Account Executive - B2B, Strategic, Training

Account Executive - B2B, Strategic, Training

Since 1982, New Horizons Computer Learning Centers has grown to become the largest independent IT training company worldwide. With more than 300 centers in 65 countries, New Horizons offers more courses, at more times and in more locations than any other computer and business training company. New Horizons works with businesses of all sorts and also assists individuals with their continued education needs. Our courses include PC applications and graphics software instruction, highly technical IT training, certification program training, professional development, business skills training and more. In addition to offering public classroom-based courses, New Horizons can customize courseware, provide training at our clients location, or roll-out enterprise-wide training programs if needed. Were also unique in our ability to provide consumers with a wide range of source material delivery methods including Integrated Learning, mentored learning, on-line learning and classroom. We strive to be our clients single vehicle for all their training


New Horizons is looking for stellar Account Executives for a number of our centers. Weve been growing rapidly and want to grow our centers even bigger in 2012! Although each center we own will have sales teams with their own unique focus, we generally look for individuals who are passionate about selling in consultative and strategic manner. We also find that people with a desire to work in a very purposeful industry do extremely well. Also, if youre someone who understands complex selling processes, strategic thinking and can master the art of mirroring your client on the fly, youll be a great asset to our team. We will consider junior sales executives or individuals considering industry changes but who are currently in sales, if you have the right overall aptitude. This is a HEAVILY commissioned based opportunity with a base range of $2,500 - $3,000K per month until your commission(s) start kicking in. (Expect to make $60-$80K + in your first year.) After a new employee is ramped-up and comfortable selling our products and services, they will get to experience uncapped earning potential. Its not uncommon at all for AEs to make over six figures.

Job Accountabilities

Sales:
Drive development of new business opportunities and exploration of past business leads for sales consideration
Develop and/or capitalize on industry knowledge and contacts to uncover business opportunities.
Demonstrate excellent interpersonal skills to initiate and maintain executive-level interaction and customer satisfaction.
Periodical outside sales meetings with local clients.

Account Management
Produce account plans and strategies for the selected prospect accounts

Relationship Management (external)

the incumbent would be responsible for the establishment and nurturing of a professional business relationship between our company and the client at various levels of the organization for achievements in own project. Relationship management involves knowledge of the client's business, strategic thinking and interpersonal sensitivity to build trust.

Relationship management (internal)

maintain and influence relationships with internal management and colleagues across the company.

Demonstrate Solution Selling Skills and Capabilities:

Includes: ability to understand the industry and our solution portfolio, complete a thorough analysis of the client's business to identify opportunities that our solution will address and determine the likely financial return for the client
Ensure thorough research of the customer/prospect environment to be able to populate the Business Impact Model.
Demonstrate understanding of and the ability to articulate the value of NH Training and certification solutions in terms which will significantly impact the customer's business results.
Ensure an ability to effectively articulate the solution in terms of Return-on-Investment (ROI) to the customer.
Effectively advise and influence customers through consultative selling techniques. The sales person with their virtual team effectively advises, intervenes, influences or brings professional or technical expertise to bear on the prime customer contacts and is also positioned to enable influence, in parts of the organization over which they have no direct relationships. The incumbent in this role is expected to maintain a high penetration into account and provide a strong sense of leadership.
Requirements


Ideal Skills and Experience:

Complex solutions sales experience with B2B clients of all sizes
A portfolio of multi-level contacts in target market (You'll learn more about this further on in our process)
Experience in selling, combined with existing customer relationships
Experience in selling and articulating the value of proprietary training solutions, and associated solutions and services.
Degree level education or equivalent working experience
3-5 + years of demonstrable success in strategic sales environment with competitive sales quotas and accountability metrics.
Proven track record of account development from inception to completion (Take nothing and turn it into something basically)
Solution-selling skills, Consultative Sales skills
Excellent communication, presentation and interpersonal skills
Resourceful and creative in finding necessary pieces of the equation by utilizing a variety of social networking technology, industry contacts, referrals and database leads.
Self-starter, results-orientated, and good team player.
Self-reliant
Technology products and/or solutions sales experience and it would be preferred this person has a basic understanding of the following New Horizons training specialties or like" technology:

Cisco
SQL
Web
Oracle
Microsoft

Were also interested in B2B, Enterprise, Telecom, BI and additional specialties.



WORKING CONDITIONS
Required to sit for long periods of time and frequent use of hands and fingers, to handle and feel
Moderate activity, with occasional bending and stooping, standing and/or walking for extended periods
Ability to lift up to 30 pounds while using safe lifting techniques
Speaking and hearing: able to comprehend normal speech
See and have visual capability: able to see screens, monitors, and environment
Works inside, closely with others
Generally works regular work hours, occasionally works after hours
Noise level in the work environment is usually moderate to noisy
May require travel to client meetings/presentations and/or within Company locations


CONCLUSION - INTENT AND FUNCTION OF JOB DESCRIPTION
This job description has been reviewed to ensure that only essential functions and basic duties have been included. Peripheral tasks, only incidentally related to each position, have been excluded. Requirements, skills, and abilities included have been determined to be the minimal standards required to successfully perform this position. In no instance, however, should the duties, responsibilities, and requirements delineated be interpreted as all-inclusive. Additional functions and requirements may be assigned by managers as deemed appropriate.
In accordance with the American with Disabilities Act, it is possible that requirements may be modified to reasonably accommodate disabled individuals. However, no accommodations will be made which may pose serious health or safety risks to the employee or others or which impose undue hardships on the organization.
Job descriptions are not intended as and do not create employment contracts. The organization maintains its status as an at-will employer. Employees can quit or be terminated by employer for any reason not prohibited by law.