Company Overview
As a member of Learning Technologies Group and with offices globally including North America, Europe, Latin America and Australia, Open LMS is a leading provider of SaaS based Learning technologies to both higher education and corporate institutions.
Our business is high-growth with a client base that is both geographic and industry diverse, totalling over 1,700 customers. Our customer base is represented by universities, start-up companies, global conglomerates, non-profits, government organisations, as well as local community schools. Ultimately, Open LMS users can be found on every continent except Antarctica!
This is an opportunity to make a significant impact on Open LMS and the edTech landscape in the APAC region by retaining and growing our customer accounts. This is a fast-paced environment in a competitive market with a vision to be a thought leader in the field. This role will give a candidate the opportunity to accomplish a strategic effort for the sales team; that is to build a strong network of customer advocates.
The compensation package consists of an attractive base and an achievable commission structure with accelerators for overperformers.
Job Purpose
The purpose of this role is to acquire new business, support our existing business, and welcome new customers through selling Open LMS products and services such as, but not limited to: Learning Management Systems, partner software/services and training.
The role will be performed in a way that adheres to Open LMS values, policies and procedures and organisational standards in particular quality and service standards as well as adhering to relevant legislation.
Key Accountabilities
The key accountabilities of this role encompass duties that principally relate to the job purpose and may include other duties that are incidental or peripheral to the job purpose.
Duties of this role will include but are not limited to the following:
- Qualifying, pursuing and closing sales Opportunities
- Achieving and reporting on monthly, quarterly and annual sales quotas
- Engaging with technical and/or executive team members in complex sales scenarios
- Responding to sales enquiries as required and directed
- Manage and grow our existing portfolio of customers
- Manage and maintain all opportunities and accounts through the CRM
- Liaise with key internal stakeholders to convert opportunities
- Effectively manage the overall business development process from initial engagement through successful proposal delivery and closure
- Travel Domestically and/or Internationally as required (with notice) to attend client meetings and conferences
- Maintain an in-depth and current market knowledge related to the local sector including market trends, regulatory environments, core competencies requirements and competitors
- Skillfully qualify the needs of the client and effectively translate into compelling value proposition(s).
- Clearly and effectively differentiate Open LMS from its competitors.
- Resolve problems or obstacles in the sales cycle; seeking help and advice when appropriate and offering help and advice to colleagues.
- Collaborate with other Open LMS functions such as Marketing, Product, Channel Partner functions in other locations, NA Sales team.
- In conjunction with Customer Success, evaluate operational issues to determine Open LMS competitiveness in the marketplace and make recommendations for change.
- Pursue value-added propositions to existing customer base
- Assist in developing and evaluating process to gain feedback from customers
- Attend customer events, expos and trade shows
- Build relationships with Channel Partners and assist in communication and problem solving
- Undertake other projects as required
Key Result Areas
Performance objectives are based on the key accountabilities above and are aligned to organisational and team objectives. Individual performance measures and behavioural standards will be discussed and reviewed on a periodic basis in accordance with the Open LMS Performance Development Policy and Procedure.
Job Criteria
- Minimum of 5 years of SaaS Account Executive or Account Management experience
- Learning management technology experience is not essential, but is preferred
- Experience in solution selling or demonstrable structured selling approach is required
- College degree is preferred, but does not supersede intelligence, desire and competitive disposition
- Experience working for a multinational corporation where you need to work with colleagues in various time zones
- Exceptional customer service skills
- Problem-solving and analytical skills
- Experience developing a sales pipeline and client account plans
- Strong client management skills
- Exceptional communication skills, both written and verbal
- Work both independently and within a team
- Ability to work in a fast-paced environment
- History of exceeding monthly, quarterly and annual sales targets
- Ability to create great customer relationships
- Proficiency in Salesforce for funnel management and sales data integrity
- Highly ethical approach towards running your business
- “Let’s get it done” attitude and a strong desire to exceed expectations. “Can’t do” is not in your vocabulary
- Adaptable and coachable; willingness to learn and grow
- Possess a sense of humour, highly competitive, and ability to approach a challenge rationally
- Can travel when required. Our partners have offices in the Philippines, Hong Kong, Singapore and Japan. The preferred candidate must be within reasonable proximity of a major airport
- Experience with working with a channel partner network is preferred.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
