Company
Our client is a leading provider of information management systems .Serving a diverse base of industries such as higher education, healthcare, government, legal, finance and human resources they deliver its clients services such as digital conversion, advanced data capture solutions, document management systems, workflow automation, legacy data archiving, compliance and governance, business process management and advanced analytics capabilities, as well as a full suite of document storage, scanning and physical records management services. They maintain offices in 15 major metros across the U.S plus facilities in South America.
Position Summary
This position will lead the Higher Education market for our client and will have the primary responsibility of driving and delivering budgeted bookings goals in the colleges and universities sector. The Director will serve as the solution “champion” and subject matter expert for Higher Education and provide strategic direction for ECM product offerings. The position requires a strategic thinker with a focus on driving focus on revenue across the enterprise business within the Higher Education market. The Director will have a track record of success in sales of major initiatives for colleges and universities, and a strong knowledge of solutions life cycles, sales processes, the competitive landscape, and the development and execution of go-to-market plans.
Key Responsibilities:
- Provide overall sales leadership within the Higher Education market for developing plans and strategies for growing business and achieving the company’s sales goals.
- Responsible for meeting or exceeding budgeted quota targets by driving new business development in new and existing customers, including managing, and overseeing negotiation processes to ensure acceptable outcomes on price and profitability.
- Drawing on extensive sales knowledge and experience, identify, implement, and institute sales strategies for selling and managing large complex accounts in a multi-solution environment.
- Serve as the Subject Matter Expert for the Higher Education market, providing input and direction for ECM solutions, marketing initiatives, business development and other related functions.
- Develop and execute the strategic marketing and new business plans for the Higher Education vertical to meet or exceed assigned business goals.
- Actively work with strategic partners to identify opportunities with colleges and universities and create demand through lead generation activities and target account selling strategies.
- Maintain a highly interactive relationship with accounts to achieve ongoing initiatives. Ensure proper customer service levels are maintained and customer satisfaction is exceeding expectations. Partner with service delivery and other technical teams to manage client issues and expectations.
- Coordinate efforts of the extended sales team including Sales, Operations, Sales Engineers, and management, to deliver results.
- Define and deliver sales training programs to improve knowledge and expertise for Higher Education and support company sales objectives.
- Monitor customer, market, and competitive activity, providing feedback to senior executives and constantly revising sales strategy.
Requirements
- Strong and consistent track record in developing new business, managing a complex sales cycle, and delivering revenue targets within the Higher Education document solutions market.
- Can effectively interface at many levels with senior managers, with a focus on selling to the C-level.
- Strong background and knowledge of strategic account management, sales process and solution selling.
- Experience in working with colleges and universities for ECM solutions, BPM, document capture, and records management preferred.
- Excellent interpersonal, strategic, and tactical planning, and analytical skills.
- Must have the ability to translate customer needs into solution requirements.
- Excellent written, oral and presentations skills.
- Ability to function and influence others in a matrix management environment.
- Ability to make decisions and think in broad terms, considering the impact on the entire company.
- Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
- Strong analytical, sales channel development, and marketing skills.
- Ability to translate customer needs into solution requirements.
- Strong interpersonal, strategic, and tactical planning, and analytical skills.
Business Expertise & Qualifications
- Demonstrated document solutions experience in the Higher Education market, preferably working with a sales organization in strategic ECM sales to colleges and universities.
- Ability to work effectively with colleagues and staff to create a results-driven, team-oriented environment.
- A collaborative professional who combines deep attention to detail with a broader strategic view, with the ability to manage large, complex sales cycles.
- Excellent communication, analytical and strategic thinking, strong customer-facing, sales & marketing, and presentation skills.
- Clear understanding of different sales models, selling methodologies and account strategies.
- Ability to work effectively with colleagues and staff to create a results-driven, team-oriented environment.
- Education: Four-year college degree, master’s degree preferred.