Strategic Account Executive

** Job Title
** Strategic Account Executive
** Job Description
** For more than 80 years, Kaplan has been a trailblazer in education and professional advancement. We are a global company at the intersection of education and technology, focused on collaboration, innovation, and creativity to deliver a best-in-class educational experience and make Kaplan a great place to work.

The future of education is here and we are eager to work alongside those who want to make a positive impact and inspire change in the world around them.

The
** Strategic Account Executive** (KNA Strategic Accounts) develops and executes business strategies that will create and expand relationships, as well as meet revenue targets within an assigned book of business. The Strategic Account Executive (SAE)  owns the customer relationship for the assigned territory and must be able to communicate Kaplan North America’s breadth of products, solutions, and initiatives.
The SAE is responsible for developing and executing a territory business plan along with account level strategies. The SAE is the decision maker in all matters of significance pre and post initial sale , including but not limited to, program development, product sale, pricing negotiation, contract development and execution, and growing the assigned business lines for the assigned territory and accounts.

The SAE is also responsible for ongoing business development within their assigned territory.
*** This is a base salary plus commission role. This is a B2B sales position  
***** Primary Responsibilities
*** Deliver on financial objectives, including goal attainment and expense management, and follow the Kaplan Sales Process to maximize growth potential.
* Use independent judgment and discretion to create and execute a territory plan for an owned book of business that grows both exam and KPA/LPD business, as well as develop account business plans for aligned customers.
* Perform product demonstrations, deliver Kaplan North America’s value proposition to support each client, as well as develop and deliver proposals that address client needs.
* Build, maintain, and grow key customer relationships within the assigned book of business, actively working to capture market share, and share of wallet within each account, with product expansion, new contract developments, and new contact relationships.
* Conduct client facing activities, independently and effectively, to drive stronger partnerships and revenue growth across assigned accounts, leading and communicating with client account teams as needed.
* Work collaboratively and cross functionally with Kaplan North America’s resources to
* achieve financial results.
* Through research and interactions with clients, maintain an understanding of clients business model, goals, organizational structure, and competitive landscape.
* Maintain and be able to deliver a strong base of product knowledge across all product lines responsible for, as well as knowledge of Kaplan North America’s learning technologies, processes, and tools to help clients solve key business issues.
* Understanding of the competitive landscape within each product vertical and be able to speak to Kaplan North America’s differentiators.
* Independently manage pipeline and activity to hit forecast and monthly quota expectations.
* Ability and willingness to travel up to 40%. Travel may require airplane and overnight stays.
* Other duties as assigned by management.
** Minimum Qualifications
*** Bachelor’s degree or equivalent , business or related field preferred.
* Selling experience in professional services, account management, or regional sales. Minimum 3+ years
* Financial and business acumen.
* Well-developed probing and listening skills, to be able to uncover and understand client issues, challenges and needs.
* Ability to manage and overcome client objections and concerns.
* Ability to persuade and communicate effectively over the phone, video, and in person, and use technology to progress the sales cycle.
* High energy and self-motivated and ability to work in a complex environment that frequently changes.
* The ability to work independently and self-sufficiently.
* Problem…