Position Overview
Intellectual Point is seeking a highly motivated and enthusiastic Sr. Account Executive to join our sales team. This position offers long-term career growth with an established leader in the corporate training space. This is an exciting opportunity to become part of a forwardthinking sales organization that is focused on aggressively driving new business and establishing solid relationships within our existing accounts.
The Account Executive is an individual who has proven experience selling products or services related to IT trainings, workforce development services, or consulting services in person and via the phone. This sales professional will have demonstrated success in transactional sales in the Federal Government and Commercial Sector. The ideal candidate will be a high energy, positive person with strong consultative sales skills, who will be able to find opportunities around IT trainings, IT certifications and workforce development services and be able to register students in publicallyoffered, Open Enrollment Training Classes. The Sales Representative will sell a wide range of classroombased trainings, workforce development services and cyber security consulting services. This sales professional will be comfortable with a role that requires flexibility, creativity and change – but that also requires careful assessment and documentation of ‘what works’ – and a willingness to repeat and hone these best practices with consistency and attention to detail. This is an exciting role with opportunity for long term growth and financially lucrative career at Intellectual Point.
Experience and Skills Required
- 5+ years successful inside and/or field sales experience; corporate training experience a plus
- Independent, self-motivated, and success-driven, yet able to take direction
- Excellent verbal and written communication skills
- Solid outbound telesales experience. Knowledge of outbound calling, cold calling necessary.
- Good working knowledge of using CRM tool like Salesforce.com
- Candidates must understand the agency workforce development and compliance initiatives including DoD 8570.1 M framework, NIST NICE framework, etc. and be able to map the course offerings to those agency mandates.
- Candidates will need to be comfortable selling trainings and workforce development and consulting services at all levels of an organization
- Consistently exceeding monthly sales goals, attaining daily productivity metrics and developing a strong pipeline.
- Tenacious in building new business relationships while securing customer loyalty
- Information Technology knowledge/experience required. IT/Business Training Industry experience preferred
- Detail-orientation and excellent problem-solving skills. Strong computer skills including Microsoft Office.
- Knowledge of social networking using Twitter, Facebook, and LinkedIn
- Strong knowledge of target prospecting, handling objections, and consistent and thorough follow-up required.
- Be able to lead in a consultative approach and understanding the customer needsQualifications & Skills
Responsibilities
- Target new and existing customers via the telephone and in-person to sell a wide range of IT training, certifications and workforce related products and services networking, project management and data analytics. Primarily around cyber security, cloud computing
- Manage, maintain and grow a territory that has been developed over the last several years in the training industry.
- Learn the workforce development course offerings from our partners such as CompTIA, EC Council, AWS, Peoplecert, ISACA, ISC2, Cisco, Splunk, Azure, Tableau, RMF etc.
- Develop and cultivate sales leads from new and existing contacts using the telephone and email communications.
- Aggressively drive new business and establish slid relationships within the existing accounts.
- Employ a consultative selling approach while maintaining established metrics for performance standards in overall activity and quota achievement.
- Develop a target list and develop new customers – must be a sales hunter and experienced relationship manager creating new revenue streams within existing accounts as well as new accounts.
- Achieve assigned quota for both number of students registering for Intellectual Point courses as well as program sales within a territory.
- Develop and maintain key decision maker relationships within the accounts.(Commercial and Government)
- Ability to position training services under GSA schedule 70, MOBIS and other contracts to government agencies.
- Understanding of the DoD 8570.1 and 8140 Information Assurance Baseline Cyber Security Requirements and position IP offerings to the appropriate workforce development folks to ensure compliance.
- Outreach to the Veteran Community to help veterans enroll for appropriate Intellectual Point vocational courses and programs using the Post 911 GI Bills and other Veteran Educational Assistance Programs.
- Attend tradeshow and strategic events like AFC A, DoD IIS to help grow customer awareness and sales growth.
- Accurately provide monthly forecasts against bookings, revenue, and margin goals.
- Expand share of market and revenue with existing and prospective clients by asking probing questions designed to identify their needs and requirements with the goal or capturing more registrations per call.
- Solid experience in outbound telesales to genera e new opportunities
- Respond to incoming inquiries by providing accurate program information
- Maintain relationships and close registrations with new prospects and current and former students
- Qualify opportunities for corporate private training and solid follow up
- Outreach to corporate clients, System Integrators, DoD contractors & Staffing agencies looking for on-site, instructor led and/or remote/ virtual trainings for their workforce as well staff augmentation and professional services around Splunk, Cyber Security, Cloud Migration, Risk Assessment, Continuous Monitoring etc.
- Determine the needs of the student and make appropriate recommendations
- Record accurate information of customer interactions in Salesforce.
- Identify potential lead lists and call prospects to generate new class registrations
- Utilize social media including Twitter, Facebook, and LinkedIn to generate brand awareness and new business.
- Participate in meetups and other events to collect and work leads.
- Target new and existing customers via the telephone and inperson to sell a wide range of IT training, certifications and workforce related products and services primarily around Cyber Security, Cloud Computing, ITIL, Networking, Data Analytics, DevOps, Project Management, Agile/Scrum and other emerging areas.
- Develop and cultivate sales leads from new and existing contacts using the telephone and email communications.
- Aggressively drive new business and establish slid relationships within the existing accounts.
Salary, Commissions & Benefits
- Attractive base pay + lucrative commissions based on your sales experience and ability to find and close deals.
- Lucrative Bonus structure for top producer exceeding realistic annual goals
- Attractive Health Benefits + Vacation. Flexibility to work from home and Flex Time
- Performance based attractive perks such as fully paid vacation at an exotic location upon exceeding sales goals.
- Solid accelerators in the commission plan to double the commissions once the realistic target goal is reached.
