Account Executive - Eastern Region

Description

OVERVIEW

The Account Executive is responsible for expanding access to Project Lead The Way (PLTW) programs and Services by driving new business and growing relationships within an assigned territory. This role involves introducing prospects to our solutions through a consultative sales approach, conducting engaging demos and presentations, and developing strategies to meet the unique needs of schools and districts. The Account Executive leverages both inbound and outbound strategies to identify opportunities, execute strategic sales plans, and contribute to the broader mission of improving student outcomes.  Regular travel required.

This remote role requires a home office within the assigned geographic territory to ensure effective customer support and facilitate travel throughout the region.

Applicants must reside within Maryland, Delaware, North Carolina, Pennsylvania, or Michigan to be considered for this role.

RESPONSIBILITIES

Sales and Revenue Generation

• Engage in proactive sales activities to generate revenue, track opportunities, and meet territory metrics and growth goals.
• Develop and implement a growth-focused sales territory plan to meet and exceed sales goals, ensuring alignment with organizational objectives, collaborating with the Implementation Team as needed.
• Collaborate with cross-functional teams to align goals, strategy, and tactics to drive results.
• Master product fundamentals to drive purchase and adoption.
• Conduct research on target accounts, school district structures, and educational initiatives to develop tailored sales strategies and an understanding of key decision-makers.
• Promote eligible grant and funding opportunities for accounts within the assigned account portfolio.
• Discover and qualify new business opportunities by probing for customer needs and aligning those with PLTW’s solutions.
• Deliver compelling sales presentations (both virtually and in-person) and conduct engaging product demonstrations to drive interest and adoption.
• Collaborate with cross-functional teams to customize sales pitches, troubleshoot barriers, and close deals effectively.
• Manage the full sales cycle including pre-call planning, cold calling, prospecting, qualifying, presenting, and closing new business opportunities within your territory.
• Track and forecast sales results accurately, adjusting your territory plan as needed to meet annual priorities and quota.
• Create and leverage tailored content, including customer success stories, that reflects the needs of different types of districts and schools, building examples of use cases for these audiences.
• Create campaigns to reach new district-and-school level decision makers and influencers.

Event Promotion and Attendance

• Assist with the strategic planning, promotion, and attendance of high-value, high opportunity events, both PLTW sponsored and external to cultivate relationships and growth opportunities as assigned.
• Coordinate and attend regional events and conferences, including sponsorships and organization-led activities, to build relationships and identify growth opportunities.
• Maximize opportunities for lead generation at national and local in-person events.
• Extend the PLTW virtual event strategy to reach more educators, and develop a comprehensive follow up experience.

Data Management and Reporting

• Maintain accurate customer and sales data in the CRM system, ensuring timely follow-up, pipeline management, and up-to-date contact information for all assigned accounts.
• Ensure processes for interest generation and collection are standardized across new course launches.
• Identify and recommend potential opportunities to incorporate innovative methods and emerging trends within area of expertise.
• Other duties as assigned.

Requirements

QUALIFICATIONS

• Bachelor's degree in business, education, or a related field (or equivalent experience).
• Demonstrated success in new business development and account growth, with a track.
• Experience with CRM software and customer success tools.

PROFESSIONAL SKILLS

• A customer-centric approach to all internal and external interactions.
• Values and leverages the unique strengths and perspectives of each Team Member.
• Takes pride in the work, celebrates success, and has fun.
• Approaches work with curiosity and experimentation.
• Ability to effectively manage the full sales cycle, from prospecting and lead qualification to closing deals.
• Ability to successfully manage multiple projects, deadlines, and priorities in a fast-paced, ever-changing, and evolving work environment.
• Excellent judgment and ability to adapt to changing priorities with ease and efficiency.
• Exceptional verbal and written communication skills.
• Ability to multi-task, prioritize and be detail oriented.
• Ability to work collaboratively in a team environment with a focus on building and nurturing relationships.
• Ability to work independently, resourcefully seek answers, and remove obstacles.
• Ability to perform at both the strategic and tactical levels.
• Project management skills.
• Ability to effectively prioritize and balance urgent tasks with strategic projects.