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

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 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
• Prospects, acquires, and retains high value client engagements
• Able to use performance consulting skills to diagnose client
  needs and propose educational solutions with business impact
• Leads key accounts to achieve and maintain required level of client
  satisfaction, revenue, profitability and margins
• Forecasts sales pipeline and manages time and activities to address pipeline
  fluctuations
• Utilizes value-based pricing to establish the Center for Leadership as a high value, differentiated brand
• Convert marketing qualified leads into sales opportunities. Inform the development of campaigns to reach target markets in efficient and
  effective ways.
• Leverages partnerships, faculty, and external relationships to be sources of leads and additions to the Excelsior
  University learning community
• Leverage social media (e.g., LinkedIn) to make 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
• Leverage digital tools; Salesforce, ZoomInfo, etc. as needed 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 ensure delivery
  of a consistent, branded, and accurate message.
• Other duties as assigned.

QUALIFICATIONS

To
perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are
representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with
disabilities to perform the essential functions.

• 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 ability to quickly assimilate information about diverse industries and business models.
• Proven track record of sales in professional services industry.
• Proficiency in Word, Excel, PPT.
• Demonstrated
  capability in leveraging social media (e.g., LinkedIn) to make connections and generate leads
• Ability to use Salesforce CRM
  preferred.
• Understanding and experience with account management and new business development
• Closing skills in line 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 different populations and recognize opportunities for
  growth.
• Strong project management experience and the ability to prioritize and manage multiple tasks and priorities
  effectively.
• Demonstrate creativity, enthusiasm, and openness to innovation.
• Ability to master a wide body of knowledge
  and information.
• Interpersonal, oral, written communication, and presentation building and delivery skills.
• Organizational, analytical, decision making, and problem-solving skills.
• Ability to excel working fully remote or hybrid in a
  professional, private, and quiet workspace managing multiple priorities and meeting deadlines and goals.
• Ability to review/prepare
  accurate detailed documents.
• Self-disciplined with proven ability to work independently and with initiative to successfully achieve
  goals and objectives.
• Ability to travel. Conference attendance, partner/student engagements, and off-site meetings will be
  required. 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 5 years of work experience in a
related role, such as sales, business development and account management, marketing, admissions, or recruiting required. Experience working
in Higher Education or other learning-related field with adult learners a plus, as is additional professional work experience.

The
hiring salary range for this position is $100,000.00 – $110,000.00. The hiring salary range above represents the University’s good faith
estimate at the time of posting.

Tagged as: Employment