grow market share by successfully winning new business with Sage Vantage and other digital or print content that meets course requirements.  The Sage Account Executive is an independent, self-starter whose responsibilities include conducting well-structured consultative sales calls, persuasively demonstrating technology product capabilities, establishing relationships with faculty members and other stakeholders with the goal of capturing new business and growing revenue. With a winning mentality, ample product knowledge, and active listening skills, the Account Executive is confident and assertive when interacting with customers. The ability to systematically manage a large geographic territory through employing in person and virtual sales techniques is a daily requirement. The Account Executive maintains our sales database (MSCRM), which allows them to juxtapose account growth outreach with maintenance activities, resulting in successful adoption of new Sage materials, and retention and/or expansion of the current base of Sage products. This position is based out of Iowa and must be able to travel overnight 40% during peak selling seasons. 

Essential Job Functions And Responsibilities  

Sales

The strategic territory selling plan is created, with the help and direction of Sales Management, to pursue new market share across all disciplines:

• The Account Executive is highly visible in their territory by persuasively conducting high quality sales calls and winning Vantage demonstrations using professional selling techniques.
• Successfully positions self and Sage as a strategic business partner within social science departments across campus by actively listening to customer needs.
• During peak selling seasons, daily travel to assigned campuses is required with geographic travel and overnights outlined in advance and often requires an excess of 40+ per week.
• Conducts effective sales calls to grow new revenue via well-planned campus appointments and/or schedules, video calls, telephone, and email exchanges with the goal of progressing the territory pipeline and winning new market share.
• Identifies and progressively qualifies new sales leads in assigned territory each selling season; assertively sells to those identified targets while expanding on existing business in recurring revenue models to meet set sales goals.
• Effectively deploys sales enablement tools within the course of daily selling and nimbly uses the insights that the tools provide to accelerate pipeline movement.
• Grows market share at the territory and key title level each selling season; strong internal collaboration, as well as personal drive and resilience is necessary to achieve success.
• Confidently and successfully demonstrates Sage technology and employs sales enablement tools in sales calls.
• Ensures data within the MSCRM system is accurate by maintaining and updating the sales pipeline daily.
• A Sage Account Executive is solutions-oriented, persuasive, and resilient as they meet the needs of prospects and customers in a timely manner. They are well established in their market and do not take no for an answer the first time.
  

Product and Market Knowledge

• As a highly visible rep in your territory, the Account Executive collects and communicates market feedback and product information to Product, Technology, and Sales Management Teams.
• Develops deep product knowledge through learning programs to be able to persuasively articulate value proposition of products in a competitive landscape.
• Successfully addresses objections and misconceptions while answering questions of prospective customers effectively either independently or via specialized team members.
• Provides Product Teams with market development leads, faculty advocates, and potential textbook authors.
  
  

Planning, Reporting, and Database Maintenance

• Strategically executes and completes Lead Generation (identifying courses, decision makers, enrollments, and product-in-use information) for targeted course markets at accounts identified within assigned territory.
• Tracks sales opportunities in the CRM to prioritize pipeline and optimize revenue.
• Strategically plans campus outreach via campus trips/video calls/phone calls.
• Completes expense reports on a timely basis, manages annual travel and expense budget effectively.
  
  

Conference Attendance/Business Travel

• Daily full day and overnight travel to customers 2+ hours away is required to key accounts during peak selling seasons.
• Required to attend bi-annual sales meeting and other company-wide meetings as required by Management.
  
  

 Customer/Author Relations

• Provides excellent customer service when dealing with potential or existing customers by providing information, resources, and troubleshooting in a timely manner.
• When communicating with customers and authors, takes appropriate actions to ensure they have a positive experience and image of the company.
• Effectively works with current customers to cross-sell and referral sell when working with installed base of business.
  
  

Required:

• Bachelor’s degree or some college coursework with equivalent field sales experience.
• Demonstrated record of success in academic and professional background.
• 2 to 4+ years sales experience required.; creative, persuasive, competitive, strategic, and persistent sales demeanor.
• Hunter mentality and a winning attitude.
• A Sage Account Executive is solutions-oriented, persuasive, and resilient as they meet the needs of prospects and customers in a timely manner. They are well established in their market and do not take no for an answer the first time
• If you have a disability and you need any support during the application process, please contact hr.resume. All qualified applicants are encouraged to apply.
  
  

Pay Transparency & Benefits Package:

Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect. Sage is proud to be an equal opportunity workplace and is an affirmative action employer.

Compensation at Sage is influenced by several factors, including but not limited to skill set, nature and level of experience, qualifications, and other relevant considerations. Please note that the compensation details listed in U.S. role postings reflect the base salary only and do not include bonuses or benefits. Your recruiter can share more about the specific salary range and additional aspects of the compensation/benefits package for this position during the hiring process. If your desired salary falls outside of this range, we hope you'll still apply as there may be other positions that better align.

In addition to compensation, Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with SAGE covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. In alignment with our value for education, Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest.

Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role. Join the nearly 2,000 Sage employees worldwide who deliver products and services that serve to fulfill our noble goal of education and dissemination of knowledge globally. We’d love to meet you!

Diversity, Equity, and Inclusion

Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect, regardless of age, disability, gender identity, marriage and partnership status, pregnancy and parental responsibilities, race, religion and belief, sex, or sexual orientation.

We believe that diversity is a cornerstone of a vibrant culture. We want Sage to be an organization where the most talented staff and high-potential staff are recruited, have the opportunity to grow, and want to work. We strive to achieve a better representation of diverse talent at all levels, including leadership, across our workforce.