Enterprise Account Executive- EDU - job 2 of 2

The Enterprise Account Executive - EDU at Smartsheet is tasked with navigating complex procurement processes in higher education, building relationships with key decision-makers, and leveraging expertise in enterprise software sales. This role involves responding to requests for proposals, conducting presentations, and maintaining strong connections with CIOs and IT Directors, ensuring Smartsheet's innovative tools meet the unique needs of educational institutions.

To qualify for the Enterprise Account Executive - EDU position at Smartsheet, candidates should have at least 7 years of full cycle sales experience in a technology-oriented field, particularly in SaaS. Familiarity with the higher education sector and experience with RFPs and procurement cycles is essential. Strong relationship management skills and a proactive, consultative sales approach are also key.

Yes, the Enterprise Account Executive - EDU position at Smartsheet is primarily a remote role, although it covers the Central Region including Illinois and Wisconsin. The successful candidate will have opportunities to travel occasionally for customer engagements and presentations, allowing for direct interaction with key stakeholders in the education sector.

Smartsheet offers a variety of support for professional development, including access to online courses through Udemy, mentorship opportunities, and a culture that encourages continuous learning. As an Enterprise Account Executive - EDU, you will be encouraged to enhance your skills and knowledge, further empowering you to succeed in your role.

Smartsheet offers a comprehensive benefits package for the Enterprise Account Executive - EDU, including 100% employer-paid health insurance premiums, a 401k matching program, flexible time away, paid volunteer days, parental leave, and various company-funded perks. This ensures employees are both well-supported and motivated to achieve their personal and professional goals.

To effectively identify and engage key stakeholders in higher education, I utilize a combination of research and networking. I explore university structures and decision-making processes, attend industry conferences, and tap into existing connections to establish relationships with CIOs and other administrators, ensuring that I tailor my approach to their specific needs.

I have significant experience responding to RFPs in the education sector, where I focus on aligning our solutions with the specific needs outlined in the RFP. Preparation includes thorough research on the institution's goals, collaborating with internal teams to formulate tailored responses, and presenting our value proposition clearly to stakeholders.

I prioritize relationship management by ensuring regular communication and check-ins with existing clients. I make it a point to understand their evolving needs and challenges, offering proactive solutions. This allows me to maintain trust and uncover additional opportunities for collaboration across different departments.

In a previous role, I successfully navigated a complex sales cycle by developing a well-structured timeline and engaging key stakeholders early on. I ensured that I maintained open lines of communication, adapting my strategy to address stakeholder concerns and securing buy-in at every stage, ultimately leading to a successful close.

My process for selling enterprise solutions involves a consultative approach where I first listen to the needs of the institution. I gather insights on their goals and challenges, then demonstrate how our solutions can specifically address those needs, while ensuring that our proposals are clear and tailored to their objectives.

I stay updated on technology trends in the education sector by following industry publications, participating in webinars, and attending events related to edtech. Additionally, I network with other professionals to exchange insights and learn about emerging innovations that could impact higher education.

I leverage CRM tools by utilizing them to track my interactions with clients, manage my sales pipeline, and analyze key metrics that inform my strategy. This helps me stay organized and allows me to prioritize follow-ups, ensuring no opportunities are overlooked.

To forecast sales accurately, I analyze historical data, assess current market trends, and monitor my sales pipeline closely. I also collaborate with my team to review performance metrics, which helps in identifying patterns and making data-driven predictions for future sales.

I tailor my sales presentations by first understanding the specific needs and interests of each stakeholder group. I create individualized content that addresses their challenges and goals, ensuring that I highlight the aspects of our solution that will resonate most with them.

To build a sales pipeline in a designated territory, I conduct thorough research to identify potential clients and develop a targeted outreach strategy. I leverage existing relationships while also engaging in cold outreach, ensuring a balanced approach that promotes steady pipelines through various channels.