Account Executive (Australia, Remote)

Description:

Turnitin is seeking an Account Executive to join our Secondary Education Sales Team. We are searching for someone who demonstrates a passion for education and the impact technology can make in secondary education. The candidate should have a solid understanding of the secondary education market in Australia and New Zealand, be entrepreneurial in spirit, collaborative and able to contribute to our continuing success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work.

The Account Executive will lead new business efforts in secondary schools across Australia and New Zealand, working to maximise opportunities for growth against a strategic growth plan, managing all client/customer interactions, product demonstrations, meetings, etc. to build pipeline and close sales.

Responsibilities:

• Generate a strategic territory plan to forecast, own, and achieve annual sales targets, meeting or exceed quarterly and annual sales goals.
• Carry out strategic research to build and maintain a pipeline of new business through inbound leads and outbound prospecting using a multi-touch strategy and various media.
• Successfully qualify opportunities through effective and personalised discovery.
• Lean into the needs of the client and understand their pain points and levers in order to craft the best solution to their needs.
• Convey our unique value proposition in conversations and product demonstrations which have been tailored to meet a prospect’s pain point and needs.
• Target, build and maintain relationships with potential new clients.
• Develop and execute daily plans to demonstrate productive sales activity, managing essential data tracking activity and progress in Salesforce CRM and any other systems.
• Navigate educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers.
• Work closely with the immediate team and internal stakeholders including marketing, client success, sales engineers and product solution specialists to ensure a first-class client experience (speedy responses, complete responses, accurate, well-presented data and carefully worded professional communications).
• Keep up-to-date with and leverage market trends, partnerships, and government policy changes.
• Participate, as needed, in network building opportunities including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions.
• Communicate and collaborate effectively across internal teams.
• Ensure that accurate monthly, quarterly and annual forecasts are provided to the manager.
• Demonstrate proper use and knowledge of Turnitin specific systems (Salesforce, Groove, Zoom, etc.)
• Develop professional growth by reviewing trade publications, establishing and leveraging personal networks and participating with professional organisations and events.
• Demonstrate initiative to improve understanding of educational trends and legislation in territory.